You think it’s price, don’t you? You think the reason why that client walked out on you was that they went out bidding and you lost after years of patronage to your company. How could they, right? Well, in this week’s Short Attention Span Webinar, Bill and Kelly give you three of the top six reasons why we lose customers (and NONE of them are because of price!!!)
This week, I am sharing a few things that you can try to on-board the new reps and get them comfortable with all that you now have to offer.
Often times, the only contact a prospect has with a print sales rep is through voice mail. As such, it is critical that voice mail is seen as an audition, not an obstacle. So, make the most of this opportunity to dazzle, make an impression, and gain an appointment, starting with this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
This week, I’m returning to the Hey Kelly format and getting back to answering all the great questions and problems that you all wrote to me back in February. Was that really two months ago? My head is spinning!
We are close to launching the new Short Attention Span Sales TV format, now that Kelly is officially a CT resident. But until then, here’s another "Best of Bill and Kelly," this time on the subject of Voice Mail. Enjoy!
As many of you know, I moved with my family from the friendly, beloved Midwest to the exciting, beautiful, close-to-the-ocean East. And I’m not gonna lie: it’s been harder than I thought it was going to be. That got me thinking about thinking on the bright side. Because new is exciting. New is shiny, challenging, and can help you see what you’re made of.
Congratulations! You nailed down a coveted appointment. In addition to going back to your research (as outlined in previous SASW’s), you also have to decide what goodies and tools and supplies to bring in order to help with the sales call. What should make the cut? That’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
Selling against uncertainty and understanding the dynamics you are facing is discussed in this week’s Short Attention Span Webinar with Bill Farquharson and Kelly Mallozzi.
As some of you may know, the whole Mallozzi circus (and thusly Success.In.Print as well) is pulling up stakes early next week. We will be relocating the whole shebang to Connecticut. Chicago’s loss is the East Coast’s gain.
The power of the spoken word is surpassed only by the power of the written word. When it comes to customer communication, your choice of words is critical. In this week’s Short Attention Span Webinar, Bill and Kelly give you five things you NEVER want to express to a client in either spoken or written format!
This week’s topic is something I suspect all sales managers and owners have had to deal with at one time or another, and that some of you might have had some personal experience with.
Today’s question is one that almost every company asks themselves at one time or another (or all the time). It seems like such an obvious one, and yet I was compelled to focus on it this week.
I’ve decided to stay on the train of answering your e-mails, texts and tweets until I get to them all. So without further ado, let's begin...
I am sorry to have to be the one to say that there is no magic bottle of leads out there for you, but you CAN get more leads if you put yourself and your whole organization in the mindset of cultivating them.
"If only someone had told me. I would have known what to expect." Well, as a public service, Bill Farquharson and Kelly Mallozzi give you the five things you need to know about sales. Even if you are already a veteran of this career choice, you will want to watch this week’s Short Attention Span Webinar.
For this week, I am going to ram Facebook down your throat. Think there is no place for Facebook in your business world? Think again. Here are just 15 of the companies that I follow, like, and interact with on Facebook. And you know what? It’s fun. And I usually learn something. And I meet people I might not have otherwise met.
So I can’t say anything about this. It’s a secret. But what I CAN say is that I need your help. For real. Don’t make me beg, and don’t make me come over there.
So what is the perfect environment for sales success? Should you have a space that is pin drop quiet or one that is humming with activity? If you watch movies like "The Boiler Room" or "Wall Street," the sales bull pens are jammed pack with dudes in ties screaming to make their pitch, as if the noise is actually a tool to create a sense of urgency to get the targets to buy. But I don’t think that is what would serve you best.