You'd better not encounter The Stig in Sales.The Stig is the best salesman in your business.However as he is only interested in large deals bringing him a big commission, he will pay less attention on the smaller and even medium

The more waves a customer generates, the more breaks there are at the point: inside sales or salesman.Your sales people are just riding those waves.Customers that make the most noise get the most attention. On the one hand there are

Salesmen work hard by concentrating on their products and customers. They mainly see the next lead, the next potential customer, the next deal.They are digging up new leads, pushing aside objections and convincing buyers in order to reach their targets.Things

Even if the customer asks for a certain product or service, qualify the customer and then decide if you should sell or not.If there is no fit - no good qualification - it is probably the best not to sell

E-commerce: consumerConsumer goods have been available on the Internet since the early beginnings of the Internet: e-Commerce was all the hype during the Internet Bubble. The website were and are about consumer goods and consumer web services (in many cases

When the potential customer has an objection, then most sales reps start to feel bad or uncertain: the stress for failure increases.Even if you can formulate an answer correctly or refute the objection, then chances are:- You talk too much

When the officer or manager your are dealing with for the next purchase constantly refers to the past using:- I remember when ...- We used to ...- Formerly the ...- Things used to be better then ...- When we ...-

Although the grass seems always greener on the other side:- The products when needed: get commissions as one can sell- Better customers: not complaining or just easier- More revenue: more commissions- Higher margins: higher commissions- Recurring customers: continuous commissions- Growing

The trend spotters and the marketing guru's promised the social media marketing revolution.As a result every brand:- Needed to have a Facebook page (or a MySpace page in 2006)- Was editing and publishing a blog about their brand (that nobody

If you need to increase your visibility of your company, products or solutions at no cost then a press release is on of the best solutions.Benefits of a Press Release:- The search engines will index it - improving the SEO

We all know what the housewives in 'Desperate Housewives' encounter and react in different situations, but this is nothing what salesmen will do when they get desperate:- for a lead- for closing a deal- for a reorderSalesmen need to get

Social media has been portrayed as the new channel to distribute your marketing messages and to communicate with your customers: the magical formula.However Facebook, Netlog or Twitter will not solve your marketing or PR problems, as Tara Hunt explains in

If people don't know what your product is all about or its' purpose, you will have a hard time selling it.Google asking about a browserIn the streets of New York, Google has asked several people the apparently simple question: "What

What does it mean when your sales people are leaving the company?Not just one Salesman, but 2 or 3 within a short time span of several weeks.The company problemsSomething must be wrong: 1. The commissions you are paying are way

The potential customer fancies youIt is apparent the products or solutions your company provides are OK or interesting but you have become the main interest.During the sales process it becomes clear the potential customer (he or she) has a crush

The Research of Business Technology Purchase ProcessGoogle has commissioned multiple research agencies to run analysis on the importance of Internet search and search advertising in purchasing decisions across a variety of verticals including B2B by MillwardBrown.The result of this technology

Kill the CPM!Let's kill the CPM (Cost Per Mille of online ads - cost per thousand impressions) is an interesting post written by Shelby Bonnie - The CEO of Whiskey Media - on TechCrunch.Marketers, agencies and publishers are all in

Customers urging for attentionCustomers or leads that make the most noise get the most attention. It is like crying babies getting our attention even if they scream for little problems.It is not because these customers or leads demand a lot

The human touchIf you are an online business you are faced with the problem of telephone calls. Even though your entire business can be handled by your website and email there will always be customers that want to speak to

Many companies start out as a project business and over time they start to make products or start to resell products. This is a very slow process from one-off projects that needs follow-up step by step for invoicing to products