Engaging Sales Quotes

We've searched our database for all the quotes and captions related to Engaging Sales. Here they are! All 100 of them:

I am restless when I rest. I sleep like I’m engaged in an invisible wrestling match. Naturally, I almost always win.
Jarod Kintz (This Book is Not for Sale)
I know that man started animal husbandry thousands of years ago, and I think it’s disgusting. Men and animals should never be allowed to marry. Or have sex. And maybe not even engage in necking, unless it’s a man and a giraffe.
Jarod Kintz (This Book is Not for Sale)
Change your introduction so that you can change the outcome. Engage clients or they'll be thinking divorce.
Rob Liano
In LaLa Land, there is only one kind of sex that's logical. In a made-up land, such as LaLa Land, the citizens are forever engaging in make-up sex.
Jarod Kintz (This Book is Not for Sale)
A real salesman knows how to engage Anyone Anywhere Anytime in a sensible conversation.
honeya
The most effective brand messaging strategy is not to create the messaging that makes the most sense to you. It is creating the brand messaging that makes you, your brand and your products make the most sense to others.
Loren Weisman
4. Confusion in the Market Place Indeed it was, for as they approached, Milo could see crowds of people pushing and shouting their way among the stalls, buying and selling, trading and bargaining. Huge wooden-wheeled carts streamed into the market square from the orchards, and long caravans bound for the four corners of the kingdom made ready to leave. Sacks and boxes were piled high waiting to be delivered to the ships that sailed the Sea of Knowledge, and off to one side a group of minstrels sang songs to the delight of those either too young or too old to engage in trade. But above all the noise and tumult of the crowd could be heard the merchants’ voices loudly advertising their products. “Get your fresh-picked ifs, ands, and buts.” “Hey-yaa, hey-yaa, hey-yaa, nice ripe wheres and whens.” “Juicy, tempting words for sale.
Norton Juster (The Phantom Tollbooth)
Entitlement manifests across so many situations and scenarios, but it is often most visible when a person is dealing with service professionals (wait staff, flight attendants, hotel clerks, sales clerks, attendants in any situation where there are lines or waiting periods). Narcissistic people measure themselves on the basis of how they are treated by the outside world and expect special treatment.
Ramani Durvasula (Should I Stay or Should I Go?: Surviving a Relationship with a Narcissist)
I hardly dare open my mouth," drawled Gideon, "but there is much in what he says, Gaywood. I don't reckon myself a mean shot, but I would think twice before I engaged in pistol-play with Sale. And you won't hit him you know. He is such a little fellow, and you are such a damnably bad shot!
Georgette Heyer (The Foundling)
So herein lies the paradox and predicament of young black men labeled criminals. A war has been declared on them, and they have been rounded up for engaging in precisely the same crimes that go largely ignored in middle-and upper-class white communities—possession and sale of illegal drugs. For those residing in ghetto communities, employment is scarce—often nonexistent. Schools located in ghetto communities more closely resemble prisons than places of learning, creativity, or moral development. And because the drug war has been raging for decades now, the parents of children coming of age today were targets of the drug war as well. As a result, many fathers are in prison, and those who are “free” bear the prison label. They are often unable to provide for, or meaningfully contribute to, a family. Any wonder, then, that many youth embrace their stigmatized identity as a means of survival in this new caste system?
Michelle Alexander (The New Jim Crow: Mass Incarceration in the Age of Colorblindness)
We were engaged. Not to be married, but in combat. So same thing.
Jarod Kintz (This Book is Not for Sale)
What we want you to do is to change the mode of your website from a one-way sales message to a collaborative, living, breathing hub
Brian Halligan (Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online)
Customers want to make informed decisions based on useful information, valuable engagements and brand affinity.
Dane Brookes
In your emails, instead of just writing about your topics, tell a story that illustrates your points.
Ian Brodie (Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing)
Nobody is in sales anymore; they’re in customer relationship management. Nobody is in marketing, they’re in customer engagement.
Po Bronson (Decoding the World)
People like Ruby Sales, who remains committed to engaging what she names “the culture of whiteness,” always have my undying respect. In 1965, when a white man, Jonathan Daniels, knocked her down thus taking a shotgun blast meant for her, fired by another white man, Tom Coleman, she says she stood between the best and the worst our democracy has to offer. The murkiness as we exist alongside each other calls us forward. I don’t want to forget that I am here; at any given moment we are, each of us, next to any other capable of both the best and the worst our democracy has to offer.
Claudia Rankine (Just Us: An American Conversation)
Today, I see my business as a content marketing company. In other words, my entire goal is to give more valuable, helpful, and remarkable content to consumers than anyone else in my field, which will in turn lead to more sales.
Ann Handley (Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business (New Rules Social Media Series Book 16))
Content without continuity and connection will leave you with fewer conversions, sales, and engagement. Stop trying to create something to go viral. Start building an authentic connection rooted in endurance and engagement.
Loren Weisman
What do they all say? That will never work. By now, I hope you know what my answer to that line is. Nobody Knows Anything. I only get to write this book once. And I’d feel like I missed an opportunity if I ended this story without giving you some advice. The most powerful step that anyone can take to turn their dreams into reality is a simple one: you just need to start. The only real way to find out if your idea is a good one is to do it. You’ll learn more in one hour of doing something than in a lifetime of thinking about it. So take that step. Build something, make something, test something, sell something. Learn for yourself if your idea is a good one. What happens if your idea doesn’t work? What happens if your test fails, if nobody orders your product or joins your club? What if sales don’t go up and customer complaints don’t go down? What if you get halfway through writing your novel and get writer’s block? What if after dozens of tries – even hundreds of attempts – you still haven’t seen your dream become anything close to real? You have to learn to love the problem, not the solution. That’s how you stay engaged when things take longer than you expected.
Marc Randolph (That Will Never Work: The Birth of Netflix and the Amazing Life of an Idea)
Sales success is not about convincing people to buy a product or service they don't want. It's about engaging with people who are interested and then helping them make the right decision. That's the key to repeat business and referrals.
Dave Warawa - PROSALESGUY
Nigeria is a great country, if not, one of the best in the world. It is just that we have rulers who are not leaders, but dealers. They engage in sales of the country's wealth of resources on daily basis for selfish interest and personal gains.
Olawale Daniel
Whether it is in a sales situation, love at first sight, a husband and wife having an important conversation, a parent disciplining a child, or a teacher instructing her students, eye contact is a powerful body language for enriching engagement, focus, and communication.
Susan C. Young (The Art of Body Language: 8 Ways to Optimize Non-Verbal Communication for Positive Impact (The Art of First Impressions for Positive Impact, #3))
Content that entertains sees engagement. Content that sees engagement tells Facebook and the rest of the world that your customers care about your brand, so that when you finally do put out something that would directly benefit your bottom line—a coupon, a free-shipping offer, or some other call to action—4 percent of your community sees it instead of a half percent, which gives you a much better chance at making a sale. TARGET
Gary Vaynerchuk (Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy World)
Here’s a rule of thumb: in the early stages of the sales cycle, any statements that you make about yourself, your product, or your solution should be responses to the client’s questions only. If they aren’t, you’re signaling that you are more interested in selling than in helping the client achieve his desired outcomes. So, don’t tell, tell, tell. Instead, engage in a dialogue and make sure all of your responses relate to the client’s needs.
Anthony Iannarino (The Only Sales Guide You'll Ever Need)
Solamon Energy Corp (SSL), "The Company", is neither offering nor has offered any shares for sale to the general public IPO and has not engaged any agents to do so, as shares can only be traded through GXG Markets by authorized brokers. Potential investors cautioned against solicitation by any unauthorized brokers to purchase SSL:GXG (London) shares. Economic Frauds has been reported. No affiliation with unauthorized offshore broker activity Fisher Capital (FCM) fraud.
Solamon Energy
Your competition's sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you're currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer's needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.
Jeffrey Gitomer (The Sales Bible: The Ultimate Sales Resource)
Demographics 30 points based on manual Prospect review 0-8 points based on title Source and Offer Website leads source: +7 Thought leadership offer: -5 Behavioral Engagement: Visit any webpage or open any email: +1 Watch demos: +5 each Register for webinar: +5 Attend webinar: +5 Download thought leadership: +5 Download Marketo reviews: +12 More than 8 pages in one visit: +7 Visit website 2x in one week: +8 Search for “Marketo”: +15 Visit pricing pages: +5 Visit careers pages: -10 (I especially love this one!) No Activity in One Month: Score >30: -15 points Score 0 to 30: -5 points
Aaron Ross (Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com)
Every year or so I like to take a step back and look at a few key advertising, marketing, and media facts just to gauge how far removed from reality we advertising experts have gotten. These data represent the latest numbers I could find. I have listed the sources below. So here we go -- 10 facts, direct from the real world: E-commerce in 2014 accounted for 6.5 percent of total retail sales. 96% of video viewing is currently done on a television. 4% is done on a web device. In Europe and the US, people would not care if 92% of brands disappeared. The rate of engagement among a brand's fans with a Facebook post is 7 in 10,000. For Twitter it is 3 in 10,000. Fewer than one standard banner ad in a thousand is clicked on. Over half the display ads paid for by marketers are unviewable. Less than 1% of retail buying is done on a mobile device. Only 44% of traffic on the web is human. One bot-net can generate 1 billion fraudulent digital ad impressions a day. Half of all U.S online advertising - $10 billion a year - may be lost to fraud. As regular readers know, one of our favorite sayings around The Ad Contrarian Social Club is a quote from Noble Prize winning physicist Richard Feynman, who wonderfully declared that “Science is the belief in the ignorance of experts.” I think these facts do a pretty good job of vindicating Feynman.
