Latest Articles in Sales & Marketing

  • Several times in the past year or two I've come across quite a bit of fodder on the generations in this country. The Baby Boomers are welcoming Generation X and Y, and even the Millennial generation (those born from the late 1970s to the early 1990s) into the workplace and the homebuyer market. And homeownership among immigrants has been increasingly rising ever since I started covering this... more »
  • Fleet Feet, a premier outfitter for runners, prominently posts a sign which admonishes buyers, "You don't buy a running shoe by color." If that isn't a great sales opening, then I don't know what is. The client is immediately forced into a mindset that says Fleet Feet is serious about running shoes and provides a product that gets the job done! At Fleet Feet, they will tell you how... more »
  • In 1985, a young window salesman was sent to Columbus, Ohio, to negotiate a contract of $275,000. His supervisor had commanded that young salesman to come back with the order and allowed, if necessary, that the salesman had the latitude to adjust the price by as much as $25,000. The very inexperienced young salesman walked into the office and met an intimidating purchaser who quickly exerted... more »
  • Presentation and display strategy should reflect products' quality and attributes
    Rolling travel bags and sleek cases can give salespeople a professional, pulled-together look when they walk into a home. Sales and Marketing are two words that are often connected in company structures, position titles or department names, but too often it seems like the marketing department and sales staff are from different worlds. What happens between a great marketing plan and the... more »
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    Boosting marketing and PR efforts during recession makes good companies great
    There is no news like good news–especially right now. You can’t open a newspaper or magazine without becoming depressed about the state of the economy. At times like this, is there really no good news to share or is it just overshadowed by a dark cloud of recession? Take note that many great companies were born from recession, including well-known empires, such as Proctor &... more »
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    Demonstrating the intangibles makes it easier to sell and upsell
    Consumers have new buying criteria, new performance expectations, and a savvy new attitude from the window research they perform on the Internet before the salesman come into the home. Many features that used to be the primary reason for selecting a window or door are being overridden by a product’s energy performance or green footprint. The recent passage of the stimulus bill has put an... more »
  • If you have ever become lost or nervous in the midst of a presentation, you’re not alone. Giving presentations is a scary proposition for many people, but with a little practice and preparation, you can confidently deliver engaging, impactful, and insightful messages. The key to delivering a high impact presentation is to deliver the “right message to the right audience at the right... more »
  • Align with dealers, distributors and manufacturers that have the financial standing to endure declining market conditions. To accomplish this, do your research. Local and regional companies may not have the same financial backing as national companies - especially those with diversified parent companies that have a proven history to withstand economic downturns.   Simonton Windows produces... more »
  • Accept the outcome. A lost sale is not necessarily failure. Furthermore, a sale that is unprofitable is not a victory. Recognize that you will not win every battle and learn from your losses. While you may not win the battle, you will emerge victorious in the war.   This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in... more »
  • Don't drive aimlessly around your territory without appointments. If you don't have a scheduled meeting in the field, then don't leave your office. Cold calls and casual visits should be fill-in activity that surrounds productive scheduled appointments.   This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building... more »