by admin | Nov 21, 2011 | B2B Sales
Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.
This week’s entry comes to us from Susan A. Enns, B2B Sales Coach from B2B Sales Connections. Ms. Enns writes about the new business etiquette that salespeople must remember among the flurry of technology in today’s times:
Technology has changed our lives forever. We can now communicate with virtually anyone, anywhere at any time. However, technology has also created a new set of rules for what I consider acceptable and unacceptable behavior.
Some believe this new business etiquette to be generational in nature; that since those who are younger grew up with technology, it is only them who make these faux pas. Since I have personally experienced people of all ages make these mistakes, I say age has nothing to do with it.
Let me give you some examples. I am in the process of making a major purchase. The product I will be buying is irrelevant, just suffice it to say it is a large ticket item and I will be comparing many competitive products and talking to many sales people before I finally make my purchase.
In one instance, the sales representative’s cell phone rang during our conversation. He took the call, and to my surprise, he chatted for several minutes while I waited. Not too long after that call was done and we started talking again, his cell phone rang again. When he answered a second call, I literally walked out of his office. Remember, one prospect face to face is worth two on the smart phone.
This was not a young rookie either. Although he told me on several occasions he had 30 years of experience, I kept thinking he had 1 year’s bad experience repeated 30 times!
Another sales representative kept saying he answers his cell phone 24/7, 365 days a year. Seriously? You will really take my call at 8:00 am Christmas morning? Not only did I not believe this, but I also started to question all the other claims he made about customer service during his sales presentation.
Just like your cell phone, texting during meetings is also inappropriate. It doesn’t work to hide your phone under the boardroom table either. Everyone in the meeting sees you looking down and it is very obvious that you have lost focus.
Web surfing while dining, be it with business associates or friends is also not acceptable. Besides, isn’t the whole point of social networking to connect with people? It’s more effective to connect with the person sitting across from you rather than tweeting about who you are with.
Some other business etiquette tips to remember are:
- When you are using a speaker phone or hosting a conference call, you should announce who else is in the room.
- When you meet someone, make eye contact, smile, and give them a firm hand shake. Gentlemen, don’t dislocated the person’s shoulder by shaking too hard. Ladies, the palm of your hand should be perpendicular to the ground, and your hand should not bend at the knuckles.
- When you are introduced to someone, always call them by the name you are given. Don’t assume that you can shorten Susan to Sue or Thomas to Tom.
Yes, technology has opened up a whole new world of possibilities for us. However, just because you can doesn’t mean you should!
Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside 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 B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.
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
by admin | Nov 7, 2011 | Brand Marketing
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 Experiential Event Marketing.
This week’s post comes to us from Bryan Ong, author of A Marketing Blog by Marketing Journal. Mr. Ong relays the simple answer to growing both your brand and market share:
How to Grow Your Brand & Market Share
by Bryan Ong
April 22, 2010
Marketers and CEOs, how do you grow your brand or your company’s market share & sales volume? A few years ago, I posted on my blog titled ‘What is Your Marketing IQ?’ which has all the answers. The answer is actually quite simple, so simple that most don’t know the answer.
Most companies would think that the answer is to get existing customers to increase their purchase frequency i.e. buy more from you or by increasing customer loyalty. This is why so many companies allocate a substantial amount of their marketing budgets towards customer loyalty programs. But in fact, this is not true.
The answer to growth is to actually get more customers or buyers. This is not too hard to understand, imagine there are a 1000 people in your market and you have 700 people who are your customers. This is 70% of the market share and thus making you the market leader. Having 100 out of a 1000 people buying multiples times from you still doesn’t change the fact that you only have 10% market share. Simple, isn’t it?
If you are interested to know more about how brands grow, check out this book from Professor Byron Sharp titled ‘How Brands Grow‘.
There are a lot of marketing knowledge from this book where most marketers don’t know:
1. Growth in market share comes by increasing popularity; that is by gaining more buyers (of all types), most of whom are light customers buying the brand only occasionally.
2. Brands, even though they are usually slightly differentiated, mainly compete as if they are near lookalikes; but they vary in popularity (and hence market share.)
3. Brand competion and growth is largely about building two market based assets: physical availability and mental availability. Brands that are easier to buy – for more people, in more situations – have more market share. Innovation and differentiation (when they work) build market based assets, which last after competitors copy the innovation.
Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside 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 B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.
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
by admin | Aug 13, 2011 | B2B Sales
Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.
Most companies have every intention of being successful, continually growing and even more so they want to be GREAT companies. At the same time, a majority of organizations fail to adequately budget for training. What you say? Yes, training.
Our belief is that if companies spend more monies on internal training activities such as team building, sales and service training, culture transformation etc., they’ll see a tenfold return on their investments.
How quickly seasoned B2B sales professionals forget that their people are their brand! Your people carry the personality, attitude, confidence, message and relationship for your company.
Marketing strategies and persona are good things but having your people “live” out those same strategies and persona prior to external events is even more critical.
We all know professional athletes spend a relentless amount of time training. And that’s because they want to be the very best at what they do to make it to the “Big Game.” Should a business professional be any different? We see the connection between pro athlete’s film study and the preparation it takes to have an elite Telemarketing Services team!
May we suggest that if you don’t already have an internal training program you adopt one that best fits your company’s needs and goals.
Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside 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 B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.
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
by admin | Aug 10, 2011 | B2B Sales
Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.
Lauren Carlson of SoftwareAdvice.com shares her favorite apps on mobile devices for salespeople in any industry. Ms. Carlson lists the best apps that aid B2B sales and marketing people such as field agents staying in touch with the office, organizing business cards, collaborating documents and building presentations all with their mobile devices.
Not only do the apps help with sales, they also assist with tracking daily expenses, travel, checking sales performance data and general CRM.
Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside 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 B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.
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
by admin | Jun 9, 2011 | B2B Sales
Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.
In today’s economy and quite frankly, any economy companies ultimately are looking for more B2B SALES.
To attract sales an organization must have a plan, or as the old cliché goes, plan to fail. At SalesFish we field many calls of potential customers just wanting us to jump on the phones and start selling. More often than not these same prospects have a poorly represented brand and it reflects in their marketing material, both online and offline.
In creating a sales plan, it must be very clear as to who our target audience is and what communication method they prefer.
As an organization, do we have a brand promise or value proposition that is true and relative to our target market? Are we leading with benefits or features and advantages? Benefits SELL, features and advantages tell.
Prospects aren’t interested in a barrage of sales fluff. They’re interested in one thing: please tell me QUICKLY how your product or service will benefit me and my company.
In conclusion, understand your target markets, needs and wants and create your brand and sales strategies around their world!
Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside 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 B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.
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