Bob Hoffman (Marketers Are From Mars, Consumers Are From New Jersey)
How does this work in email marketing? One simple example is to start asking subscribers to begin interacting with you in a small way right from when you start communicating with them. Ask them to reply to a message, like or share a blog post, complete a survey. Taking these small steps to interact early on makes it much more likely they’ll be willing to take bigger steps later – like joining you on a webinar, arranging a call with you or buying a product. You can also offer a low cost product early on in your interactions with a subscriber. It’s less of a commitment than a high end product or hiring your services. But by purchasing from you they begin to see themselves as a buyer and they’re more likely to buy again in future. Especially if their buying and post-purchase experience is very positive.
Ian Brodie (Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing)
If congestion occurs on the free-market transportation network, the response is likely to resemble what accompanies “excess demand” for any other good or service: the businessman does not rest day or night until he provides the extra services the market is clamoring for. (We again abstract from the possibility of price increases.) The ice cream shop with long lines of people waiting for admission hires additional workers as soon as possible; the economist who “suffers” from the “congestion” of large numbers of people clamoring to engage him as a consultant hires more staff or expands output in whatever way seems appropriate to him. Throughout the private economy “congestion” is looked upon as a golden opportunity for expansion of output, sales, and profits. It is only in the public sector that the customer clamoring for additional service is looked at askance,33 blamed, excoriated, and told to desist in his efforts.
Walter Block (The Privatization of Roads and Highways: Human and Economic Factors (LvMI))
Book authors are in high demand for speaking engagements and appearances; they are the new ‘celebrity’ and celebrities gain access. Authors not only make money from royalties or book advances but from their keynotes, presentations and strategically branded product lines. This includes entrepreneurial ideas for you to extend yourself beyond just writing and prepares you to add speaking and consulting to your revenue stream. You have to begin to look outside book sales and towards the speaking market. There are radio, interviews, news, television, small channel television keynotes, lectures, seminars and workshops. These types of events have the possibility to be much more lucrative than just selling books. In essence, the book builds and brands you in the public eye. It gives you credibility and the opportunity to be more than you are. It enables you to now be a voice, a teacher, a leader, an expert - after all, you wrote the book on it!
Kytka Hilmar-Jezek (Book Power: A Platform for Writing, Branding, Positioning & Publishing)
We are in uncharted territory" when it comes to sex and the internet, says Justin Garcia, a research scientist at Indiana University’s Kinsey Institute for Research in Sex, Gender, and Reproduction. "There have been two major transitions" in heterosexual mating, Garcia says, "in the last four million years. The first was around ten to fifteen thousand years ago, in the agricultural revolution, when we became less migratory and more settled," leading to the establishment of marriage as a cultural contract. "And the second major transition is with the rise of the Internet," Garcia says. Suddenly, instead of meeting through proximity, community connections, and family and friends, people could meet each other virtually and engage in amorous activity with the click of a button. Internet meeting is now surpassing every other form. “It’s changing so much about the way we act both romantically and sexually,” Garcia says. “It is unprecedented from an evolutionary standpoint.” And yet this massive shift in our behavior has gone almost completely unexamined, especially given how the internet permeates modern life. While there have been studies about how men and women use social media differently- how they use language and present themselves differently, for example- there's not a lot of research about how they behave sexually online; and there is virtually nothing about how girls and boys do. While there has been concern about the online interaction of children and adults, it's striking that so little attention has been paid to the ways in which the Internet has changed the sexual behavior of girls and boys interacting together. This may be because the behavior has been largely hidden or unknown, or, again, due to the fear of not seeming "sex-positive," mistaking responsibility for judgement. And there are questions to ask, from the standpoint of girls' and boys' physical and emotional health and the ethics of their treatment of each other. Sex on a screen is different from sex that develops in person, this much seems seems self-evident, just as talking on a screen is different from face-to-face communication. And so if talking on a screen reduces one's ability to be empathic, for example, then how does sex on a screen change sexual behavior? Are people more likely to act aggressively or unethically, as in other types of online communication? How do gender roles and sexism play into cybersex? And how does the influence of porn, which became available online at about the same time as social networking, factor in?
Nancy Jo Sales (American Girls: Social Media and the Secret Lives of Teenagers)
In the early stages of the state, taxes are light in their incidence, but fetch in a large revenue; in the later stages the incidence of taxation increases while the aggregate revenue falls off. Now where taxes and imposts are light, private individuals are encouraged to engage actively in business; enterprise develops, because business men feel it worth their while, in view of the small share of their profits which they have to give up in the form of taxation. And as business prospers the number of taxes increases and the total yield of taxation grows. As time passes and kings succeed each other, they lose their tribal habits in favour of more civilized ones. Their needs and exigencies grow.... owing to the luxury in which they have been brought up. Hence they impose fresh taxes on their subjects -farmers, peasants, and others subject to taxation; sharply raise the rate of old taxes to increase their yield; and impose sales taxes and octrois, as we shall describe later. These increases grow with the spread of luxurious habits in the state, and the consequent growth in needs and public expenditure, until taxation burdens the subjects and deprives them of their gains. People get accustomed to this high level of taxation, because the increases have come about gradually, without anyone’s being aware of who exactly it was who raised the rates of the old taxes or imposed the new ones. But the effects on business of this rise in taxation make themselves felt. For business men are soon discouraged by the comparison of their profits with the burden of their taxes, and between their output and their net profits. Consequently production falls off, and with it the yield of taxation. The rulers may, mistakenly, try to remedy this decrease in the yield of taxation by raising the rate of the taxes; hence taxes and imposts reach a level which leaves no profits to business men, owing to high costs of production, heavy burden of taxation, and inadequate net profits. This process of higher tax rates and lower yields (caused by the government’s belief that higher rates result in higher returns) may go on until production begins to decline owing to the despair of business men, and to affect population. The main injury of this process is felt by the state, just as the main benefit of better business conditions is enjoyed by it. From this you must understand that the most important factor making for business prosperity is to lighten as much as possible the burden of taxation on business men, in order to encourage enterprise by giving assurance of greater profits.
Ibn Khaldun
Suppose that you need to hire a sales representative for your firm. If you are serious about hiring the best possible person for the job, this is what you should do. First, select a few traits that are prerequisites for success in this position (technical proficiency, engaging personality, reliability, and so on). Don’t overdo it—six dimensions is a good number. The traits you choose should be as independent as possible from each other, and you should feel that you can assess them reliably by asking a few factual questions. Next, make a list of those questions for each trait and think about how you will score it, say on a 1–5 scale. You should have an idea of what you will call “very weak” or “very strong.” These preparations should take you half an hour or so, a small investment that can make a significant difference in the quality of the people you hire. To avoid halo effects, you must collect the information on one trait at a time, scoring each before you move on to the next one. Do not skip around. To evaluate each candidate, add up the six scores. Because you are in charge of the final decision, you should not do a “close your eyes.” Firmly resolve that you will hire the candidate whose final score is the highest, even if there is another one whom you like better—try to resist your wish to invent broken legs to change the ranking. A vast amount of research offers a promise: you are much more likely to find the best candidate if you use this procedure than if you do what people normally do in such situations, which is to go into the interview unprepared and to make choices by an overall intuitive judgment such as “I looked into his eyes and liked what I saw.
