Sales and Marketing

A Network of Standards
July 28, 2015 at 9:10 am

Your mom used to tell you that you are judged by the company you keep. Updating that wise advice, the network that you build is the reflection of your character and integrity. We are told to build our network and social media makes that task as easy as clicking, "Accept." However, as Bill Farquharson reveals in this week’s blog, more is not better. Quality overrides quantity.

Problem-Solving Sales - Video Sales Tips
July 27, 2015 at 8:42 am

The most fun you can have as a salesperson is when the client calls and makes you part of the discussion and not just part of the quoting process. The challenge is getting to that position and that is the subject of this week’s sales tip from Bill Farquharson.

Best of Series: How to Overcome Objections - Short Attention Span Webinar
July 24, 2015 at 9:27 am

You know their coming. You can sense their presence all around you. They’re like sharks in the water and they smell blood. They're objections and you need to know how to fend them off, or else they will eat you alive. In this week’s 'Best of' Short Attention Span Webinar, Bill and Kelly will give you ammunition and ideas for surviving the assault.

The Voice of an Advocacy Brand
July 24, 2015 at 8:30 am

Of all brands, an advocacy brand is the easiest to setup and hardest to sustain. The importance of knowing your issue and being able to stand up and evangelize it is a requirement, not the secret to success. Yet, far too many .org advocacy brands rely on just that and often find their organization lacking in funding and market dominance. Building an advocacy brand requires several keys to be successful. Here are several that are time-proven and built to last.

Updating Your Traditional Sales Skills for the Digital Marketing Era
July 23, 2015 at 8:30 am

It’s easy to get stuck in the 'old ways' of doing things—especially when you’ve been doing business with the same kinds of companies for many years. But you may have noticed your traditional sales methods starting to falter in terms of bringing in new customers and income.

The 80/8 Rule: Why Selling on Service and Quality Is Dangerous
July 23, 2015 at 8:30 am

Eighty percent of companies believe that they offer above average customer service. But only 8 percent of customers think that they receive above average customer service. The chances of losing your customers are high. This applies especially if you are selling on something such as service or quality.