Browsing articles in "Business"

Understanding the Sales Cycle: Step 1, How to Prepare

Oct 12, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Understanding the Sales Cycle: Step 1, How to Prepare

The critical First Step in the sales process is being prepared.

… there’s no excuse for not learning as much as you can about the company and their products, services, and customer base beforehand. The most ignorant question you can ask when the two of you first sit down is, “So what exactly is it you do here?”

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Understanding the Sales Cycle: Step 1, How to Prepare

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Marketing in a Post-Recession Economy

Oct 9, 2011   //   by John Tabita   //   Business, Marketing  //  No Comments

Marketing in a Post Recession Economy

Is the recession officially over? Most economists are saying that the recession ended somewhere between July and September of 2009. Maybe I missed something. Or maybe economists just make good money. How does that saying go…? “It’s a recession when your neighbor loses his job; it’s a depression when you lose yours.”

Just in case we didn’t get the memo and the recession really is over, here’s the first item on the post-recession agenda.

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Marketing in a Post Recession Economy

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?

Oct 7, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

 

Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?What do you do when your prospect is ready to buy?

There’s a logical progression that occurs in every sale, whether it’s a 20-minute cell phone sale or an IT consulting gig that takes 10 months to close. It only makes sense to document that process and use it to your advantage.

Read more at SitePoint >>

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Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?

It’s a Sad Day, Indeed

Oct 5, 2011   //   by John Tabita   //   Business  //  No Comments

From Apple’s website:

It’s a Sad Day, Indeed

 

It’s a Sad Day, Indeed

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Are You Hot or Not? Local Search is on Fire

Oct 1, 2011   //   by John Tabita   //   Business, Marketing  //  2 Comments

Are You Hot or Not? Local Search is on Fire

Predicting the future is always risky business. But a recent article, Four Mega Trends Shaping the Future of Commerce, gives an insightful look into what that future might hold.

In the next decade, we’ll see more change in the commerce landscape than in the past 100 years combined.The reason? Four mega trends being driven by consumers are dramatically changing buying and selling habits as we know them. Merchants of all types—from brick-and-mortar retail outlets to non-profits, to manufacturers and even those selling online—need to ensure they’re keeping pace or risk going the way of Blockbuster, Borders and the dinosaurs.

One of those trends is the merging of mobile and local search which, according to the article, “is leading to the creation of entirely new business models and opportunities for merchants and consumers alike.”

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Are You Hot or Not? Local Search is on Fire

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Outbound Marketing is Dead! All Hail Inbound Marketing

Sep 29, 2011   //   by John Tabita   //   Business, Marketing, Sales  //  No Comments

Outbound Marketing is Dead! All Hail Inbound Marketing

The following was a guest post at TMR’s Direct Mail and Marketing Blog.

In their book, Waiting for Your Cat to Bark?: Persuading Customers When They Ignore Marketing, Bryan and Jeffrey Eisenberg say that …

…customers want to enter into dialogs with businesses, to establish relationships, participate in the conversations, and be more in control of the exchange. They expect a level of personal communication tailored to their needs and wants—relevance and context are their top priorities. (p 41)

That sums up the philosophy behind inbound marketing in a nutshell. Customers are in control. They TiVo past commercials, subscribe to commercial-free satellite radio, circumvent pop-up ads with pop-up blockers, opt out of receiving phone books, and use caller ID or the “do not call” registry to avoid telemarketers.

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Outbound Marketing is Dead! All Hail Inbound Marketing

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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What’s a Sales Cycle and Why Do I Need One?

Sep 28, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

What’s a Sales Cycle and Why Do I Need One?

If you think a sales cycle is something you pedal to get to your next client meeting, think again. Having a step-by-step process will help you stay on track and keep control of the sales call.

Sales are won and lost on transitions. It’s the number one reason you need a clearly-defined sales process. It allows you to transition to the next logical step to bring the sale to a conclusion.

Read more at SitePoint >>

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What’s a Sales Cycle and Why Do I Need One?

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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What’s a Buying Cycle and Why Should I Care?

Sep 26, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

What’s a Buying Cycle and Why Should I Care?

Don’t be too quick to hop on your sales cycle and pedal over to meet with that “hot prospect.” Understanding the consumer buying process will save you time and energy.

Determining exactly where people are in the buying cycle can save you a lot of frustration and grief. It makes no sense to dress yourself in the appropriate business attire, then drive clear across town (or to an entirely different town) to meet with someone who’s merely “interested.” Ideally, you’ll want to meet with those who are in the “desire” or “action” stage of the buying process. But how can you tell?

Read more at SitePoint >>

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What’s a Buying Cycle and Why Should I Care?

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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What’s a Buying Cycle and Why Should I Care?What’s a Buying Cycle and Why Should I Care?What’s a Buying Cycle and Why Should I Care?

The Recession is Dead. Long Live the Recession

Sep 18, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

The Recession is Dead. Long Live the Recession

According to the National Bureau of Economic Research, what’s been labeled “The Great Recession” officially ended in June 2009—at least in the U.S. Unfortunately, a lot of your clients and prospects may have missed that memo. To many, the recovery still feels like a recession.

Read more at SitePoint >>

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The Recession is Dead. Long Live the Recession

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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The Recession is Dead. Long Live the RecessionThe Recession is Dead. Long Live the RecessionThe Recession is Dead. Long Live the Recession

Sell Like a Third-Grader: How 2 + 2 Equals More Clients

Aug 30, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Sell Like a Third Grader: How 2 + 2 Equals More Clients

Still struggling to sell your services? Clients telling you that your price is too high? Here’s everything you need to know to overcome price objections.

Is $500 a lot of money? You can’t answer that outside the context of what you’re getting in return, can you? As a freelancer or business person trying to sell your services, you must put your price into its proper context. If you don’t, your prospects will.

Read more at SitePoint >>

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Sell Like a Third Grader: How 2 + 2 Equals More Clients

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Sell Like a Third Grader: How 2 + 2 Equals More ClientsSell Like a Third Grader: How 2 + 2 Equals More ClientsSell Like a Third Grader: How 2 + 2 Equals More Clients

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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer. I get excited about geek stuff, like installing Linux on my laptop instead of having to run Windows. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.

That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.

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