Posted tagged ‘Target’
August 15, 2010
Everything that has been done until now has been designed to prepare you to begin the cold calling campaign. When you actually start the campaign, you test your assumptions, validate what you thought to be true and make modifications when appropriate. Your first calls should not be to your primary targets. This is because if [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: ACT!, Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, e-mails, Goldmine, Leadership, Leaving Messages, Management, PowerPoint, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salesforce, Salespeople, Strategy, Target, Target audiences, Target markets, The Art of Customer Service, Value Proposition, Voice Mail
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August 4, 2010
One of the final elements of the cold calling preparation process is to make sure that you have meaningful and stimulating supporting materials for those times when the prospect does not have the time to speak with you and asks you to send “something.” This too is a great opportunity. Since we all learn differently, [...]
Categories: Hiring, Leadership, Sales, Strategic Plans, Strategy, Visioning
Tags: brand, Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, e-mails, Guy Kawasaki, Leadership, Leaving Messages, lovemarks, Management, PowerPoint, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, The Art of Customer Service, Value Proposition, Voice Mail
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July 30, 2010
A script works great if you have the opportunity to speak directly to the targeted prospect. More often than not, you will end up in a voice mail. Many people view this as the worst possible scenario. However, this can be a real opportunity because you have approximately an uninterrupted minute to present the reason [...]
Categories: Hiring, Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, Leadership, Leaving Messages, Management, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, Voice Mail, warm lead
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July 23, 2010
All too often, we limit the equation of success to having a product with specific benefits and a compelling presentation. But if your presentation is conveyed to the wrong audience, it will be met with boredom and disinterest. Some “sales gurus” will advocate that you should present to the highest level you can reach within [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, influence, Leadership, Management, Objections, product capabilities, prospect, Reciprocity, Robert Cialdini, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, The Psychology of Persuasion, Vista, warm lead
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May 8, 2009
Well, the presentation took place this past Tuesday and now it’s time to review the recommendations. There are really two distinct issues in this discussion. (1) How does this industry protect and grow its current business (with Wal-Mart, Target and the other superstores)? and (2) Should it and if it should, how does it create [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Branding, community, Framework, superstores, Target, Wal-Mart
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May 1, 2009
Our session to the housewares association is less than a week away. It seems appropriate to review the lessons that we have learned and the strategic underpinnings for our recommendations. The challenge that was posed was this: What should you do if you find your company to be one of those that now must sell [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Bath and Beyond, Bed, Blue Ocen Strategy, brand, brand identity, Business Strategy, community, Housewares, Renée Mauborgne, segment, Segmentation, Target, W. Chan Kim, Wal-Mart
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March 19, 2009
Today, I received a really provocative and interesting challenge. A business that makes kitchen gadgets has lost its leverage with its customers and wants to know how to get that leverage back. The kitchen gadget industry is really quite interesting. Inventors create and design products. These gadgets need to solve a problem and be very [...]
Categories: Sales, Strategic Plans
Tags: Bath and Beyond, Bed, Branding, Change, Channels, Facebook, Housewares, Inventors, Leadership, My Space, Strategy, Target, Twitter, Wal-Mart
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