Data & Research: Imperative to Successful Sales

    Data & Research: Imperative to Successful Sales

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    When considering a sales and marketing strategy, it’s tempting to get ahead of yourself. There’s excitement and forward momentum about the possibility of GROWTH and increased sales. Nevertheless, it’s crucial to confirm a solid brand promise as your jumping-off point.

    What is a brand promise and how do you establish one? Here is the SalesFish definition of a brand promise: Your promise is the pivotal thread to be woven into all sales, service and support experiences. The brand identifies who you are, while the promise expresses how you impact your customer’s world.

    Sometimes an ignored and often unappreciated part of the process, qualitative research and data is the foundation for successful sales. All branding and marketing must be based in research and data. In our experience, knowing and understanding your customers, what they want, and then aligning your brand promise with them creates a clear foundation for your sales strategy.

    If developing and deciding on a brand promise seems overwhelming, simply begin with your audience. Clarify details for more effective brand marketing by asking the following questions:
    SalesFish Brand Marketing Data and Research Imperative to Successful B2B Sales

    • What drives your target customers?
    • Beyond straight demographics, what values do your customers share?
    • What is the current perception of your brand?
    • Does your product or service solve a problem?

    Oreo didn’t come up with their packaging without knowing what attracts their customers.  They invested a tremendous about of time and energy into defining their customers and aligning their promise (and ultimately packaging) to ensure that their customers reached for Oreos when they walked down the cookie aisle of their local grocery store. When someone sneezes, it’s no accident that you often offer them a Kleenex. The fact that many people call tissue paper Kleenex is the result of data and research incorporated into strategic brand marketing and sales at its best.

    How do you find out what your customers want? Well, you can start by asking them. Focus groups and surveys are both ways to connect with your customer. SalesFish has discovered that surveys, specifically one-to-one qualitative (individual) surveys garnered more accurate and beneficial data as opposed to quantitative, more generic (multiple-choice-type) surveys. If you are planning to invest time and money in research, we recommend a focus on qualitative data.

    Once you find out about your target market, SalesFish even offers a Discover Your Promise workshop if you need some structured strategies to arrive at an accurate brand promise. Armed with current data and research and a powerful brand promise, now you are ready to get into action towards an upward sales trajectory.


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Defining Your Brand: The SalesFish Strategy

    Defining Your Brand - The SalesFish StrategyWelcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    “Branding” is often a misinterpreted word and concept. What is a brand? How do you create one? How do you cultivate customer loyalty to your brand? The short answer is that it is not haphazard—defining a brand requires strategic brand marketing.

    Many times, a company will come to us having invested a great deal of time and money into building their brand. Investing more money or buying more advertisement space doesn’t guarantee results. Regrettably, it can sometimes have the opposite effect especially if your core message is getting lost in the process.

    Let me back up for a moment. Branding essentially refers to the emotional connection you have with a product. So, for example, Campbell’s Chicken Noodle Soup is Mmmmm, mmmmm good. Most people eat chicken noodle soup when they’re not feeling well so there’s an inherent (and effective) “you’ll feel better” within their message. When you drive an Audi car, you Never Follow. When you drink a Coca-Cola, you Have a Coke and a Smile. When you wear Nike shoes or apparel, you’re ready to Just Do It.

    We call tissue paper Kleenex. When we search something on the World Wide Web, we say, “Just Google it.” Those connections, those emotional ties are not coincidences. They are the result of intentional, thorough strategic brand marketing.

    Branding is a lot like minimalism—you keep removing until you arrive at its essence. So, get ready to par down. SalesFish can guide you drive your brand and we’ll measure the results with sales and service. Next, we’ll provide an outline for the SalesFish strategy to foster a first-rate brand.

