Forget likes, shares, retweets, and comments: how can you use Social Media to actually sell products? (Here's a post on selling services.) To do so effectively means understanding two key concepts: the funnel, and conversion. The funnel refers to the process that prospects go through before they actually put down [More]
With all of the wheel-spinning and effort spent on social media, wouldn't it be nice to actually use it to grow sales? Not improve awareness, develop the brand, help with marketing, or "continue the conversation". But actually sell. Here are four ways that social media can be use to sell [More]
How do you determine the ROI on your marketing and sales investments? The standard formula is simple: divide the return, less investment, by the investment. A marketing campaign costs $1000, and reaches out to 1000 prospects. Five per cent of these respond, generating $1000 profit, for an ROI of zero: [More]
Everyone is in sales. Each of us is always selling something to somebody. You may be selling your recommendations to your colleagues. Or you might be trying to convince your family where to go on your next vacation. Or if you are pitching for a new opportunity, you are selling [More]
The harder you work, the greater your rewards. These words are pounded into our brains from an early age - but are they true? Unfortunately, our rewards are determined not just by how hard we work, but also by those we work with, and especially those we report to. If [More]
You're about to meet a new sales prospect, or interview a new supplier. Or, you're about to meet a new company, and you know very little beyond their name and industry. How can you find out more before you find yourself in front of them? There are four basic techniques [More]
Have you ever been in a sales pitch, job interview, or other important meeting, and the person you are meeting asks you if there is anything else you would like to say, or ask? How should you approach this situation? Essentially, you have three choices: say nothing, say something new, or [More]
Sales managers use an interesting description for their salespeople: they are either farmers or hunters. Farmers sell more by cultivating existing relationships, while hunters sell more by developing completely new ones. Most people don't think of themselves as salespeople, but in truth, everyone has at least one thing to sell: [More]
The essence of just about any job - or any type of business development - is reaching out to connect with other people. Yet one obstacle typically gets in the way: making that very first call. It shouldn't be an obstacle, but it is uncomfortable. And we tend to avoid [More]
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