There needs to be a shared goal for sales and marketing and a genuine understanding of what your customers need to accomplish their goals
Topic: Marketing, Sales, Sales Process, Smarketing
Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. Sales team members will often claim 40–50% close rates, while industry statistic after industry statistic claims that 80% of leads are not closed. Why this disconnect? The disconnect comes in an organization’s customer-facing staff customer qualifying process. To […]
Topic: Sales Instructions, Sales Process
Recently, I experienced a very effective marketing experience that was seamlessly connected to the start of the sales process. I have to admit I was impressed; until I went to the physical location and was immersed in their in-store experience. So what happened? I was triggered by a radio ad for an item I am […]
It was a hot day; I had just finished walking the customer through our good, better, best line of flatdeck trailers. He seemed impressed by a couple of the units in fact he commented “I am not sure what I want now….what would you buy?”. I thought about it briefly and then gave him an […]