Category Archives: Social Media

Going mobile – the rise of Smartphones in Sales

rise-of-smartphones-in-sales

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going mobile – the rise of smartphones in sales”. As Australia deals with the challenge of becoming more globally competitive, organisations are making greater use of […]

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Customer Experience Management (CX) will replace CRMs

Customer Experience Management gone wrong

More products and services are becoming commoditised. Price differentiation is less of a sustainable advantage. Smarter buyers demand a faster response and expect greater value. In this kind of market it’s no longer good enough to simply satisfy customers. Successful organisations are those that delight their customers. That means that companies are going to migrate […]

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Why LinkedIn Invitations Need To Be Purposeful

social networking gatherings linkedin

LinkedIn is about creating and nurturing relationships. It’s a marvelous tool for researching and connecting with people and helps you forge genuine relationships based on substance and value. I’ve been on LinkedIn for many years now and have been steadily growing my network. I only connect with people I know personally or have connected with […]

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Age Old Lawn Bowls Turns New With Social Media

lawn bowls

Lawn Bowls clubs are innovating to attract new members, even running bare-foot bowls and speed dating bowls for new and existing members. If the sport of Lawn Bowls can embrace the internet and social media to reinvigorate its brand, increase participation, grow its members and lift revenues, then so can we all. Lawn Bowls has […]

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The New Age Customer

Excited Shopping Woman

In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping facing daily decisions about purchasing locally or overseas, and B2B sales teams challenged with moving from selling product transactions to being business people who can […]

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Are you letting online leads go cold?

Middle of last year I wrote about sales training and social media and in particular the impact on car dealerships and their sales teams. In particular, their tardiness in responding to online leads. Well it seems this is still a problem – only the other week one of my coaching clients told me about his […]

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Exceptional Prospecting and Social Media

With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. ‘Prospecting and Social Media’ was voted as the Number 4 Sales Trends for 2011. Business networking sites such as LinkedIn and Plaxo, and the emergence of Facebook and Twitter as business destinations, give […]

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Having a sales monologue instead of sales dialogue with your customers?

Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable in your sales meeting but never seem to follow through with an order? Have you ever found yourself doing all of the talking whether in […]

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Transitioning from the old sales paradigm to the new world of social sales

When I began my career as a professional sales person in the early 1980′s we were trained in product and client communication skills focusing on handling objections. We were given business cards, product brochures, a geographic territory of clients to manage and grow, and a car to get around in. We did not have mobile […]

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