Tag Archives: sales

Can social media tools help real-life business relationships?

Those of us working in areas such as sales and business development are always watching how business strategy changes from the front line. Because we can see exactly what customers want to buy, we usually see trends and changes emerging … Continue reading

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Customer service or customer experience?

In a 2005 issue of the Harvard Management Update, James Allen, Barney Hamilton and Frederick F. Reichheld published the result of research by Bain & Company that said: Eighty per cent of companies believe they deliver a superior customer experience, while … Continue reading

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Wrong time, wrong place… would you ignore Mozart?

A few years ago the master violinist Joshua Bell took his violin into a busy Washington DC metro station and started playing. The busy commuters bustled past this supreme artist hurrying to get to where they were going. Almost nobody … Continue reading

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Leading customers to the solution they want

As a process, selling has not changed very much despite modern technology and advertising changing enormously in the past few years. Customers don’t like being sold to. Do you ever enjoy it when a brand forces their advertising or product … Continue reading

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Are social media gurus the real experts in social media?

I read this recent feature in PR Daily on the seven different types of social media specialist and my heart sank a little. Yes, it is focused on communication and marketing specialists, but fails to observe that there are also … Continue reading

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Should sales own the customer experience?

A recent whitepaper summarized in Forbes magazine indicated that just nine per cent of marketing professionals felt that customer experience was the most important measurement of their own Return on Investment – in other words the marketing people don’t really … Continue reading

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Lego show how to deliver great customer service – with ninjas

It’s not often that I see a conversation playing out on Twitter that ends up being analysed by Forbes a few days later, but it just happened this week. A seven-year-old British child lost one of his favourite Lego ‘Ninja’ … Continue reading

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The ‘myth’ of a salesman

Everyone sells for a living, in whatever profession they have. A journalist has to sell their ideas to an editor. A waiter sells ideas for the best main course. A taxi driver sells alternative routes to a customer when roadworks … Continue reading

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Black Friday retail sales in the US: bricks v clicks

Last Friday was Black Friday in the USA. This is the traditional start to the Christmas shopping season, always immediately after the Thanksgiving holiday and featuring absolute pandemonium in stores across the country. The origin of Black Friday is somewhat … Continue reading

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How sales professionals succeed with social media

It’s true that social media is now a powerful tool for sales in many business environments so I was interested to see an article in Social Media Today that focused on the most important secrets of those who use social … Continue reading

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