Same Fundamentals, Different Tools
Things are getting very confusing in today’s sales environment. While the fundamentals of connecting with customers and prospects remain the same, the ways of doing so are changing. New skills are needed but the time to acquire them is limited. The pressure to change is constant but there is little guidance on how change should take place.
While not denying that change is the order of the day, we believe a little common sense about it all will help bring some order to the chaos.
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Q & A - What is a QR code?
QR (quick response) codes – the 2-dimensional bar codes widely used in Japan and Europe – are beginning to appear in display ads and other printed media in the United States. QR codes may direct the reader to a web site, a personalized URL (PURL) landing page, a video or a social media page.
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Digital natives: someone who was born after the introduction of digital technology such as computers, the Internet, mobile phones and MP3s. Generally, someone born in 1989 or later. Digital natives are currently in their early 20s and just entering the work force. Digital natives expect to use social media such as Facebook and instant messaging as business tools.
Digital immigrant: an individual who grew up without digital technology and adopted it later.
Fundamentals: timeless principles that form the basics of processes and activities.
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Idea Corner: Selling
Does using paper for a direct mail campaign harm the environment? Decide for yourself after you read about the Hanna family, tree farmers in Gifford, South Carolina.
Harry Hanna’s grandfather started buying land in the Low Country in 1890. His forests provided a steady supply of raw material for his small mill, which produced lumber for families and businesses in the surrounding rural community. Over the years, the Hannas acquired a lot of land and continued to grow trees; the family now owns 20,000 acres.
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A Word From The Owner
With all the interest in new Internet-based ways to communicate with customers and prospects, we may forget that these tools are really new processes that add to, rather than replace, the methods we’ve been using for years. Moreover, all these tools are tactics that are guided by the fundamentals of selling.
Tips and Tricks for Selling
James Obermayer of Sales Leakage Consulting offers the Rule of 45 to predict when a business-to-business sale will occur after a prospect makes an inquiry.
- Within 3 months, 10-15% of B2B prospects will buy someone’s product.
- Within 6 months, 26% will buy someone’s product.
- Within 12 months, 45% will buy someone’s product.
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