Daniel Kahneman (Thinking, Fast and Slow)
the ten thousand things To study the self is to forget the self. To forget the self is to be enlightened by the ten thousand things. – Eihei Dogen If one is very fortunate indeed, one comes upon – or is found by – the teachings that match one’s disposition and the teachers or mentors whose expression strikes to the heart while teasing the knots from the mind. The Miriam Louisa character came with a tendency towards contrariness and scepticism, which is probably why she gravitated to teachers who displayed like qualities. It was always evident to me that the ‘blink’ required in order to meet life in its naked suchness was not something to be gained in time. Rather, it was clear that it was something to do with understanding what sabotages this direct engagement. So my teachers were those who deconstructed the spiritual search – and with it the seeker – inviting one to “see for oneself.” I realised early on that I wouldn’t find any help within traditional spiritual institutions since their version of awakening is usually a project in time. Anyway, I’m not a joiner by nature. I set out on my via negativa at an early age, trying on all kinds of philosophies and practices with enthusiasm and casting them aside –neti neti – equally enthusiastically. Chögyam Trungpa wised me up to “spiritual materialism” in the 70s; Alan Watts followed on, pointing out that whatever is being experienced is none other than ‘IT’ – the unarguable aliveness that one IS. By then I was perfectly primed for the questions put by Jiddu Krishnamurti – “Is there a thinker separate from thought?” “Is there an observer separate from the observed?” “Can consciousness be separated from its content?” It was while teaching at Brockwood Park that I also had the good fortune to engage with David Bohm in formal dialogues as well as private conversations. (About which I have written elsewhere.) Krishnamurti and Bohm were seminal teachers for me; I also loved the unique style of deconstruction offered by Nisargadatta Maharaj. As it happened though, it took just one tiny paragraph from Wei Wu Wei to land in my brain at exactly the right time for the irreversible ‘blink’ to occur. I mention this rather august lineage because it explains why the writing of Robert Saltzman strikes not just a chord but an entire symphonic movement for me. We are peers; we were probably reading the same books by Watts and Krishnamurti at the same time during the 70s and 80s. Reading his book, The Ten Thousand Things, is, for me, like feeling my way across a tapestry exquisitely woven from the threads of my own life. I’m not sure that I can adequately express my wonderment and appreciation… The candor, lucidity and lack of jargon in Robert’s writing are deeply refreshing. I also relish his way with words. He knows how to write. He also knows how to take astonishingly fine photographs, and these are featured throughout the book. It’s been said that this book will become a classic, which is a pretty good achievement for someone who isn’t claiming to be a teacher and has nothing to gain by its sale. (The book sells for the production price.) He is not peddling enlightenment. He is simply sharing how it feels to be free from all the spiritual fantasies that obscure our seamless engagement with this miraculous thing called life, right now.
Miriam Louis
Never go behind someone’s back. If you need to meet with people other than the person you’re currently working with, make sure you find a valid reason for it and, if possible, engage your current contact in setting it up.
Jill Konrath (Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World)
potential to increase the lifetime value of the customer. Usually marketing departments assume that the lifetime value of a customer is fixed when doing their ROI calculations. We view the lifetime value of a customer to be a moving target that can increase if we can create more and more positive emotional associations with our brand through every interaction that a person has with us. Another common trap that many marketers fall into is focusing too much on trying to figure out how to generate a lot of buzz, when really they should be focused on building engagement and trust. I can tell you that my mom has zero buzz, but when she says something, I listen. To that end, most of our efforts on the customer service and customer experience side actually happen after we’ve already made the sale and taken a customer’s credit card number.
Tony Hsieh (Delivering Happiness: A Path to Profits, Passion, and Purpose)
So we helped managers start the day with a different routine: talking with crew members to learn whether anything unusual had happened on the previous shift and only then going through the numbers. This increased managers’ understanding of business conditions and boosted employee engagement—and sales rose.
Anonymous
My practice keeps me engaged with salespeople in a wide variety of businesses and I’m increasingly concerned by a disturbing trend: It seems fewer and fewer people who make a living in sales have a working knowledge of how to prospect for new business.
Mike Weinberg (New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development)
Whiteboarding keeps your prospects’ attention because drawing engages them and forces you to offer data in chunks in a process of “progressive disclosure,” which is easier for people to absorb. Your audience becomes involved in your creation of your story. The basic sales steps – “listen, diagnose, ask questions, consult, adapt” – stay the same, but whiteboarding takes them to a new level. Whiteboard sellers have to know their buyers’ business and the trends in their markets.
Anonymous
And I could trace them directly back to email subscribers.
Ian Brodie (Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing)
Guideline #5: Select your vocabulary with meticulous care. Did you increase sales or orchestrate explosive growth in revenues? Did you provide good levels of customer service or unparalleled levels of quality customer service? As a receptionist, did you merely greet people, or were you the manager of first impressions? Are you a good problem solver, or can you resolve complex technical issues professionally and expeditiously? Words are power, and keywords and phrases are powerful agents for eliciting the right emotions to enthusiastically engage prospective employers to want to read your document. Well-chosen words can be the difference between an interview and a missed opportunity, so select your words and messages with painstaking precision.
Jay A. Block (101 Best Ways to Land a Job in Troubled Times)
As well, our recent research shows that the organization plays an important role in equipping reps to identify and properly engage with the right stakeholders on the customer side—an important part of taking control of the sale.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
This is what lead to the boom in the sale of tourmaline rings, all over the world, because this stone is known to help with migraines, menstrual pains, faster healing after surgeries and even aid with an improvement of chi, the life energy.
Jupiter Gem
Ms. Wu pressed on. “Elise, I wanted to talk to you because lately you’ve seemed a little … off. Less engaged than you used to be. Maybe even exhausted. Is there anything you want to talk about? Any problems at home?” This woman. This horrifying woman. With her muted sweaters and her sensible heels. All those times I had eaten lunch in her classroom, watching videos of Mandelbrot sets on her computer, she was secretly, insidiously, monitoring me. Any problems at home? Please. Sally has parents who won’t let her read any books with sex in them, and everybody knows that Emily Wallace’s mother made her get a boob job when she was a freshman; meanwhile, my dad buys me DJ equipment, and my mom wants only for me to be an educated member of a working democracy—yet I get asked if I have any problems at home? I bet I do seem exhausted, Ms. Wu. I bet I do seem less engaged. I was up all night, doing something that I really love, and I’m sorry, but I just didn’t reserve enough energy to fully participate in this miserable, mandatory little exercise in public education. Since discovering Start, I had felt, for the first time in years, like good things could happen to me. I felt happy. Yet somehow, for the first time in years, someone was bothering to ask me what was wrong. Where were you in September, Ms. Wu? Where were you last spring? Where were you when I needed you?
Leila Sales (This Song Will Save Your Life)
Biodiesel Plants In recent years, SRS International Biodiesel, biodiesel washing, factory automation services, turnkey biodiesel refineries and commissioning services, including hanging the biodiesel plants machine is a category launched. SRS International Biodiesel trade scope project consulting and services, process design, equipment manufacture and supply, engineering tools, establishment and after sales service are also included. It's a huge Biodiesel Plants in Temecula, CA. Machinery manufacturing plant and engineering companies: mainly grain, oil, engaged in general contracting of engineering warehouse, storage, Machinery and equipment manufacturing and oil equipment and grain purchases; By deep processing of oil products; Owners turnkey projects realized.
SRS International Biodiesel
One of the classic Relationship Builder modifications to a great teaching pitch is to pull the “who we are and what we do” slides from the back of the pitch deck (where they belong in a proper teaching pitch) and put them in the front of the deck. Relationship Builders feel the need to establish credibility up front by throwing around company size and factoids and engaging in some high-profile customer name-dropping. They are uncomfortable leading with insight and letting their insights establish credibility for them.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
Most commercial software vendors, though slow to wake up to this new reality, are beginning to move aggressively to court developer populations and update their engagement and outreach capabilities. Instead of relying strictly on an enterprisefocused sales force, armies of technical evangelists and developer engagement professionals are being unleashed on unwitting developer populations in an attempt to ensure a given software vendor’s relevance for the population most likely to be making technical decisions. The problem facing software vendors, however, is that while recognizing the problem is indeed the first step, the solution is less than obvious. Commercial software vendors are particularly disadvantaged, because they are compelled to compete in a two-front war with both free software and software made available as a service. From a competitive standpoint, this means downward pressure on price with potentially higher costs driven by a need to compete with different models.
Stephen O'Grady
I ran into a friend of Lisa’s today,” he told her, enjoying the way Lisa’s eyes got big and she started trying to communicate with him by way of frantic facial expressions behind her mother-in-law’s back. “Emma Shaw.” “Emma Shaw…Oh! The one who does the landscaping, right?” Lisa nodded. “She’s such a nice girl, but I haven’t seen her in ages. Not since I ran into you two at the mall and overheard you talking about her engagement. How are she and her fiancé doing?” Lisa opened her mouth, but closed it again when Sean folded his arms and looked at her, waiting to see how—or even if—she was going to get out of the conversation without lying outright to Aunt Mary. “I…think they’re having some problems,” she finally said. Nice hedge, but an understatement. “Oh, that’s too bad. What’s her fiancé’s name? I meant to ask that day, but you started talking about some shoe sale and I forgot.” It was a few seconds before Lisa sighed in defeat. “Sean.” “Isn’t that funny,” Mary said, smiling at him before turning back to her daughter-in-law. “What’s his last name? Maybe I know his family.” That was a pretty safe bet.
