Tags archives: sales

Why You Are Not Getting that Demo Appointment with the CMO

It happens all the time.  By email, telephone, or through social media, the gist of the initial contact will be as follows: Sample subject lines and grabber statements: “Quick Question” “Did you see this yet?” “Quick Follow-Up” “I just wanted to reach out.” “I thought it would make sense for us to talk.” Alan, I wanted to reach out because our fully oxygenated, holistic, end-to-end digital marketing solution is revolutionary.  […]

Social Media Networking for Sales Results

Are the targeted executives you are trying to get the attention of using social media to shop, or are they really looking for prospects themselves?  Perhaps both, with some education and networking mixed in; I don’t have any market research to state a firm conclusion.  However; I do believe that most executives are tuned-into station WIIFM (What’s in it for me?) just like the rest of us, and they are […]

Are Your Social Media Icons Holding Your Business Back?

It was a lively face-to-face business networking event.  As you might guess, social media was a hot topic.  Of course business cards were exchanged as many of the attendees represented agencies that promise to be able to bring social magic to a brand.  But what I found most interesting happened later, when I visited several of their corporate social media pages.  What became clear was that many of the profiles […]

Influencing Sophisticated Customers in a Social Economy

In 1884 John Patterson founded The National Cash Register Company.  Patterson believed that pilferage and sloppy point-of-sale bookkeeping by store clerks was a primary reason store owner’s lost money, and from the start he was convinced that the cash register addressed those business challenges.  However; in 1884 the “voice of the customer” was not shouting – I need a cash register.  So, he took that silence to mean store owners […]

My Lessons from RadioShack

In the 1970s my father owned a RadioShack franchise.  So, while I was in high school I spent quite a bit of time on the floor selling electronic gadgets.  Thanks to the Citizens Band radio craze (remember the movie Smokey and the Bandit?) we sold CB radios like proverbial hotcakes.  The TRS-80 computer was there too.  In fact, we could demonstrate it showing the store inventory application that was loaded.  […]

Are You Using the Dreaded Cold Call or Creating a Conversation?

  Did you know that the cold call is not unique to sales?  It happens in the class room as well.  When a teacher asks a question of a student who hasn’t raised their hand you can feel the temperature drop, because you’ve got a cold call in action.  The teachers’ goal is to keep her students attention by introducing the possibility that anyone can be asked to speak at […]

4 Ways to Power Your Business with the “Who’s Viewed Your Profile” Feature on LinkedIn

“Made you look!” When my kids were little I could play them with that phrase.  When they were teenagers, “I’m watching you,” was my serious message for don’t break curfew.   And now today, in our world of social media networking, I find myself wondering, “is anyone looking?!”   Well, the “Who’s Viewed Your Profile?” module on LinkedIn is perfect for answering that question.  This feature can be playful and […]

Will social media encourage the CMO to adopt a COO mindset?

  The role of the Chief Operating Officer differs from industry to industry and from organization to organization.  In most cases the COO is responsible for the daily operations of the company.  Many COO’s have worked their way through the company holding different positions of responsibility and are now being groomed to take over the CEO position.  Key functions of the COO often include:   1.   Organize resources as set […]

Customer Experience “Scope Creep” Creates Unprofitable Accounts

Most marketers have heard or even quoted John Wanamaker’s assertion, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” Here is a not-so-old adage for your consideration: All the resources I continue to invest in an unprofitable account compound the loss; the trouble is I don’t know when the account became unprofitable. When the economy was growing a number of organizations began […]

Will Sales & Marketing Become One in 2009?

2009 is not going to be a pretty year. In fact it could be a year in which many organizations actually do less with less, not more with less. As resources shrink it’s certainly not an environment in which CEO’s are going to be tolerant of turf battles. But will it be the year sales and marketing become one? For the last few years many organizations have invested in customer […]