    Your brand promise is the cornerstone Defining Your Brand - The SalesFish StrategyWe’ve defined branding and discussed the necessity to provide an emotional connection to your brand. In our experience, THE BRAND PROMISE is the >cornerstone. Without it, it doesn’t really matter if you’re marketing effectively or you have the biggest and best placement as far as media buys. Here’s the key: Your brand promise must be accurate, and it must not just connect but also land with your target audience.

    Let’s revisit Coca-Cola as an example. We’ve all had an experience Having a Coke and a Smile. Coca-Cola is not the #1-selling soft drink by accident. Many of us relate to the positive connection of family, friends, holidays, and fun to the Coca-Cola brand. Our connection and loyalty is evident to Coca-Cola through their sales reports.

    The added benefit of a solid brand promise is that it can withstand bad press. How many of us have read the “test” that states if you submerge a T-Bone steak in Coca-Cola, the steak will disintegrate in 48 hours? Or perhaps you’ve seen the animated Polar Bear parody, claiming that Coca-Cola causes diabetes? Despite these negatives, an authentic brand promise remains intact.

    Consistency is key here. Make certain that the message is constant at every level. For instance, the Coca-Cola broadcast television advertisement delivers the same message as the in-store display.

    Let’s investigate your brand promise. Contact SalesFish today and find out what it’s like to have a team of strategic brand marketing experts elevate your brand.


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation?

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    By James RothaarSalesFish B2B Sales How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation

    If you were to ask five successful sales professional the same question, would their responses be similar? We were curious to learn how these sales pros prepare before going out and meeting with clients and prospects.

    While the responses from the sales professionals were unique, the replies to the question did contain some similarities. Four out of five indicated that they do have a specific research methodology. All of those who do research on clients and prospects use the Internet and social networks as part of their research process.

    So, we asked this question in our Top Sales Professional series,

    What types of research do you require your staff to do prior to meeting with a client or prospect?

    William L. Sgro, Director of National Accounts, EcoEngneering

    “Our sales reps are expected to develop as much information on the clients –their primary activity; whom they may be doing business with currently; their expectations; their financial stability; their performance; and who are their main competitors. Do they have a competitive market advantage? Have they undertaken energy conservation programs previously? The intent is to leave no questions unanswered

    Tom Elmer, VP of Sales and Marketing, Pixcara Studios

    “Because this company sells YouTube videos, we always look at a company’s website to determine if it is currently using any video marketing. We also Google the company and check out all of the company’s social media channels if they have any. We also check out the company principals’ personal profiles on LinkedIn.”

    David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation

    “None whatsoever. I want the playing field to be even. Any advance knowledge or information I gather could be hearsay or rumor. If, of course, I know that my prospect has been married seven times then I probably wouldn’t ask why there are photographs of 17 children on his credenza … well at least not during our first visit. I prefer to meet with and listen to my prospect and draw my own conclusions.”

    Kurt Gairing, Account Executive, Fontis Solutions

    “I find out as much as humanly possible about a client or a prospect. I go online and read about the company. I go to LinkedIn and read about the person I am going to meet. I asked around the office if anyone has done business with the company or the individual. Hell, I even go on Facebook to see what else I can uncover to get to know someone better.”

    Scot Smith, Co-Founder of RetailPropeller.com
    “We do and we don’t research prospects. We have an application that wholesalers complete that tells us if they’re a good fit or not. Our marketing funnels tell us a lot about a prospect before they reach out to work with us. Retail accounts take a little more research, but I like to do the majority of that side-by-side with my prospects like the business partners that we are. It’s a mistake to go into a meeting with too much research, because you never really know what pieces and parts are truly applicable.”


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Controlling Online Ratings & Reviews with Customer Service

    By James Rothaar

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    SalesFish B2B sales Controlling Online Ratings and Reviews with Customer Service

    Marketing online for a small business can present some big challenges for companies. Many organizations, both large and small, are trying to determine how to use the Internet and social media most effectively to increase sales and market share for their companies. With the Internet and social media already having transcended from trend to mega trend to permanent-fixture status around the world, it is virtually impossible for any business model to function at its highest level of effectiveness without knowing how utilize it.

