Four years ago, we brought our car into a neighborhood mechanic’s business. It looked pretty typical from the outside—two bays, cinder block building and a NAPA sign and display or two inside. Cliff, the owner, had just moved back to Michigan and had the entrepreneurial spirit.
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Dear promotional product supplier: That video you made has a great soundtrack. The special effects? Nice touch. I even like the way you demo the product. It makes me want to sell the item. I want to feature your video on our website and social media channels, which reach thousands of people every week. Unfortunately …
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Many of us have taken a behavioral style inventory at some point in our careers. While the intent of these inventories may differ based on why we are taking it, most of the time they are to improve communication between people of different styles.
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Getting out of the commodity game requires hard work, thoughtful work and requires learning new skills and work habits. You need to learn to think like your client. You need to move from being a source to becoming a resource.
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Having a thorough understanding of your customer’s needs will help you better meet their needs, sell smarter and increase your revenues.
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In almost 20 years of working in both marketing and sales roles, I’m consistently perplexed by the cross-departmental relationships between marketing and sales teams. Recently, I’ve been working with a number of companies to learn more about the key factors involved in integrating marketing and sales and producing increased sales revenue and ROI.
It has become clear to me that the secret lies in training both your marketing and sales teams to truly listen to your customers. This allows you to better understand your customer, their needs and the solutions and/or experiences they are looking for. Armed with this valuable information, you will be