Category: Sales
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#ThriftyTuesday: Blatant Commercial Pitch
I’ve never understood marketers who add major shopping holidays AFTER the existing shopping holiday. For example, after Black Friday comes Small Business Saturday, followed by Sofa Sunday, Cyber Monday, and finally Giving Tuesday. By the time consumers make it to the end of the Thanksgiving retail season, there isn’t a dollar left to be had.…
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The Near-Future of Retail Marketing: AI and Emotion Recognition
Artificial intelligence will impact every industry, every profession. In some cases, rather than replacing people, it will change how people do their jobs. Let’s examine the average retail interaction today. The Current In-Store Retail Marketing Experience At any average retail store, we walk in and are greeted – sometimes enthusiastically – by someone who doesn’t…
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Building a Sales Pipeline from Scratch, Part 2: Sales Technology Stack
Where do we start? How do we build a sales pipeline robust enough to hit our quota when we’ve nothing but a blank pad of paper, an empty contact list, and a fresh inbox? In this series, we’ll look at how to build a sales pipeline from scratch, using the most modern digital tools and…
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Building a Sales Pipeline from Scratch, Part 1: Introduction
Let’s say we’re the new person in our sales and marketing organization. It’s the first real day of work, after orientation, after employee on-boarding, after signing the employee handbook and dealing with all the paperwork of a new job. We’re seated at our desk, our phone is freshly sanitized, our inboxes are empty and our…
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The Top 2 Reasons Sales Prospects Don’t Buy From Us
Why don’t our prospects buy from us? This is the oldest question in sales and marketing, in all its forms. Why aren’t people buying? Why isn’t the cash register ringing? Why aren’t window shoppers walking into the store? We answer all these questions with two variables: outcome and value. Outcome Far too many marketers focus…
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Marketing For Kids, Part 3: Handling the Money
Once we know what we’re going to sell, we have to set up the tools needed to actually sell things. Setting up a home-based business for kids isn’t just a matter of slapping up a page on Etsy. To do it right and prepare it for scale, we’ll need to do a little planning around…
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Failure to share information kills sales
On a weekly basis, I receive an email that sounds something like this: “X here, from XXX, the all-in-one platform to create and sell XXX. I came across your Marketing Automation Migration series and really love your content and style. It’s really cool to see what you’re using for your automation systems. I think it…
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Never sell with your best stuff
I never sell with my best stuff. By that, I mean that I don’t use my best stuff, my best thinking, the height of my capabilities for sales calls. Sales pitches, prospective customers? They generally get my second-best stuff. Who gets the best stuff? Current customers. Current clients. Premium members. My tribe. Two reason why.…