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Ask Questions to Generate Customers

Posted by Todd Hockenberry

Recently I was asked, “Do you have questions you always ask future customers?”

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Topics: Is my selling strategy working?, How can we grow with existing customers?

One of the many ways to kill a sale

Posted by Todd Hockenberry

How many of your sales people are like Chris Farley in one of my all-time favorite sales movies Tommy Boy? 

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Topics: Is my selling strategy working?

How's your sales follow through?

Posted by Todd Hockenberry

Anyone can follow up once a sale is made. "Did you get the product or service?". "Are you happy with what you received?". Our task managers and calendars can automate this type of low-value follow up contact with a customer. In fact these types of follow up are increasingly being automated because they require no judgment, thought, or expertise and communicate no value whatsoever to the customer.
 
So commit to sales follow through instead of merely following up.
 
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Topics: Is my selling strategy working?

Is it Time to Re-think Your Sales Channels?

Posted by Todd Hockenberry

It is easy to fall into a rut. The familiar is well, familiar.  But is it the best?  You know the answer to that question but maybe the next questions are harder to figure out.

Making a change to your sales channel is difficult. Many of you know you need to structurally change how you approach your markets and do something different in order to start growing your business.

Here are a few questions to ask yourself:

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Topics: Is my selling strategy working?

Why Face to Face Communication Still Matters

Posted by Todd Hockenberry

We know creating a customer is different now than 10 years ago.

  • 93% of all B2B purchases start with an Internet search
  • 70% of the buying process is over before a buyer talks to a salesperson

And if you believe this article most sales jobs will be gone in the near future.

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Topics: Is my selling strategy working?

Is the sales process really 70% over before they call you?

Posted by Todd Hockenberry

Last week I visited a client  that sells large tube processing equipment to attend their open house with customers from all over the country. They had just launched a new laser cutting line and were showing it off to existing customers and prospects.

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Topics: Is my selling strategy working?

Inbound Sales and Marketing Building Rapport with Prospects

Posted by Todd Hockenberry

One of our long time customers Bell Performance, shared this outline of ways for sales people to build rapport with contacts during an initial call (phone or face-to-face).

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Topics: Is my selling strategy working?

Your Customers Don't Care about You

Posted by Todd Hockenberry

No one cares about you and your problems and your lack of sales.

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Topics: Is my selling strategy working?, How can we grow with existing customers?, What is the best go to market strategy for us?

12 Lame Sales Excuses Salespeople Use and How To Respond

Posted by Todd Hockenberry

It is easy to allow your attitude to lapse into self-fulfilling negativity when you are a salesperson - after all there is a lot of rejection, difficult people, unreasonable customers, and other potentially challenging situations that you have to deal with.

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Topics: Is my selling strategy working?

Small Manufacturing in the US: Reasons for Optimism

Posted by Todd Hockenberry

I would like to share a few thoughts about these recent articles:

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Topics: What is manufacturing marketing?, Is my selling strategy working?

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