    Along with marketing online, a company these days also has to maintain and manage its reputation on the Internet, as many consumers turn to it to research products and service providers as part of their pre-buy decision-making process. As a businessman, that is why it is important to ensure that online reviews and ratings are obtained from customers. However, what it is even more significant is that these ratings and reviews are monitored meticulously.

    Third-party websites that contain reviews of companies written by customers, such as Yelp, Service Magic, Angie’s List, and HomeAdvisor, play a significant role in determining how today’s marketplace views a business.

    According to the 2011 Social Media Report by Nielsen, a globally renowned market research firm, 60% of all social-media users write reviews of products and brands that they buy. The study also revealed that the reviews by consumers are preferred over the reviews by industry professionals, such as reporters and industry insiders.
    Additionally, search engines do defer to ratings of companies to determine how much attention to give them on the Internet.

    These third-party review sites are an excellent way for well-ran businesses to be unearthed. Companies that deliver great customer service are receiving well-deserved publicity for their exemplary efforts. The sites also give a business important customer feedback with their complaints as well. These portals are where companies’ online reputations are built one customer review at a time.

    Here are a few tips on how to optimize a business could manage its online reputation.

    Ask Customers for a Review Once… and Only Once

    While online reviews are important, a company should only ask for the review once. If a customer feels that he is being pressured into giving a review, it may turn out not to be a favorable one. To improve the chances of receiving the review, give customers a handout that thanks them for doing business with you and requests them to rate their experience with your company.

    Be Proactive, Not Reactive to Reviews

    Every review may not be positive. So, when a review from a less-than-satisfied patron occurs, it is important to respond to them in a professional manner. Go the extra step and contact the dissatisfied customer directly before responding to their issue on the review board. A little personal attention could go a long way in smoothing out a situation before it escalates to being an unsolvable problem. This leads us to the next point.

    Turn a Bad Review Into a Marketing OpportunitySalesFish B2B sales marketing Controlling Online Ratings and Reviews with Customer Service

    No business is perfect and something could go wrong for myriad reasons. If handled correctly, this type of situation could have a very positive end result. If a customer can be made happy after being disappointed and then goes on to write about it, it lets other people (prospects) read about how a company resolves issues. What began as a negative situation could be turned into a positive outcome by providing exemplary customer service. Additionally, if satisfied customers read a negative review and feel that it is uncharacteristic, those customers may defend the business by posting a positive review of their experience.

    Never Argue Online with a Customer

    Never ever do this. Read that previous four-word sentence out loud thrice before continuing. Regardless of what a customer says, arguing with a dissatisfied customer on a review site is bad for business. Falling down that rabbit hole could do irreparable damage to a business’ reputation both online and offline. Always contact an angry customer directly before responding to their complaint on the review site.

    Never Directly Do “Customer Service” Where You Were Rated

    While it is important to always provide excellent customer service, it truly is best to initiate such efforts with the customer instead of discussing their “problems” online. Predicting how a customer will respond online … where the entire world can read it … is a risky proposition. It is not a chance worth taking. Why risk it?

    Make it Easy as A-B-C-D!

    When interacting with customers online on third-party review sites, there are four rules to keep in mind that could go a long way in building a successful online reputation for a company. Arguing, belittling, criticizing, or debating with an angry or dissatisfied customer should never occur. While customers may not always behave well, it is crucial that the business does. There are no exceptions.

    You may wish to read that previous sentence out loud thrice too. It may not be easy, but it is one of those times when doing nothing will be the right course of action.


     
    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    If You’re Going To Do All The Barking…

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    This is an open letter to all you entrepreneurial, my-way-or-the-highway, smartest-person-in-the-room types that have decided that in order to get your business to the next level you need to engage the services of a new agency, consultant or adviser.

    In a word – PLEASE DON’T!

