Though I often jokingly say, “Nothing new has changed in sales in the last 500 years,” I recognize that, in fact, things have changed. The way you measure your sales organization and track stages in the sales process needs to adapt to how customers make buying decisions today. I recently received a great question from … Continue reading If You Want Today’s Customers, Change Your Old Sales Process
It’s been a long day. I’m more than ready to close the laptop lid and head out in search of ‘me’ time. I feel I’ve earned it. But I need to do one last check of my inbox so I don’t start tomorrow with a pile to read through. What’s this… a survey request? Oh … Continue reading Your Surveys Are Wasting Customers’ Time
Personalisation has been a buzzword in sales, marketing and customer service circles for many years. Get it right and you will improve loyalty, advocacy and sales, but the problem is that personalisation, or behavioural merchandising as it is also often known, is very easy to get badly wrong. Most SME websites just don’t have enough … Continue reading Why Your Customers Really Don’t Like ‘We Thought You Might Like’
In a digital age, word-of-mouth advertising is about more than your customers! Most of us know that what people say about our business (staff, products, services) to their family and friends (word-of-mouth) is important to our business. We know that spending money on marketing services or products that have a bad reputation with consumers, and not doing … Continue reading Word-of-Mouth: It’s About More Than Your Customers
More and more, customers are starting the buying process with a search on the web. According to GE Capital’s Annual Shopper Study, 81% of consumers start the purchase process by looking for answers online. These consumers are searching for answers every step of the way – from home before making a purchase and in the … Continue reading Why Search Marketing is Vital to B2B Companies Looking to Attract New Customers
When you think of GPS, the first thought that most likely comes to mind is a tool that provides directions to where you want to go. With this type of capability embedded in every mobile phone, and with a mobile adoption rate nearing 80%, almost everyone on the planet has a hand-held GPS device. As … Continue reading Location-Based Marketing- A Win-Win For Customers & Retailers
I’m reporting from the Social Media Insider Summit at the Resort at Squaw Creek in Lake Tahoe. Currently I’m looking at an unobstructed view of Squaw Valley, set against a clear, mostly cloud-free, sky. But maybe the view from last year’s Tahoe summit — smoky, courtesy of massive wildfires several hours away — would have … Continue reading Are Your Customers Starting To Hide From You?
