Browsing articles in "Sales"

It’s about Profit, Stupid

Nov 5, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Unless you follow tech news, you probably don’t know about the Apple vs. Android debate raging over who is really winning the smartphone wars. Android fans claim that Google, with over 50 percent of the market, is the clear winner; while Apple proponents point out that comparing the two is comparing apples (no pun intended) to oranges because the iPhone is a hardware device and Android is software—an operating system installed on multiple third-party devices.

But both sides of the debate are apparently moot, because it turns out that Apple only needs 4.2 percent of the market share to win.

That’s because Google doesn’t make anything when an Android phone is sold—they didn’t make the device and the OS is open source, meaning free. Apple, on the other hand, makes a hefty profit on each iPhone.

So while Android has captured over 50 percent of the smartphone market, Apple has captured over 50 percent of the smartphone profits.

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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: Step 1, How to Prepare

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

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?”

Read more at SitePoint >>

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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

 

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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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

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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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

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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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

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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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 Recession

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

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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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 Clients

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

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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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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Proposals are for Wimps

Aug 15, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Proposal-writing is a common practice in many industries, but is it possible that you might never have to write another one to win business?

Imagine instead a world where you didn’t have to write a proposal to close a deal. What if you could close the deal on a verbal agreement, and then write up a proposal to finalize it?

Suppose the proposal merely documented everything you and the prospect agreed upon during your initial meeting and, by signing it, you were hired?

Read more at SitePoint >>

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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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Don’t Just “Propose”… Sell!

Aug 9, 2011   //   by John Tabita   //   Business, Marketing, Sales  //  No Comments

Sometimes, “selling” is a dirty word to the those of us in the professional services industry, and we do everything we can to avoid appearing like that’s what we’re doing.

… I would do anything to avoid directly asking for the sale—especially if it meant I had to quote a price. Instead, I took the softer, gentler approach and buried the cost somewhere on page nine of my 10-page proposal. But after a few years, I began to grow weary of the “prepare a proposal and hope” strategy.

Read more at SitePoint >>

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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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