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…
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…
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…
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 >> Image credit