Just as when scaling Mount Everest, sales representatives must sometimes take a detour or step back to ultimately make forward progress with a lead, writes Ian Altman. It's important for reps to constantly assess whether they're in the best possible position to serve each client and whether a deal is a good fit for the potential buyer, Altman writes.
Use customer objections to determine which criteria buyers are using to judge your solution's effectiveness, suggests Sean McPheat. Remember customers may object based upon factors such as price when their real hesitation stems from something else entirely, McPheat writes.
The Baader-Meinhof phenomenon, which occurs when something you just learned about seems to pop up everywhere, can help your marketing strategy if you use multiple platforms to spread your brand's message, writes Caroline Forsey. Sellers can also capitalize on this recency bias by providing plenty of testimonials on their websites and encouraging customers to review their products on Yelp and other third-party sites.
US Treasury yields fell Wednesday as the value of the Turkish lira continued to plummet. President Donald Trump has supported doubling metal tariffs on Turkey, while Turkey announced tariffs on US cars, cigarettes and alcohol this week.
LinkedIn Sales Solutions has introduced Deals, a Sales Navigator feature that displays customer relationship management pipeline data in an editable web interface. Any changes made by users in the interface are automatically saved to the CRM system.
Companies tend to use customer relationship management platforms either as smart filing cabinets that keep everyone in an organization on the same page or as collaborative tools that allow members of sales, marketing, service and other departments to work together, writes David Taber. The most ambitious use of CRM employs the technology as a process driver that provides a competitive advantage to companies with standardized sales and support cycles.
Change can be intimidating for employees, as it may raise fears of a loss of organizational identity. Leaders can counter this notion by assuring their teams that the essence of the organization will remain intact, write researchers Merlijn Venus, Daan Stam and Daan van Knippenberg.
Keeping a business viable in the long term requires willingness to think ahead and learn from failure, writes Brian Scudamore, CEO of O2E Brands. He discusses three businesses that have grappled with tough times, including Sitka Surfboard Corp. and BlackBerry.
Email messages are effective tools for engaging customers, but mistakes can ruin their appeal. Bennett Conlin reviews six common missteps, including failing to optimize for mobile and not including clear calls to action.
Pinterest search ads can improve visibility on the platform and help a business reach its best customers. Angie Gensler offers a five-step process for running ad campaigns on the platform.
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