Tweak Your Biz » Sales

New customers always feel good to the business owner or sales representative. Sure the infusion of immediate new cash is great for the product or service they bought, but the biggest value of a new customer comes from the lifetime value of ongoing sales that you can expect from them for (hopefully) years to come. Assuming you don’t do something wrong that makes them go away to your competitor, that new, soon-to-be existing customer is ripe for another purchase maybe this year, next year and…

Did you know that, according to a Harris Interactive poll, 96 percent out of 2,048 surveyed adults revealed they have had a bad customer service experience when they got in touch with support personnel on the phone. Out of the total, 8 out of 10 of them vowed to stop doing business with that company. If you find this highly worrying, you are not alone. Things like this could easily hurt your sales. Why not take away all the burden associated with managing an in-house call center, and outsource…

A weak sales process can spell disaster for companies with even the most innovative and exciting products. If you can’t convert leads into customers, you won’t be able to keep the lights on for very long. Identifying problems and course-correcting early and often can help your company not just stay afloat, but thrive. By looking for telltale signs of a leaky sales process, you can work with your sales managers and representatives to improve your game and form a closer, more effective…

LinkedIn is often thought of as a place to update your resume and keep in touch with former colleagues, but many small business owners might not realize that LinkedIn can often be an ideal place to obtain new sales leads. Whether you’re new to LinkedIn or are looking for ways to get more out of the time you spend on LinkedIn, here are two of the biggest and most powerful methods to use LinkedIn for lead generation. #1. Do your research on companies LinkedIn is an ideal platform for…

I’m often surprised when I talk to companies that define their sales activities in terms of ‘prospect’ and ‘client/customer’ with nothing in between. Adding a little structure and definition at each stage can help the sales team to support the buyer and close deals faster. Here are my 5 tips for improving and managing a steady flow of new business opportunities: #1. Understand how your prospects buy from you Rarely does a prospect turn up with a purchase order number asking to…

The use of social media for business has increasingly become an important marketing and advertising tool. It is effective for small businesses as well as medium sized and large corporations. Social media is not just a communication tool but it is also one of the main features of online activity. This means that most people will use social media while on the internet. As a result, social media shapes the way people think, live and research people or businesses, hence the reason it is crucial to…

I attend a lot of talks, conferences and business networking events and dread to think how many presentations I have listened to in my career. To be honest only a fraction ever generated interest due to the poor presentation skills on display. This article is not about presentation skills themselves but just about content, the “what you say?” Rather than “How you say it?” I will also look at what type of media to use. Using quotations Too many presentations are littered with recycled…

Social media have driven a shift in the control of brand sentiment in favour of the consumer. While the majority of businesses continue to offer no or very poor (social) customer service via their social media channels, others are responding very effectively to this increasing customer demand. These companies are using social media to pro-actively seek out, engage with and manage customer opinion, while positioning themselves as both social businesses and customer-centric…

Success happens, that much we know. You can see examples of it all around you in the business world today. Microsoft, Apple and other big data companies are pinnacles of achievement, sure, but there are certainly plenty of businesses that have found repeated success in their field, businesses which have built themselves into solid entrepreneurial ventures. Even among your business’s competitors, there are examples of success. The question is not, “Can my venture prove successful?” The…

Are you looking to sell your website? Haven’t found the right marketplace/channel? When it comes to buying and selling websites, there’s a sea of options to choose from. Some will suit you well; some won’t get you the best deal you could have heard, while others are just downright unworthy of your time. Let’s look at the various places you can sell your site, grouped into 4 categories: Auction sites/marketplaces, website broker firms, forums and classified ad sites. #…