Shannon Stacey (Yours to Keep (Kowalski Family, #3))
After they left, Emma returned to her Jasper-burger consumption with gusto. She’d asked Lisa once to find out the recipe for their seasoning mix, but Kevin wouldn’t give it up. Plus, as Lisa had pointed out, it wouldn’t do Emma any good to have it since she couldn’t cook worth a damn, anyway. “So about what I said before,” Sean said after he’d wolfed down his food, “about not wanting them to know we’ve had sex. It’s not that I’m trying to hide it, I just…” “Don’t want them to know.” “Yeah.” “That makes sense.” His face brightened. “Really?” “No.” “Damn.” He’d finished his beer, so he took a swig off the glass of water she’d requested with her meal. “Under normal circumstances, I’d want everybody to know we’re sleeping together. Trust me. I’d put a sign on my front lawn.” “But these aren’t normal circumstances.” “Not even in the ballpark. I have this bet with my brothers I’d last the whole month and I don’t want to listen to them gloat.” Of course he’d have a bet with his brothers. Such a guy thing to do. “But it’s more about the women.” “The women?” “In my family, I mean. Aunt Mary, especially. They might start thinking it’s more than it is. Getting ideas about us, if you know what I mean.” Emma ate her last French fry and pushed her plate away. “So we have to pretend we’re madly in love and engaged…while pretending we’re not having sex.” “Told you it complicates things.” “I’m going to need a color-coded chart to keep track of who thinks what.” He grinned and pulled his Sharpie out of his pocket. “I could make Sticky notes.” The man loved sticky notes. He stuck them on everything. A note on the front of the microwave complaining about the disappearance of the last bag of salt-and-vinegar chips. (Emma had discovered during a particularly rough self-pity party that any chips will do, even if they burn your tongue.) A note on the back of the toilet lid telling her she used girlie toilet paper, whatever that meant. He liked leaving them on the bathroom mirror, too. Stop cleaning my sneakers. I’m trying to break them in. Her personal favorite was If you buy that cheap beer because it’s on sale again, I’ll piss in your mulch pile. But sometimes they were sweet. Thank you for doing my laundry. And…You make really good grilled cheese sandwiches. That one had almost made her cry.
Shannon Stacey (Yours to Keep (Kowalski Family, #3))
Hire a professional copywriter. Having great content and copy is essential to any website. You website should have a personality and specific voice that is friendly and engaging. One of the top copywriters I use is CowgirlCopywriter.com
Alex Harris (Boost E-commerce Sales and Make More Money: Three Hundred Tips to Increase Conversion Rates and Generate Leads)
Business was booming for Tiffany & Co. in the late 1990s, thanks to the introduction of a new affordable silver jewellery line. The $110 silver charm bracelet inscribed with the Tiffany name was coveted by teenage girls, causing sales of the new silver product line to skyrocket 67% between 1997 and 2002. By 2003, company earnings had doubled and the silver jewellery line accounted for a third of Tiffany’s U.S. sales. And yet the queues of excited girls didn’t fill the store managers with joy. Sure, sales were up and stores were busy, but the people close to the brand, who understood its heritage, began to worry that this lower price point would forever change how the brand was perceived by its high-end customers. “We didn’t want the brand to be defined by any single product.” —Michael Kowalski, CEO, Tiffany & Co. Despite some unease from investors, Tiffany raised prices on their most popular silver products by 30% over the next three years and managed to halt the growth of their highly profitable silver line. And so the company sacrificed short-term gain and profits for the long-term good of the brand by telling the story they wanted customers to believe—that Tiffany’s represents something special. A client recently told me about her friend’s excited engagement announcement on Facebook. All she did was post a photo of the Tiffany blue box—not a picture of the ring in sight. The box alone was enough to say everything she wanted to say. QUESTIONS FOR YOU How are you least like the competition?
Bernadette Jiwa (The Fortune Cookie Principle: The 20 Keys to a Great Brand Story and Why Your Business Needs One)
At the moment of truth, there are either reasons or results.” Are you going to sit around and give a whole bunch of reasons (excuses) why you didn’t cross the finish line or even start? Are you going to procrastinate, being weighed down by the “Yeah, But” monster? Will you let your message DIE inside you? Will all of your experience, wisdom and knowledge be lost without legacy? Will you wallow in your regrets? Are you interested or are you committed?
Mike Koenigs (Publish And Profit: A 5-Step System For Attracting Paying Coaching And Consulting Clients, Traffic And Leads, Product Sales and Speaking Engagements)
Now that you understand the key players in ecosystems, here are the key principles of building an ecosystem. They are similar to the principles of creating a community discussed in chapter 8, “The Art of Evangelizing.” CREATE SOMETHING WORTHY OF AN ECOSYSTEM. Once again, the key to evangelism, sales, presentations, and now ecosystems is a great product. In fact, if you create a great product, you may not be able to stop an ecosystem from forming. By contrast, it’s hard to build an ecosystem around crap. DESIGNATE A CHAMPION. Many employees would like to help build an ecosystem, but who wakes up every day with this task at the top of her list of priorities? Another way to look at this is, “Who’s going to get fired if an ecosystem doesn’t happen?” Ecosystems need a champion—an identifiable hero—within the company to carry the flag for the community. DON’T COMPETE WITH THE ECOSYSTEM. If you want people or organizations to take part in your ecosystem, then you shouldn’t compete with them. For example, if you want people to create apps for your product, then don’t sell (or give away) apps that do the same thing. It was hard to convince companies to create a Macintosh word processor when Apple was giving away MacWrite. CREATE AN OPEN SYSTEM. An “open system” means that there are minimal requirements to participating and minimal controls on what you can do. A “closed system” means that you control who participates and what they can do. Either can work, but I recommend an open system because it appeals to my trusting, anarchic personality. This means that members of your ecosystem will be able to write apps, access data, and interact with your product. I’m using software terminology here, but the point is to enable people to customize and tweak your product. PUBLISH INFORMATION. The natural complement of an open system is publishing books and articles about the product. This spreads information to people on the periphery of a product. Publishing also communicates to the world that your startup is open and willing to help external parties. FOSTER DISCOURSE. The definition of “discourse” is “verbal exchange.” The key word is “exchange.” Any company that wants an ecosystem should foster the exchange of ideas and opinions. This means your website should provide a forum where people can engage with other members as well as your employees. This doesn’t mean that you let the ecosystem run your company, but you should hear what members have to say. WELCOME CRITICISM. Most organizations feel warm and fuzzy toward their ecosystem as long as the ecosystem says nice things, buys their products, and never complains. The minute that the ecosystem says anything negative, however, many organizations freak out and get defensive. This is dumb. A healthy ecosystem is a long-term relationship, so an organization shouldn’t file for divorce at the first sign of discord. Indeed, the more an organization welcomes—or even celebrates—criticism, the stronger its bonds to its ecosystem become. CREATE A NONMONETARY REWARD SYSTEM. You already know how I feel about paying people off to help you, but this doesn’t mean you shouldn’t reward people in other ways. Things as simple as public recognition, badges, points, and credits have more impact than a few bucks. Many people don’t participate in an ecosystem for the money, so don’t insult them by rewarding them with it.
Guy Kawasaki (The Art of the Start 2.0: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything)
Bizarre and Surprising Insights—Consumer Behavior Insight Organization Suggested Explanation7 Guys literally drool over sports cars. Male college student subjects produce measurably more saliva when presented with images of sports cars or money. Northwestern University Kellogg School of Management Consumer impulses are physiological cousins of hunger. If you buy diapers, you are more likely to also buy beer. A pharmacy chain found this across 90 days of evening shopping across dozens of outlets (urban myth to some, but based on reported results). Osco Drug Daddy needs a beer. Dolls and candy bars. Sixty percent of customers who buy a Barbie doll buy one of three types of candy bars. Walmart Kids come along for errands. Pop-Tarts before a hurricane. Prehurricane, Strawberry Pop-Tart sales increased about sevenfold. Walmart In preparation before an act of nature, people stock up on comfort or nonperishable foods. Staplers reveal hires. The purchase of a stapler often accompanies the purchase of paper, waste baskets, scissors, paper clips, folders, and so on. A large retailer Stapler purchases are often a part of a complete office kit for a new employee. Higher crime, more Uber rides. In San Francisco, the areas with the most prostitution, alcohol, theft, and burglary are most positively correlated with Uber trips. Uber “We hypothesized that crime should be a proxy for nonresidential population.…Uber riders are not causing more crime. Right, guys?” Mac users book more expensive hotels. Orbitz users on an Apple Mac spend up to 30 percent more than Windows users when booking a hotel reservation. Orbitz applies this insight, altering displayed options according to your operating system. Orbitz Macs are often more expensive than Windows computers, so Mac users may on average have greater financial resources. Your inclination to buy varies by time of day. For retail websites, the peak is 8:00 PM; for dating, late at night; for finance, around 1:00 PM; for travel, just after 10:00 AM. This is not the amount of website traffic, but the propensity to buy of those who are already on the website. Survey of websites The impetus to complete certain kinds of transactions is higher during certain times of day. Your e-mail address reveals your level of commitment. Customers who register for a free account with an Earthlink.com e-mail address are almost five times more likely to convert to a paid, premium-level membership than those with a Hotmail.com e-mail address. An online dating website Disclosing permanent or primary e-mail accounts reveals a longer-term intention. Banner ads affect you more than you think. Although you may feel you've learned to ignore them, people who see a merchant's banner ad are 61 percent more likely to subsequently perform a related search, and this drives a 249 percent increase in clicks on the merchant's paid textual ads in the search results. Yahoo! Advertising exerts a subconscious effect. Companies win by not prompting customers to think. Contacting actively engaged customers can backfire—direct mailing financial service customers who have already opened several accounts decreases the chances they will open more accounts (more details in Chapter 7).
