Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, customer service,
Chip R. Bell

Walk into Sewell Lexus in Dallas, Texas.  A huge overhead light shaped like an upside-down diamond…bathes the bone-colored tile of the showroom in a soft glow. Offices are done in rich mahogany paneling. Large plants are everywhere, plus colorful fresh flowers. The sitting area has overstuffed leather couches centered on a rich oriental rug.  If this were a home it would be in Architectural Digest! You realize you are in a classy place when you are warmly greeted by everyone like you are guest in their home, not like easy prey for salespeople in search of a kill.  

the ceo magazine, marketing,
Gerri Knilans, President, Trade Press Services

Cold calling is an outbound marketing effort many consider outdated. In fact, there are countless blogs and articles proclaiming in large type, “cold calling is dead!” However, 90% of Fortune 500 companies consider telemarketing an effective marketing campaign and are still investing in outbound calling programs. So, the question is why?

One reason is that amidst rapidly evolving technology, human interaction and out reach are more important than ever. In fact, 70 percent of B2B sales come from human interaction, and 56 percent of those sales start with telemarketing. But cold calling takes skill. Here are some keys to turning cold calls into conversations.

the ceo magazine, revenue,
Rory J. Clark, Creator and Innovator, Focus Selling

It may be called the “summer slump,” but it’s really a revenue slump.

It happens every summer. It is the phenomenon called the “summer slump.”While vacations can be fun, it’s also a time of decreased productivity and missing creativity. Inaccurate forecasts and missed revenue targets are the norm.  To exaggerate the point, Europe is practically closed in July and August as people go on holiday.  Truly, the summer slump happens long before summer.  The cure for it, a way for you to bring distinctive advantage to your business, can be summed upin a word: activity.

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