Rolodex Rainmaking: The Real Truth

rolodex rainmaker, business development

image courtesy of cooldesign @ freedigitalphotos.net

New business development, defined as new customers that are actually buying your products and services, is the lifeblood for most businesses, at least those that are trying to grow. Unfortunately, many entrepreneurs, owners and CEOs oversimplify the business development process to what sales or BD person has the biggest Rolodex. That’s a critical mistake, and many top executives fail to learn from history and make it over, and over, and over…

So just how should CEOs be looking at new business development to actually get a real and sizable return on investment? Read More…

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Making Sales a Science: Sales Analytics

sales performance measurement, sales analytics

Image courtesy of renjith krishnan @freedigitalphotos.net

The story of Moneyball, General Manager Billy Bean’s use of analytics to create a continually competitive baseball team in Oakland on a shoestring budget, is famous in business circles as an analogy to explain the fascinating use of big data to drive results. But just what do you measure when it comes to improving your sales, and how exactly do you do it? Read More…

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5 Ways to Handle Complaining Customers When They’re Wrong

Customer complaints, handling customer complaintsLet’s face it, when it comes to dealing with clients, we all know that customer is king. However, that doesn’t mean that we should compromise when they’re wrong. We should be reasonable in complying with their demands and at the same time, be able to provide them with service and information that is useful to them.

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Tapping Your Sales Network: 5 Myths That Need Busting

sales network, contact network, networking tips, networking mythsAnyone directly or indirectly involved in company sales knows that long-held truth that the bigger your personal network, the more opportunities you’ll get for your company.  The challenge comes when we lose sight of the distinctions about how to effectively tap a personal network, resulting in no additional sales and weakening the network.  So what should you watch out for?  Here are five myths about using your network for sales and how to do it the right way. Read More…

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Social Customer Service: 5 Tips to Get in the Game

social media customer service, social customer servicePreviously viewed exclusively as a marketing tool, social media is quickly emerging as a popular channel for customer service. Whether you know it or not, instant-gratification obsessed customers have likely already contacted you for support via Twitter, Facebook and other platforms. The question is what do you risk by not responding?  Read More…

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Pinpoint Marketing for Entrepreneurs

I bet your entrepreneurial company has come up with the best idea since the iPod, and you’re ready to take your place next to Gates, Jobs and Ellison on the Mount Rushmore of creativity.  Trouble is, your inventive tree will fall in a forest with no one around to hear it without a cleverly organized and astutely managed marketing strategy. Even in today’s fast paced market, nothing moves on its own and coming up with that terrific mouse trap won’t impact the world, your neighborhood, or even generate you any cash if it isn’t successfully promoted in the public domain. Read More…

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5 Technologies for Stellar Social Customer Service

A recent VentureBeat report found that while 62 percent of consumers use Twitter, Facebook and other channels to broadcast service complaints, and yet a vast majority of those messages never receive a response. This can turn into serious losses for your company, particularly if particularly negative comments are left unaddressed.  So how can you capitalize on today’s technology to deliver superior customer service? Read More…

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Control Your Brand Conversation or Be a Part of It

your online brand, brand hijackThe domain of brand communication has changed significantly over the years. Customers have truly emerged as the ones who wield influence more than what advertising can do for organizations. It is no longer possible for organizations to cover up the low points of a product with media blitzkreig. Even online reputation management methodologies fail if people choose to voice their opinion against a product and such content subsequently goes viral over the internet. Read More…

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Is Your Business Breaking Trust Contracts?

Be it business, family or relationship, trust is one of the basic building blocks that can either make or break your growth. When it comes to business practices, trust is an unspoken ethical practice that helps a buyer to make subliminal decisions.

So how are you doing on the unspoken Trust Contracts that you sign? Read More…

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Customer Loyalty Comes From Creative Contact

The beautiful thing about the digital revolution is how it has simplified our lives.  We can use the advanced computer technology and online presence to free up more time to spend with our loved ones doing the really important things, right?  NO, WRONG!

Technological advancement has allowed mankind the ability to do more things in less time, and as a result—we want to do even more things lest we fall behind in the rat race.  Keep this in mind as you think of your customers.  These are people whose brains are being filled with more information and choices than at any other time in history.  This presents a problem with focus, attention span, and memory, and that means your business can be forgotten very easily.  It’s not a malicious forgetfulness, it just…is.  Human beings are creatures of deletion, to borrow from Tony Robbins, and they spend their days figuring out what to pay attention to since it’s impossible to focus on every sensory input received.  If you want customer loyalty, you need to increase the times that your business is one of those inputs, and you’ve got to do it creatively and memorably. Read More…

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