Eric Siegel (Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie, or Die)
Sales and selling, does not have to mimic an episode from the latest MMA event. It is not a wrestling match that we are engaged in. It is a soft but firm persuasion match based on people learning to like us and to feel comfortable with us not just with the product we have. And remember this, our clients want to buy but they do not want to be sold. But they need to be sold on us, that is for certain.
Chris J. Gregas
If you will allow me one more analogy: Suppose you engage someone to “advise” you on your investments, believing that the person you engaged was duty bound to act only on your behalf and acting as your agent to advise you. Now imagine that in secrecy, the person you trust is acting as a commission sales agent for the investment dealer, and not acting as an agent on your behalf as you are led to believe. There is a deception of “dual agency” involved in this, or one of “undisclosed dual agency.” But “self” regulation ensures that this type of fraud is “unseen”. This is how millions of investors in North America are duped into believing falsified professional credentials, and into investing their life savings under false pretenses. Imagine how much money the investment selling industry can make by this deceptive bait and switch, with virtually no member of the investing public told of it. Most regulators and “self”-regulators could be considered the paid, professional “gaslighters” of today. Gaslighting is the deepest kind of moral wrong. When it is practiced by industry regulators to protect their industry, it harms and farms society.
Larry Elford (Farming Humans: Easy Money (Non Fiction Financial Murder Book 1))
● Pursuing online courses with pre-recorded videos? ● Not able to communicate with the instructor while in an online lecture? ● Online lectures seem boring and disengaging? Not anymore. Technology has been able to advance an already transformative concept. Online learning has made its way into almost every professional’s career life. However, there is a new concept which not many people are aware of - LIVE & interactive learning. As the name suggests, it’s just like traditional classroom learning but entirely online. Let’s see what it is, how it works, and how it can benefit your career. LIVE Learning: The Better, More Interactive Learning Method LIVE & interactive learning entails experienced tutors and instructors delivering lectures via LIVE online learning platforms that are built with features to aid in engaging educational learnings. Furthermore, Online Courses are delivered in a similar format that is found in a traditional classroom. With interactivity, teachers can not only deliver lectures, take LIVE questions, and respond, but also the students can interact with one another - just like they would in a brick and mortar classroom. Taking Online Courses Up a Notch Instead of sitting through a pre-recorded lecture, you can now attend the session LIVE. And the best part about this type of learning is that both tutors and students can interact with each other, so query resolution is instant, students can voice out their thoughts, collaboration becomes easy, and the face-to-face interaction definitely makes it more interactive. Reasons Why LIVE & Interactive Learning is Taking the Lead ● Comfortable Learning Pace Students pursuing LIVE & interactive online courses get the opportunity to learn at their own pace. They can discuss their questions in LIVE lectures and interact with the faculty as well. ● Focus on Tougher Modules In a regular classroom, the teacher always decides which modules require special focus. However, with LIVE & interactive learning, you can choose how much time you want to spend on a particular module. ● Extensive Study Materials Another added benefit of LIVE & interactive online courses is that you have access to study material 24*7 and from anywhere. This gives you control and ample time to go through the material more than once or as required. ● Opportunity for More Interaction Ranging from Online Data Analytics Courses to finance, marketing, and sales, online courses allow students to involve themselves in class discussions and chat with more ease. This is just not possible in regular face-to-face interactions where teachers can ask questions and embarrass you in front of the entire class if you are wrong or don’t know the answer. It’s Not a Roadblock, Rather an Accelerant to Your Career The best part - you don’t have to leave your current job to pursue a degree program. Passion to gain knowledge and upskill and a search engine that will take you the right online course is all you need. So whether you are scouting for online data analytics courses, machine learning courses, or digital marketing, LIVE & interactive learning can help you gain the education you deserve.
Talentedge
But the most engaging part of the planning process should be having people figure out how they’ll achieve their OKRs. OKRs have to be aggressive enough so that people don’t quite know how to reach them at the start of the journey. Even if they have an idea of what they should do, there must be a chance of the OKR not being hit. For example, let’s say your company needs to grow 25% in revenues in a given quarter. How the company will hit that goal is going to be a matter of great thinking and creativity. The journey starts with analyzing the data to understand pockets of opportunity. Where can the sales process be improved? Where is there breakage in the sales process? Where are the low hanging fruits? Let’s say this analysis shows that salespeople have too few leads and therefore need more leads to work on. You then calculate that at your recent-past conversion rates, you’d need to grow leads by 100% in order to grow sales by 25%. That’s the first hypothesis. So you unfold a “grow the number of leads” Objective to marketing and a Key Result of “generate 15,000 more inbound leads quarter-on-quarter.” Of course, there’s a chance that growing leads won’t result in more sales. Getting it right is good management and good thinking.
Francisco S. Homem De Mello (OKRs, From Mission to Metrics: How Objectives and Key Results Can Help Your Company Achieve Great Things)
If your brand wants to succeed on social media, it is essential that you first understand that there are two different kinds of marketing: brand marketing and direct marketing. Brand marketing includes things like digital media, social media, and PR, and its primary goals are awareness and engagement. Building reputation and community are other goals.8 In contrast, the entire goal of direct marketing (also known as direct-response marketing) is to make a sale. Brand marketing lays the groundwork for direct marketing, and you need brand marketing in order to execute effective direct marketing.
Claire Díaz-Ortiz (Social Media Success for Every Brand: The Five StoryBrand Pillars That Turn Posts Into Profits)
The successful sales professional adds perspective by combining deep knowledge of the customer, their challenges and their desired results with the experience and insights gained from working with similar customers and their knowledge of potential solutions.
Byron Matthews (Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force)
Leyton Orient Football Club (LOFC) acquisition and revitalization of, 81–82 assembling the management team and board of directors, 168–169 authoritarian culture, 157–158 engaging in dialogue, 118 English Football League system, 159–160 the history of, 158–159 long-term management planning, 166–167 overcommunication after the purchase of, 204–205 public criticism of management, 166 relegation, 163–164 sale and resale of, 160–168 team building after the acquisition, 212
Nigel Travis (The Challenge Culture: Why the Most Successful Organizations Run on Pushback)
5.2. Copyright and Disclaimer Copyright 2014 Metin Bektas. All Rights Reserved. This book is designed to provide information about the topics covered. It is sold with the understanding that the author is not engaged in rendering legal, accounting or other professional services. The author shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused or alleged to be caused directly or indirectly by the information covered in this book. The book is for personal use of the original buyer only. It is exclusive property of the author and protected by copyright and other intellectual property laws. You may not modify, transmit, publish, participate in the transfer or sale of, reproduce, create derivative works from and distribute any of the content of this book, in whole or in part. The author grants permission to the buyer to use examples and reasonably sized excerpts taken from this book for educational purposes in schools, tutoring lessons and further training courses under the condition, that the material used is not sold or given away and is properly cited.
Metin Bektas (Algebra - The Very Basics)
If you work for a small company or start-up, start by analyzing your product and service delivery strengths and weaknesses. Look for patterns and commonalities among your best customers. Analyze the deals you are closing and gain a deeper understanding of trigger events that open buying windows. Based on the information you know, gauge how soon you need to engage prior to the buying window opening. Uncover common buyer roles. Then develop a ​profile of the prospect that is most likely to do business with you and, over the long-term, be a profitable, happy customer.
Jeb Blount (Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount))
Content is valuable: 96% of B2B buyers want content with more input from industry thought leaders. (B2C would be less due to a shorter buying cycle.) Buyers engage with content: 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. *DemandGenReport.com, 2016 Benchmark Report
DJ Francis (The Secret Guide to Drive B2B Lead Generation and Nurturing through Content Marketing)
Over the next few years, the number of African Americans seeking jobs and homes in and near Palo Alto grew, but no developer who depended on federal government loan insurance would sell to them, and no California state-licensed real estate agent would show them houses. But then, in 1954, one resident of a whites-only area in East Palo Alto, across a highway from the Stanford campus, sold his house to a black family. Almost immediately Floyd Lowe, president of the California Real Estate Association, set up an office in East Palo Alto to panic white families into listing their homes for sale, a practice known as blockbusting. He and other agents warned that a 'Negro invasion' was imminent and that it would result in collapsing property values. Soon, growing numbers of white owners succumbed to the scaremongering and sold at discounted prices to the agents and their speculators. The agents, including Lowe himself, then designed display ads with banner headlines-"Colored Buyers!"-which they ran in San Francisco newspapers. African Americans desperate for housing, purchased the homes at inflated prices. Within a three-month period, one agent alone sold sixty previously white-owned properties to African Americans. The California real estate commissioner refused to take any action, asserting that while regulations prohibited licensed agents from engaging in 'unethical practices,' the exploitation of racial fear was not within the real estate commission's jurisdiction. Although the local real estate board would ordinarily 'blackball' any agent who sold to a nonwhite buyer in the city's white neighborhoods (thereby denying the agent access to the multiple listing service upon which his or her business depended), once wholesale blockbusting began, the board was unconcerned, even supportive.
