RSSPhones Are An Underutilized Business Tool
Jul 31, 2009 Sales Related
You hate to cold call, right? Dale Carnegie taught us (in 1937) that we have to get in front of people to make a sale. In those days, there was no other way.
Yet we’re still listening to him, believing that getting in front of prospects will give us an edge – forgetting, of course, that everyone else is just as smart and friendly and oh-so-charming.
We put huge budgets aside for travel; the telephone is looked at disdainfully, as merely an appointment getting vehicle, not as the rapport builder and communication tool that it can be.
And even with the massive failure rate we have, we still focus every interaction on The Sale. We forget that if buyers can’t figure out how to manage those off-line decisions that take place in their workplaces, it doesn’t matter what we’ve got or what they need.
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Tags: business, cold call, failure rate, phones, prospects, sales model, tool, underutilized, youtube
Sales 2.0: 5 Things You Shouldn’t Expect
Jul 6, 2009 Decisioning & Change Management, Top Posts
Sales 2.0 is the New New Thing.
I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted as.
Here’s the good news: Sales 2.0 is good for driving people to you. By simply offering a webinar, a free e-book, a White Paper, or some incentive, you can get folks to your site. If your material is good enough, they will Twitter about you, put a TinyUrl about you, link to your site, write you up on their blog. You can gather their data, have some sort of passive or active follow up, use the names on an opt-in list, and get hundreds or thousands of new names on your database.
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Tags: blog, change decisions, closing rate, decision makers, ebook, failure rate, great price, link, manipulate, new new thing, persuade, phone sales, results, sales 2.0, SalesGenius, solution, Tiny URL, Twitter, webinar, White Paper