    If you are going to do all the barking SalesFish b2b marketing experience

    Seriously, don’t hire anyone, it will be better for everyone! Better for the consultants. Better for your team. Better for your business. And better for you!

    This piece of advice comes from years of personal experience and is reflected in the saying, “If you are going to do all the barking, don’t buy a dog!”

    Strong, me-driven leaders have a hard time with “new.” They understand they need to make a change – at least intellectually. And in their more rational moments, they know they can’t take the company any further and need the infusion of new thinking. So they send out an RFP and give the qualifying agencies the same pitch, “I want your best work. Think out of the box. Nothing is off limits. We need cutting edge ideas. Etc. Etc. Etc.”

    Invariably the agency comes back with solutions that fit those marching orders and are met with, “I don’t think so. I know my customer and they won’t buy that. I don’t like those colors. Absolutely not. No. No. No.”

    The match made in heaven quickly ends up in purgatory on the slippery slope to hell…

    So what can prevent that fate and turn a potential disaster into a win-win partnership?

    Set Reasonable Objectives

    You know what kind of leader you are. (Or you should be getting some help understanding what kind of leader you are!) You know how much ‘new’ you can tolerate. You know how willing you are to let go of the reigns and let others take control. And you should be familiar with how your team responds to change and challenge.

    So before you send out those RFPs and start interviewing candidates, set some reasonable objectives for the assignment. Certainly push the limits of your personal comfort zone, but there is no use setting the moon as your objective if you aren’t willing to leave earth’s atmosphere. Be willing to accept a sub-orbital objective while realizing that you can always extend the mission later.

    By setting reasonable objectives, you save the agency from engaging in flights of fantasy that will crash shortly after lift-off. You also save your team the agonizing ordeal of rejecting everything out of hand. And you save the frustration of wasting valuable time in exploring non-viable ‘solutions.’

    Setting reasonable expectations gets everyone on the same page more quickly, focuses the solutions to ‘can-do” alternatives, and energizes your team for the executional phase.

    Select Dispassionately

    Or at least as dispassionately as possible.

    I have sat in many pitch review meetings where a strong leader has gotten all excited about the chemistry with the agency’s pitch leader. You’ve probably said it yourself, “I love that guy. They get me and what I want to accomplish. We’re a perfect match. This is going to be great!”

    All the while your team is sitting there, hopefully not in a paralyzed state of submission to ‘what the big guy wants’, thinking, “Yeah you guys connected, but his team is a bunch of head-bobbing non-starters. We can’t work with them. This is going to be a disaster!”
    Solution?

    Set up an Agency Evaluation form before the pitch. Include all the things you think will be essential to a good partnership, including chemistry, competency, results from similar assignments, etc. Have each team member fill it out, anonymously if necessary, tabulate the response and then conduct your post mortem from that baseline. If a moment of wisdom breaks out, you might consider weighting your team’s response above yours since they are going to be the boots on the ground once you get up and running.

    Practice Trust

    This is the hard part for most of you…trust!

    You know the little voices in your head: “Can I really trust my team?” “Can I really trust my agency partner?” “What are the guarantees everything is going to work out if I don’t get all hands-onish and take control of this process?”

    If you are going to do all the barking SalesFish b2b sales experience

    Bottom line is you are really asking, “Can I trust myself?” Can I trust my choice of the people on my team? Can I trust the choice of objectives I have laid out? Can I trust the process I set in place to select our partner? Can I trust others enough so that I don’t have to be the smartest guy in the room?

    The hard truth is that you’re never going to get to the next level if you’re not willing to trust others with the outcome. You have your part. You have your piece. But unless you are willing to let the dogs out, you are destined to get laryngitis…and remain pretty much where you are.

    So, if you are going to do all the barking, don’t buy a dog! If you are determined to get to the next level in your business, set reasonable objectives, select dispassionately and practice trust.

    Woof! Woof!


     
    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Is It Time to Fire a Customer…or Two?

