Sales

User Experience: How it Reflects on Your Brand & What to Do

User Experience: How it Reflects on Your Brand & What to Do
By August 1, 2014 Customer Focus, Sales

User Experience, or UX, is much more than how a user works his or her way through your product. In truth, it’s the entire feeling of the product, from the time a user first learns about the product all the way to when they become daily users of it. It encompasses the brand identity, visual appearance, hard- or software interface, and technical functionality of the product.

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A Diary of a (Lean) Social Sales Pro

A Diary of a (Lean) Social Sales Pro
By July 31, 2014 Nimble Tips, Sales, Social Selling

How To Eliminate At Least 9.75 hours of Busywork from Your Sales Day

There are so many blog posts out there that talk about how to “do” social sales, but I have yet to see one that tells an inside sales professional what they should actually do all day long.

It’s time to get real about what sales professionals do all day. They spend 4 hours not selling, and there’s data to prove it.

While researching my new ebook, “Lean Startup For Sales: What Your CEO Won’t Tell You,” I found that there were 4 actions that sales professionals take during the day that are not social (they don’t usually involve the sales professional talking with anyone) and they actually destroy value for the company (they are not lean).   Read more ›

Is the Handwritten Thank You Note a Lost Art?

Is the Handwritten Thank You Note a Lost Art?

When was the last time you received a handwritten thank you note? I venture to say that you can clearly recall the moment. Why is that? Because the thank you note is becoming a lost art and stands out like a neon sign.   Read more ›

One Touch, Two Touch, First Touch, Last Touch: The Attribution and Impact of Content on Customer Behavior

One Touch, Two Touch, First Touch, Last Touch:  The Attribution and Impact of Content on Customer Behavior
By July 29, 2014 Marketing, Sales

As marketers create more content, leverage more channels, and vary the touches, it is essential given the investment of time, energy, and money that we understand each of these plays to the buying process, and which components have the greatest impact on generating conversations, consideration and ultimately consumption. This article explores optimization and attribution modeling, when to use them, how they differ, plus the various approaches for assigning and measuring attribution.

Thermometer - Customer Response

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Leverage Trigger Events in Social Selling

Leverage Trigger Events in Social Selling
By July 22, 2014 Sales, Social Selling

Selling is all about patience, your message and timing. Get the timing and the message wrong and watch your sales opportunity fly right out the window. Unfortunately, a lot of sellers are getting it wrong.   Read more ›

Synching Content with the Customer Buying Process

Synching Content with the Customer Buying Process
By July 21, 2014 Marketing, Sales

Marketers everywhere are scrambling to develop content and leverage the myriad of channels as a way to reach and connect with prospects and customers.

Here’s the kicker, if we focus on producing content without taking the customer buying process into consideration our efforts may be for naught. Content delivered in the right channel at the wrong time can be a wasted touch point. This article outlines how to synchronize mix and content with the customer buying journey and lifecycle, and why this is important.

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