Cell phone usage has radically changed over the past five years. It was not that long ago that corporate usage of cell phones was considered a luxury and their usage was closely scrutinized for cost reasons since it was so expensive. It is an understatement to say that cell phone usage today is ubiquitous.
My recent blogs regarding e-mail and selling created quite a stir with my readers. Apparently, e-mail is a very thorny issue for many sales people. Sales people are increasing forced to sell through e-mails; customers seem to hide behind their PCs.
Writing effective e-mails is hard work and there is also confusion about when to e-mail and when to call (or leave a voicemail).
Emotion in negotiation is a very common thing. Yet, many negotiation authorities suggest that being emotional is a sign of a weakness or is the behavior of an unsophisticated negotiator; some say that emotions must be repressed. While it is possible to manage your emotions, it can be nearly impossible to hide from them. In fact, doing so would be really dumb, in my opinion.
Article marketing is one of the best ways to optimize your website, create new sales leads, and to garner new publicity. The really good news is that it is free and easy (OK, it does take some time and a few brain cells).
Top sales reps need special care and feeding; as mentioned in the last post, giving them too much space can be a prescription to lose them to the competition. Instead, create a strategy to keep them on your team.
Every sales manager’s worst nightmare is the surprise resignation of a top sales rep. Sooner or later it happens. So, what went wrong?
Every day we are bombarded by overly complex, jargon-rich messages from every media source: radio, TV, internet, and print. I am sick of it. How about you?
Niche marketers should price their products and services based on the value received by the customer: it is the customer’s perception of value that counts. If you calculate price based on cost and/or the competition, you are not in a niche market or you are pricing incorrectly.
As a follow up to my diatribe on e-mail communication and in response to the many questions about e-mail practices specific to negotiation, I dug a little deeper. Here is what I found out.
Interpersonal conflict happens. It can happen with new customers, with prospective customers, or with major accounts. From time to time in a customer/supplier relationship, disagreements can happen over quality, failure to meet commitments, or interpersonal dynamics. When problems like this happen you can quickly get stuck in a stalemate with a customer. Until the problem is resolved, you probably won’t be able to go forward or do business.