Why is New Media Such a Seductive Lure for Major Brands?

Here are 5 proven strategies that will increase your chances of closing the sale. Lead with the close Too often I run into sales people that believe that the close comes at the end of the sale. The close is actually the beginning your relationship – so use closes that emphasize the client’s future w

The Fishing Hole In order to understand ‘why’ response to B2C marketing within a social media environment often fails, or returns without any fish in your net, let me start with one of my favorite definitions of what social media is:  Social media is like 4 or 5 female friends gathered in a group, a

Sales guru and Wizard of Ads©, Roy H. Williams, posted in today’s MondayMorningMemo©: People don’t really change their minds. They simply make new decisions based on new information. In the absence of new information, there will be no new decision. Give a person the same information you’ve given the

Your sales career will follow your expectations either to ultimate success or ultimate failure. Get these 4 points right and you can expect to close 2, 3 or 4 times as many sales. Never consider no’s as no’s – they’re simply a necessary part of your path to success Step one, get rid of one of [...]

I assume you’re reading this because you want to be much more than just a ‘salesman’ or ‘saleswoman’. What you really want is to develop a reputation as something much more. While they’re referred to by different names…’trusted advisor’, ‘solution provider’, ‘new business consultant’ – in every case

Incorporate value and a strong belief in yourself into your offering - into every aspect of your business - and you’ll be able to eliminate ‘low price’ and ‘deal’ from the sales equation.

If you’re running an online business, just attracting a horde of followers is relatively meaningless – engaging them as clients is what really matters. Before you can begin converting skeptical, highly informed, ‘what’s in it for me’ followers into happily engaged customers you need to understand  t

Much of the rise in interest in new media is being driven by the declining efficiencies of traditional media like broadcast, print and direct mail. No matter how salacious, no matter how urgent, no matter the promise, traditional advertising continues to become less and less effective as consumers’

The good news: Most professional sales people already know that networking is a critical activity – one that pays huge dividends. Social Media networks are not that different from any other targeted gathering where you would hope to find, meet and connect with prospective customers in a meaningful d