Tag: Customer Service

Should Your Sales Team Trash-Talk the Competition?

In a recent article, the Harvard Business Review (HBR) explored how some companies are getting ahead by “trash-talking rivals.” Traditional sales wisdom suggests that companies should never speak ill of the competition; instead, you should position yourself as the best option, and speak to the needs of the customer. However, it’s important that sales directors—and […]

Strategies for Using Bots in Your Marketing

Bots are quickly becoming a favored tool for marketers because they deliver an intimate, one-on-one sales experience—at scale. Simply put: bots are the new apps, and hundreds of companies are using them to do anything from answer routine customer questions to providing a concierge-like shopping experience.

Helping Hunters and Farmers Excel in Sales

In part 1 of this article, we discussed the concept of hunters and farmers and how each contributes to a well-balanced sales team. As they have distinct strengths and weaknesses, it’s important to understand how to help them excel from a sales trainer or sales manager’s point of view.

The Difference Between Hunters and Farmers

In both sales and marketing, it is important to match the right personality to the right role. Before deciding on final placements within the company, determine the unique set of skills that each individual on your sales team has.

The Best Time to Cold Call a Business

In part 1 of this article, we discussed the importance of creating a sense of urgency in sales and how to express that urgency to a prospect. In today’s Advisor, we’ll cover another important topic for getting a positive response from a prospect.

How to Create Urgency

A problem that salespeople often face with their prospects is when prospective buyers end up delaying purchases because of other plans or distractions. A lack of urgency might delay an otherwise interested prospect from completing a purchasing action. Therefore, the secret to closing businesses is sometimes as simple as creating a sense of urgency to […]

Who should manage a company’s social media presence?

Who should manage a company’s social media presence? According to a new survey by The Creative Group, it’s a tough question. When advertising and marketing executives were asked which department is best suited to oversee an organization’s social media efforts, the response was divided: 39 percent of respondents said public relations/communications and 35 percent said […]