Richard Rothstein (The Color of Law: A Forgotten History of How Our Government Segregated America)
Over the next few years, the number of African Americans seeking jobs and homes in and near Palo Alto grew, but no developer who depended on federal government loan insurance would sell to them, and no California state-licensed real estate agent would show them houses. But then, in 1954, one resident of a whites-only area in East Palo Alto, across a highway from the Stanford campus, sold his house to a black family. Almost immediately Floyd Lowe, president of the California Real Estate Association, set up an office in East Palo Alto to panic white families into listing their homes for sale, a practice known as blockbusting. He and other agents warned that a 'Negro invasion' was imminent and that it would result in collapsing property values. Soon, growing numbers of white owners succumbed to the scaremongering and sold at discounted prices to the agents and their speculators. The agents, including Lowe himself, then designed display ads with banner headlines-"Colored Buyers!"-which they ran in San Francisco newspapers. African Americans desperate for housing, purchased the homes at inflated prices. Within a three-month period, one agent alone sold sixty previously white-owned properties to African Americans. The California real estate commissioner refused to take any action, asserting that while regulations prohibited licensed agents from engaging in 'unethical practices,' the exploitation of racial fear was not within the real estate commission's jurisdiction. Although the local real estate board would ordinarily 'blackball' any agent who sold to a nonwhite buyer in the city's white neighborhoods (thereby denying the agent access to the multiple listing service upon which his or her business depended), once wholesale blockbusting began, the board was unconcerned, even supportive. At the time, the Federal Housing Administration and Veterans Administration not only refused to insure mortgages for African Americans in designated white neighborhoods like Ladera; they also would not insure mortgages for whites in a neighborhood where African Americans were present. So once East Palo Alto was integrated, whites wanting to move into the area could no longer obtain government-insured mortgages. State-regulated insurance companies, like the Equitable Life Insurance Company and the Prudential Life Insurance Company, also declared that their policy was not to issue mortgages to whites in integrated neighborhoods. State insurance regulators had no objection to this stance. The Bank of America and other leading California banks had similar policies, also with the consent of federal banking regulators. Within six years the population of East Palo Alto was 82 percent black. Conditions deteriorated as African Americans who had been excluded from other neighborhoods doubled up in single-family homes. Their East Palo Alto houses had been priced so much higher than similar properties for whites that the owners had difficulty making payments without additional rental income. Federal and state hosing policy had created a slum in East Palo Alto. With the increased density of the area, the school district could no longer accommodate all Palo Alto students, so in 1958 it proposed to create a second high school to accommodate teh expanding student population. The district decided to construct the new school in the heart of what had become the East Palo Alto ghetto, so black students in Palo Alto's existing integrated building would have to withdraw, creating a segregated African American school in the eastern section and a white one to the west. the board ignored pleas of African American and liberal white activists that it draw an east-west school boundary to establish two integrated secondary schools. In ways like these, federal, state, and local governments purposely created segregation in every metropolitan area of the nation.
Richard Rothstein (The Color of Law: A Forgotten History of How Our Government Segregated America)
People are getting very tired of the Yell, Tell, Sell. Consider honoring the audiences you would like to grow with patient and authentic engagement instead of the daily and hourly attacks of ego, hype, templated content and pushy sales tactics.
Loren Weisman
After he had reviewed in his mind all of his former interviews, he made another discovery so important in nature that it should become known to every man who is engaged in the business of selling life insurance. He discovered that life insurance is sold to the life insurance salesman himself. Sold before he ever calls upon his prospective buyer. Sold by his own mental attitude. His own faith. His own conviction that every man should provide himself with this sort of economic security.
Napoleon Hill (How to Own Your Own Mind (The Mental Dynamite Series))
Huh, I never thought about it that way before,” they’re clearly telling you they’re engaged, maybe even a little unsettled. And as customers themselves have told us, that’s exactly what they were hoping for when they sat down with you in the first place. That’s when the conversation itself becomes something worth paying for.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
Acquiring a deep understanding of the target customer should not be short-changed — by anyone writing sales copy, at any time, for any purpose. As I was writing this edition of this book, I was writing copy for a long-time client, the Guthy-Renker Corporation, for their hugely successful Proactiv® brand of acne products. There are three different people to talk to about this — the teen sufferer, the teen's mom, and playing the odds, the adult female sufferer. This had me reading past and current issues of nearly a hundred magazines, including all the teen and preteen magazines, all the mom magazines, and all the women's magazines, having copious online research done for me, doing “conversational research” directly with people in all three groups, and even hiring a dozen freelance readers — teens, parents of teens, and young women — to critique my copy. Also, as I was writing this edition of this book, I began work on copy aimed at highly successful, professional financial and investment advisors, financial planners, and top-performing life insurance and annuities agents, which required a similar investment of time and energy in crawling inside their psyche, tribal language, daily experiences. Freelance writers worth their salt know they must do this sort of thing, and do. The danger for the business owner writing copy for himself and for his own business is ingrained assumption — encouraging shortcutting or altogether neglecting this step. The only sure way to keep your own accumulated but untested opinions and beliefs about your customers from sabotaging your sales letters is to start anew, from scratch, and to engage in getting to know the customers just as if you were arriving to write for them for the first time, with no foreknowledge.
Dan S. Kennedy (The Ultimate Sales Letter: Attract New Customers. Boost your Sales.)
Consumers can now scan the code on the product when they are running low, and it will be ordered and delivered within hours to their home, completely side-lining all the tools and techniques of competing manufacturers who would wish to get the consumer to brand switch. Tesco’s Homeplus in South Korea also launched a campaign that engages shoppers to buy products using QR codes. Homeplus created virtual billboards of their store aisles in subway stations, allowing passengers to shop while they waited by scanning the products’ QR codes – the groceries being delivered when they arrived home. The goal of the campaign was to help Homeplus compete with the number-one retailer, E-MART, without increasing their store numbers. Since the launch, their online sales have increased 130%, making them the top online retailer in South Korea, and a close second offline.
Greg Thain (Store Wars: The Worldwide Battle for Mindspace and Shelfspace, Online and In-store)
However, despite the enormous digital territory and huge number of Internet users, only a few users of what is called the “Surface Web” are aware of or actively observe what goes on in quite a different layer of the Internet. The data stored in another layer are not accessible to the majority of users. This is called “The Deep Web,” which is data traffic not picked up by the algorithms of search engines. Then, there is the “Dark Web,” where sites are intentionally encrypted and usually accessed by someone knowledgeable about how to find and get onto such sites. Typically, these sites are engaging in forbidden activities ranging from drug sales to weapons or hitman transactions. In order to see the sites on the “Dark Web,” a user must have a specialized browser like Tor, The Onion Router.
Malcolm W. Nance (Hacking ISIS: How to Destroy the Cyber Jihad)
I understand conditions may not be all rosy and that some sales cultures are not ideal. Regardless, your job is to bring your A-game every day. This is not accounting. We can’t just show up and do our jobs well regardless of how miserable we are. Salespeople just going through the motions can’t possibly operate at peak output. If it’s that bad, find another job. Believe me, if you can sell, there are plenty of companies that would love to have you. If it isn’t that bad, engage your heart and bring a winning attitude to the team and the rest of the company.
Mike Weinberg (New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development)
My co-founder’s background in sales was immensely helpful in our early days, driving home the importance of approaching each interaction as a sales effort in which you had to know your audience, frame your pitch accordingly, and most importantly, never accept “no” for an answer. Instead of being discouraged by non-believers, it is the entrepreneur’s job to engage his or her passion for the concept and creatively adapt it to overcome any hurdles.
Chris LoPresti (INSIGHTS: Reflections From 101 of Yale's Most Successful Entrepreneurs)
Selling is Serving: Serving people Asking questions Listening actively Engaging the client Supporting their decision
Farshad Asl
Since we know people like to do business with people who are most like themselves, consider this: Excellent sales people understand that "matching and mirroring" another person’s body language is a powerful technique and subliminal way to develop trust, build rapport, and make their clients more comfortable and engaging. Subtly mirroring the postures, gestures, and body language of your client inspires a kinship of commonality.
Susan C. Young (The Art of Body Language: 8 Ways to Optimize Non-Verbal Communication for Positive Impact (The Art of First Impressions for Positive Impact, #3))
Communication is the soul of all relationships. More than any other skill, it is the heartbeat of success in sales, marketing, marriage, business, friendship, communities, and beyond.
Susan C.Young
Communication is the soul of all relationships. More than any other skill, it is the heartbeat of success in sales, marketing, marriage, business, friendship, communities, and beyond.
Susan C. Young (The Art of Communication: 8 Ways to Confirm Clarity & Understanding for Positive Impact(The Art of First Impressions for Positive Impact, #5))
My success with customers on the telephone wasn’t by using pushy sales methods, but by engaging people in meaningful conversations which could lead to friendships on the phone before I ever met them. I would ask questions, listen to their stories, respond to their needs, develop rapport, and earn their business. When we would finally meet in person, it felt less like an introduction and more like a reunion. It was not only good business, we had fun in the process!
Susan C. Young (The Art of Communication: 8 Ways to Confirm Clarity & Understanding for Positive Impact(The Art of First Impressions for Positive Impact, #5))
II est à peine besoin de rappeler que la tendance en question se manifeste avant tout dans le domaine littéraire sous certaines formes de néo-réalisme. Le choix même des sujets opérés par ce courant ne l'amène pas à décrire - comme son nom pourrait le laisser penser - la « réalité » globalement envisagée, qu'elle soit individuelle ou sociale, mais ses aspects les plus vulgaires, les plus mesquins, les plus sales ou les plus misérables. Tout cela prend le caractère d'un véritable « engagement », au point que l'expression « littérature engagée » a souvent été employée pour des auteurs néoréalistes dont les choix sont liés aussi à des objectifs bien précis d'agitation sociale et politique. Mais ce qui compte surtout ici, c'est qu'en général les représentants de ce courant ne viennent pas du monde sur lequel ils se penchent de façon morbide ou tendancieuse. Ils font en réalité partie de la bourgeoisie, parfois même de la grande bourgeoisie à prétentions intellectuelles, de sorte que dans leur cas le plaisir d'aller vers le bas ou de succomber à la suggestion malsaine de ce qui est inférieur est absolument évident.
Julius Evola (L'arco e la clava)
The weak hype of analytics without the stronghold of conversions to sales and profits is not something to promote. Stop hyping the online numbers and start delivering better content and engagement to create the true physical sales numbers.
Loren Weisman
Understanding Personality Styles Helps You: • Communicate more easily with others by understanding their perspectives. • Adapt your behavior to resonate with others. • Develop deeper levels of compassion, patience, and communication. • Deliver personalized customer service. • Build trust and rapport faster. • Nurture existing relationships. • Make more sales. • Feel more confident networking. • Realize that people behave the way they do for their reasons, not yours. • Appreciate the diversity of teammates, family members, friends, and work groups. • Unify your teams and get the best out of your people by focusing on their strengths, aligning their styles with their assigned positions, and knowing how to motivate and reward them.
Susan C. Young (The Art of Communication: 8 Ways to Confirm Clarity & Understanding for Positive Impact(The Art of First Impressions for Positive Impact, #5))
The crucial and only difference is that pyramids amass their funds from enrollment fees while the MLM, to be legal, must engage in retail sales of some type of product or service.
Robert L. Fitzpatrick (False Profits: Seeking Financial and Spiritual Deliverance in Multi-Level Marketing and Pyramid Schemes)
As we’ll discuss in more detail in chapter 6, a platform’s ability to monetize the value of the exchanges it facilitates is directly related to the types of currency exchange it can capture and internalize. A platform that can internalize the flow of money may be well placed to charge a transaction cut—for example, the fee of 10 percent of the sale price typically charged by eBay after a successful auction. A platform that can capture only attention may monetize its business by collecting payments from a third party that considers the attention valuable—for example, an advertiser willing to pay Facebook for “eyeballs” attracted by posts related to a particular topic. The platform’s goal, then, is to bring together producers and consumers and enable them to engage in these three forms of exchange: of information, of goods or services, and of currency. The platform provides an infrastructure that participants plug in to, which provides tools and rules to make exchanges easy and mutually rewarding.
Geoffrey G. Parker (Platform Revolution: How Networked Markets Are Transforming the Economy and How to Make Them Work for You: How Networked Markets Are Transforming the Economy―and How to Make Them Work for You)
Identify some of the actual individuals who are your best customers. Evaluate those with the highest customer lifetime value (CLV) and develop hypotheses about their shared traits. Although demographics and psychographics might be the most obvious, you’ll find additional insights if you examine their behavior. What channels did they come through? What messages resonated? How did they onboard? How recently, frequently, and deeply have they engaged? Compare best customers and worst customers—those you acquired who weren’t ultimately profitable or who weren’t satisfied with your offering. Notice people who exhaust your free trial but don’t convert to paid, or who join but cancel within the first few months. The best customers have the greatest customer lifetime value (CLV); they will spend more with you over time than anyone else. Produce either a qualitative write-up of your best customer or use regression analysis to prioritize characteristics. Share these conclusions with your frontline team—retail workers, customer support, sales—to accrue early insights. With a concrete conception of your best customer, you can discern if the customer segment is sufficiently large to justify addressing. Test and adjust as needed. Then make these best customers and their forever promise as “real” as possible to the team. If you have actual customers who fit the profile, talk about them, invite them in, or have their pictures on your wall. You’re going to feel their pain, share their objectives, and design experiences for them. It’s important to know them well.
Robbie Kellman Baxter (The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave)
Follow-Up Framework Opt-In: Offer a desirable bribe (also called a “hook” or “lead magnet”) in exchange for an email address (at a minimum). Hook Delivery: Deliver what was promised for the prospect opting in. Digital delivery can range from digital reports to emails to audio or video content. The benefit of digital delivery is that you can provide immediate gratification to your prospect and it’s free to send. Sellucation: Sellucation is selling through education. Each Follow-Up installment is an opportunity to address common questions, handle objections, and amplify the problem while presenting your solution. It’s education with the implicit intent of driving sales. Social Proof: Reiterating the social proof you presented in the Engage & Educate phase with testimonials, reviews, awards, partner logos, and case studies will enhance your credibility and build trust. Promotions: Offering free consultations, discounts, and other incentives can motivate your prospect to take action. Communicating an expiration associated with the promotion can create a sense of urgency that further persuades prospects to move forward.
Raymond Fong (Growth Hacking: Silicon Valley's Best Kept Secret)
What are you trying to buy? Asset type? Size? Price? To determine the answer to the first question, do the following: Start with your own net worth. Add in friends and family. The total team net worth is your starting point. Choose a market. Consider travel time and expense. You must be able to be in your market to look at deals at least once a month. Determine the viability of your market. Job growth? Population growth? Get deal flow from the market. Real estate agents Find all commercial realty companies in the city. Get on all their mailing lists. Analyze deals online from realtors in the area. Call the realtors about their listings. Direct to owners Get lists of owners. Create a system to reach owners directly. Mail Text Cold calling Analyze deals. Income approach Income – Expenses = Net operating income Net operating income – Debt service = Cash flow Check with lenders for current terms on debt. What is the CoC return? Cap rate? Debt ratio? Comparable data Check the analyzed cap rate against cap rates in the area for similar properties. Check comparable sale prices. Comps should be close in size and age to the subject property. Comps should have similar amenities. Comps should be within a few miles of the subject property. Exit Hold and operate. Refinance. Sell or flip. Consider upcoming market conditions. Debt Check with lenders or a mortgage broker to determine the availability of loans for this type of property. What are the terms and conditions? Is this the information you used to analyze the deal originally? Make the offer. Use an LOI to submit the offer in writing. The LOI will summarize the main deal points. If your offer is less than 15 percent of the asking price, speak with the realtor before you submit the offer. Once the offer is accepted, send the LOI to your attorney and have them draft the purchase agreement. Draft the purchase and sale agreement. Now that you have a fully executed contract, the clock starts. Earnest money goes into escrow. Do your due diligence. Financial inspection Physical inspection Lease audit Begin your loan application. The lender will complete three inspections. Appraisal Environmental inspection Physical engineer inspection of the buildings Do your closing. The lender will wire the loan proceeds to the closing escrow. Wire your down payment funds to the closing escrow. You own a new property! Engage property management for takeover of operations.
Bill Ham (Real Estate Raw: A step-by-step instruction manual to building a real estate portfolio from start to finish)
The Dropbox sales team was able to “fish in their own pond,” prioritizing outreach to companies that had many, many users already on the product—using their email domains as a clue. Just as years back, Facebook had used edu email domains to partition smaller, engaged networks and spread from Harvard to other universities, Dropbox could do the same with the dot-com corporate equivalent. An even more important signal was how many shared folders were being used at a company—the more collaboration via Dropbox, the stickier the product, and the easier upgrades would be to sell.
Andrew Chen (The Cold Start Problem: How to Start and Scale Network Effects)
It's also important for tech product managers to have a broad understanding of the types of analytics that are important to your product. Many have too narrow of a view. Here is the core set for most tech products: User behavior analytics (click paths, engagement) Business analytics (active users, conversion rate, lifetime value, retention) Financial analytics (ASP, billings, time to close) Performance (load time, uptime) Operational costs (storage, hosting) Go‐to‐market costs (acquisition costs, cost of sales, programs) Sentiment (NPS, customer satisfaction, surveys)
Marty Cagan (INSPIRED: How to Create Tech Products Customers Love (Silicon Valley Product Group))
Collier understood and preached this swim-with-current-rather-than-against strategy. Do not arrive as an interruption or disruption, attempting to divert your reader's attention from the object it is focused on, fighting to interest him in something different from what he is already, at this moment, interested in. Instead, align yourself with the subjects already possessing his attention, the matters already garnering his interest, the self-talk conversation already occurring in his mind, and the conversations he is already having around the water-cooler at work or at the kitchen table at home with peers, friends, and family. About this, Collier wrote: “Study your reader first — your product second…. The reader of your letter wants certain things and the desire for them is, consciously or unconsciously, the dominant idea in his mind all the time. He is also engaged by the news or events or public conversations of the day. Put yourself in his place. If you were deep in discussion with a friend over some matter and a stranger came up and said: ‘Mister, I have a fine coat I want to sell you!’ — what would you do? The same thing happens when you approach a man by mail. He is in discussion with himself. If you just butt in, will you be welcome? How would you do it if approaching him and his friend in person? You'd listen and get the trend of the conversation. Then, when you chimed in, it would be with a remark on a related subject. Then you could gradually bring the talk around logically to the point you wanted to discuss. Study your reader. Know what interests him. Listen to the conversation he is already having with himself. Enter where he already is.” There are some obvious, perennially occurring attention dominators, such as seasons and holidays, and linking to these — regardless of whether your business naturally links or not — can be extremely helpful. You need not be a florist, jeweler, or restaurant to utilize Valentine's Day, for example. Beyond that, and deeper than that, every customer group has some shared item on their minds. Know it. Start your conversation with them with it. And be sure to take advantage of one of the great advantages of today's online media, including e-mail, blogs, and social media sites — being day to day, even hour by hour, timely. You can link a marketing message to world or local, financial, or cultural news of the moment — and you should.
Dan S. Kennedy (The Ultimate Sales Letter: Attract New Customers. Boost your Sales.)
What outcome do I want from this engagement? Who else do I want to speak to? Have I set the expectation ahead of time? Agenda, etc.? What objections could be raised? What messages do I need to reinforce?
Andy Whyte (MEDDICC: The ultimate guide to staying one step ahead in the complex sale)
From the beginning, the UX writer needs to know the business constraints, including resources available for localization and the timelines to coordinate engineering and UX content with content for marketing, sales, and support. We also need to know what languages the people using the experience are fluent in, on which devices, and in what contexts. As the experience develops, we need to know technical, display, and design constraints (like maximum URL lengths and text box sizes), which text needs to be coded before hardware is shipped, and which text can be updated from live services.
Torrey Podmajersky (Strategic Writing for UX: Drive Engagement, Conversion, and Retention with Every Word)
You have three types of followers: buyers, advocates, and elevators. Buyers buy your products or services and contribute to profits. Advocates give you free publicity and potential opportunities by referring you and sharing your posts. Elevators swell your posts through likes, comments, and engagements. This is what I like to refer to as the Relationship Status of B.A.E. Each one is essential to your brand, and you need all three to grow.
Troy Sandidge (Strategize Up: The Simplified Blueprint To Scaling Your Business)
They create energy, and even though this is intangible it generates client sales and follow-on work as well as gets other people here engaged in and supportive of what they are doing.
Robert L. Cross (The Hidden Power of Social Networks: Understanding How Work Really Gets Done in Organizations)
DOES YOUR MARKETING PASS THE GRUNT TEST? Just like there are three questions audiences must be able to answer to engage in a story, there are three questions potential customers must answer if we expect them to engage with our brand. And they should be able to answer these questions within five seconds of looking at our website or marketing material: 1.​What do you offer? 2.​How will it make my life better? 3.​What do I need to do to buy it? At StoryBrand we call this passing the grunt test. The critical question is this: “Could a caveman look at your website and immediately grunt what you offer?” Imagine a guy wearing a bearskin T-shirt, sitting in a cave by a fire, with a laptop across his lap. He’s looking at your website. Would he be able to grunt an answer to the three questions posed above? If you were an aspirin company, would he be able to grunt, “You sell headache medicine, me feel better fast, me get it at Walgreens”? If not, you’re likely losing sales.
Donald Miller (Building a StoryBrand: Clarify Your Message So Customers Will Listen)
Social Media Advertising - Different Options & Their Benefits How To Use Social Media Paid Ads Ideally? What is the most effective way to make use of social media ads? Choosing which social media platform to advertise on depends on your target audience. You need to understand which platforms are being used, the type of campaigns that can run on each platform, and what investment you’ll be required to make. Pew Research Center’s report helps give us an idea of the most preferred platform for various demographics. For example, if your product caters to the teenage group, consider advertising on Instagram, TikTok, or Snapchat. If you’re catering to a more B2B client, you can consider LinkedIn. Once you understand where your audience spends the most time, you can narrow down the platforms. However, we’d still advise on A/B testing various platforms. You’d be surprised by how many B2B clients you can find on TikTok! What Are The Most Popular Social Media Ads? Here is a brief rundown of the various social media ad options available. 1. Facebook Ads Facebook Ads are the most successful form of social media advertising. Statistics show that Facebook paid ads have an average conversion rate of 9.21%. They’re easy to set up and track, and allow you to measure campaign performance easily, giving insights into how well your ads are performing. They also offer a wide range of targeting options that help you reach people who might be interested in what you’re selling, which is why they’re so effective at generating sales leads. Facebook Ads are also highly targeted. You can target specific demographics or audiences based on gender, age range, location, and other details such as interests and behaviors or job titles. This helps ensure that only people who are interested in what you’re offering, see your ad on Facebook. 2. Twitter Ads Twitter ads are a great way to reach your target audience, especially if your company already has a presence on the platform. They’re easy to set up and manage so you can focus on other aspects of your business. As of 2022, they have an average conversion rate of 0.77%. Twitter ads also offer simple targeting options that let you get more followers, increase engagement with existing customers and gain new followers interested in what you have to offer. There are multiple ad options to choose from for accomplishing various advertising goals, including promoted ads, follower ads, amplify ads, and takeover ads. Promoted and follower ads have a much wider average cost range than their takeover counterparts. 3. LinkedIn Ads LinkedIn is a professional networking site, so it’s not as casual as other social media platforms like Instagram and Facebook. As a result, users are more likely to be interested in what you are promoting on the platform because they’re looking for something related to their professional lives. LinkedIn has an average click-through rate of 0.65%. In addition, the conversion rate for LinkedIn ads is also fairly decent (2.35%). They can have high or low conversion rates depending on factors like interests and demographics. But if your ad is effectively targeted, it will have more chances of enjoying a higher conversion rate. 4. Instagram Ads As a younger demographic, Instagram users make up a great target audience for social media advertising. They are highly engaged in the platform and are more likely to respond to call-to-action than other demographics. 5. YouTube Ads YouTube ads are excellent for marketers with video content to promote their business. Furthermore, the advertising options offered by this platform ensure that you needn't bother with YouTuber fame or even a large number of subscribers on your channel to spread the word on this platform.
David parkyd
The simplest explanation for motion graphics is an animation that incorporates text. A motion graphics animated video offers a brilliant way for brands to communicate with their viewers and add depth to their stories. They’re perceived as far more attractive than simple ads or text formats and require half the time and money needed for complex animations. For example, motion graphic animations are great for displaying products to customers in a fun, entertaining, and engaging way that may potentially increase sales. Hire a motion graphic artist or designer from Cloud Animations to deliver your brand message. The motion graphic design can be displayed interchangeably amongst a variety of formats and may also be shared on social media and other digital mediums to extend the reach of the content further.
CLD Animation
Business decision makers value the little things, like not demanding an hour of their time. Thirty minutes of concise and focused pitching shows that you did the research upfront. More importantly, it shows that you respect their time.
Henry Adaso (Content Mapping: Unlocking the Power of Content to Increase Engagement, Leads and Sales)
Tools for live chat Popular tools for live chat include Zendesk Chat, LiveChat, Drift, Freshdesk, Olark, LivePerson, HappyFox, SnapEngage, LiveAgent, Chatra, Intercom, tawk.to, Tidio, and Comm100. Some of them, like Intercom, allow you to track, help, and convert visitors across multiple browsing sessions.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)