Tag Archives: Sales
Best Buy vs. AT&T – A Tale of Two Customer Experiences
Image by Getty Images via Daylife
The Story
For months I had been champing at the bit to upgrade from my BlackBerry Pearl to the BlackBerry Curve. When the day arrived, I hustled over to the neighborhood AT&T store and had a really pitiful customer experience.
The sales rep told me the… Continue reading
Posted in Sales Also tagged at&t, Best Buy, BlackBerry Curve, contentstrategy, Marketing 18 Comments
Overcoming Adversity in Sales – A Short Story
Sales is a great training ground for overcoming adversity, because you face it every day. Early in my career, I hit a rough patch where I couldn’t sell anything. I was supposed to open two accounts a week, and I hadn’t opened any in a month.
It was the dead of winter and already dark, [...]
Silly Sales Wordplay – Invest versus Spend
Image via Wikipedia
Have you ever run into a sales person who insists on using the word invest rather than spend?
“You’re not spending on a direct mail campaign, you’re investing in market development.”
“You’re not spending on new packaging materials, you’re investing in a better looking brand.”
That kind of verbal gamesmanship drives… Continue reading
To Write Persuasively, Know Your Customer’s Mind
Many moons ago in a Xerox sales training class, I learned the difference between skeptical and indifferent customers. It’s a distinction that I’ve found imperative to keep in mind at all times when writing any sort of sales copy.
A skeptical customer is one who recognizes a need for your product or service, but [...]
Posted in Copywriting Also tagged contentstrategy, Copywriting, Marketing and Advertising, Packaging, Writing 8 Comments
The One Key to Successful Sales — and Life, by Robert Hruzek
Note to Reader – My friend Robert Hruzek is kicking off a few days of guest posts with this fabulous (and ambitiously titled) entry. I’m so grateful to Robert and other writers who are giving me some much-need free time. Enjoy!
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Many thanks to Brad for daring (brave soul that he is) to allow me [...]
Do You Remember the Basics?
Back several years when I was managing a very successful sales division, I was in a bar with my assistant sales manager waiting for a giant prospect to show up for an introductory meeting. My associate and I were on top of the world, puffed up with pride. Over our vodkas on the rocks we [...]
How Do You Get Sales and Marketing on the Same Page?
It’s a vexing question, but one that every company needs to answer. When Sales goes east and Marketing goes west, results go south.
Of all the ways to align sales and marketing I’ve seen or tried, this seems to work best.
Sales. To think more like a marketer, sales people should talk to buyers outside [...]
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