Media Sales Today

While many in sales may use social media for personal purposes, what is holding them back from utilizing this new media to build sales?

What would you think if you were to told to throw out your sales pipeline? That is the challenge from Lance E. Osborne, director of Acxiom Global Marketing. The concept of a sales pipeline is held dearly in the sales industry, but Osborne suggests a different way to view professional relationships so that they can be developed more fully, as opposed to the traditional “won-or-lost, transactional approach.”

When contacted by a client with a problem, most salespeople ask a few questions to determine the exact nature of the client’s issue.
This is completely normal, and good customer service, but sales consultant Michael W. McLaughlin believes that there is actually one question that needs to be asked.

  Have you ever considered “firing” a client? As odd as it may sound, ending a relationship with a client can actually sometimes be a good thing for companies. Likely, every salesperson has at least one person that comes to mind when thinking about bad clients, so why keep him or her around? That is [...]

Do your client relationships need a boost? Consultant Mike Hunter has an easy strategy to add more depth to your relationships, and it’s one that can be put into action right away.