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Prospective clients often express a lot of frustration. “We have a beautiful web site. We spent a lot of money on it. But we aren’t getting many customers who say they find us on the web.” If you have a beautiful web site that you’re very proud of, you should make sure it’s being [...]  Janus is the Roman god of choices, doorways, beginnings, and endings. And it's a good way of illustrating the phenomenon of multiple faces or personalities. Many of the companies we consult with have split personalities. Here are some of the ways multiple personalities can manifest within organizations. The salespeople are enthusiastic, helpful and responsive. [...] In most businesses, sadly, sales is an act, not a process. -Dan Kennedy In aviation in particular, we’ve found that companies fail in sales for one of two reasons They consider sales as an afterthought, thinking that the “product will sell itself,” or They consider each sale as an improvisational act, impulsively cold-calling leads, offering ad-hoc discounts, or otherwise “trying things” in an attempt to make a sale. [...] ABCI is thrilled to welcome Mark Leeper as VP Sales. Mark specializes in relationship marketing, customer and lead follow-up systems as well as business incentives and rewards. ABCI has always concentrated on the parts of marketing that we’re good at, leaving the actual sales presentation up to our clients. Some of our clients were getting lots of leads but could be closing sales with more of them. Mark is a great coach. He can diagnose problems with the sales presentation and help our clients fix those problems, making ABCI’s marketing that much more effective. [...] New Year’s Resolutions are popular, but also popularly discarded before January is over. It’s usually not for lack of willpower – it’s because there are a number of problems with them – [...] As you’re closing out the books on 2011, here’s a question: How were your sales numbers for this year? If you’re like most companies, they’re down quite a bit from three years ago. There are anecdotes of companies that are doing well – but it’s certainly not as easy as it used to be. In [...] I love the Sherlock Holmes movies, and I’ve liked the books since I was a little kid. There was a Sherlock Holmes walking tour that I wanted to take last year when we were in London – I was thinking about the books the whole time we were navigating the twisty, foggy streets. So, what [...] A broadcast email is advertising, NOT marketing. Advertising and marketing are NOT synonyms. Advertising is actually a single facet of a marketing program. The difference is not trivial. In fact, I suspect it leads many companies to misuse their budgets, fail to make sales, fail to bring in adequate income, fail to pay their bills, and have to downsize or even close their doors. [...] “I don’t have time to complete your questionnaire. Can you just give me a ballpark price on the work I want done right now?” In the past, on occasion, I’ve been tempted to answer this question to the best of my ability, given the information I had on hand at the time. Each time I succumbed to that temptation, I regretted it. [...] I’ve always thought that sales was some kind of dark art. Some people “have it” and some people don’t, just like in the Harry Potter books, some people have uncanny magical abilities and other people don’t. Ordinary people, who don’t have the talents that wizards and witches do, are called “muggles.” [...] |
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