    Welcome to the ultimate B2B Marketing Agency serving San Diego, Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Portland, Seattle) as the most strategically biased Digital Marketing, Web Design and B2B Marketing Agency.

    We gladly serve California and all 50 United States. Partner with a client-centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to a Experiential Event Marketing.

    “Fire a customer? Absolutely ridiculous…I would get torn to shreds on social media! How could you even suggest such a thing?”

    strategic b2b sales and marketing hard choices moving on

    Those thoughts probably went through your head just a few seconds after you thought, “Man, I would so love to do that!” You would love to do it, because you know that there a handful (hopefully not more) of customers that are sucking the life blood out of you and your organization. They cost you time, money and resources. They discourage your staff, dominate your customer service resources and are always looking for the ‘good guy rate’ on everything.

    So what if firing a customer was a legitimate option in your business tool belt? How would you go about it?

    Know Thyself

    The first thing you have to do is an internal audit…on yourself and your company. What’s important to you? What are your values and culture? What do you do best and still make money at? How does a controlling, inflexible customer affect your organization? Which size company is easier and more profitable for your company to deal with? What is it that makes you cringe when you see a customer’s name come up in your email inbox?

    These are just a few of the questions you may need to answer frankly, and without equivocation, in order to clearly define what your ideal and unacceptable customers look like. There is no shortcut for this process. You need to take the time to sit down and develop a chart of positive and negative customer traits that you can then translate into a real world description of who you want to do business with.

    Set the Limits of Acceptability

    Face it, not every customer is going to be ‘ideal’. We live in the real world of a sliding scale of customer response, attitude and profitability. You may have really profitable customers that are tearing the heart out of your account team. You may also have some small customers that you dearly love working with, but you can’t make a dime on. And then there are those you can’t stand working with, who chew up your time, talent and resources and that you make a pittance on.

    While the latter may be the no brainer for the “pink slip” list, the others in the list might also need to be looked at carefully. To make a good business decision on who you do business with, you need leverage your learnings from your internal assessment to set limits of acceptability. For example, you may be willing to endure the negatives that go along with working with your cash cow, but you need to understand when they cross the limit and for the good of your business you need to send them packing. The same with the little guy you love. If you can’t afford the ‘pro bono’ work right now and they don’t have the significant upside to merit the investment, you may also have to help them find a more appropriate partner for their work.

    In either case you need to decide where, and with who, you are going to draw the line.

    Have the Hard Conversation

    Once you have decided who you can’t live, with you need to have the hard conversation with them. You can’t just stiff them or slowly withdraw your services until they get upset and leave. That would certainly ignite a firestorm of negative PR. But you do need to sit down and have a frank conversation about the nature of your relationship and make some positive suggestions about who would be a better fit for them. The same with the smaller or unprofitable customers that you really like. In any and all cases, the end game is to make the parting as amicable as possible.

    And don’t forget about the internal conversations as well. If the customer is a real nightmare, you probably won’t get much push back from your staff. But if someone’s commission hangs in the balance, you will need to make sure they understand the significance of working with compatible, profitable customers so that your business can grow. Depending on how team-oriented they are, you may be looking for some new staff as well…

    Review and Reassess Regularly

    In business, as in life, nothing is forever. Things change. Organizations evolve. Processes and technologies improve. Staff and management mature and grow. So you need to plan for regular assessments of your customers, services, products, and processes. If things have changed, than go back and modify your matrix for what is an acceptable customer relationship. And then apply it to your current customer base. And who knows, it might be time to revisit some of those customers you loved to work with but couldn’t make money with. If you remained on good terms, after parting company, there is a possibility that you could be a better match for them the second time around.

    So what’s the bottom line? If you are going to do your best work and empower your company to achieve its maximum potential, every now and then you have to fire a customer…or two! And don’t worry to much about the flack you might get…the benefit you will receive, from being released to serve your good customers to the fullest, will far outweigh any negatives.


     
    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales