Leads To Sales Quotes

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If you’re leading the crowd, the profits you can make are unlimited.
Pooja Agnihotri (17 Reasons Why Businesses Fail :Unscrew Yourself From Business Failure)
Closing sales is a different process altogether. It is as important as marketing. Marketing can bring you the leads but the last step of turning those leads into customers decide the fate of all your efforts. This is known as closing sales.
Pooja Agnihotri (17 Reasons Why Businesses Fail :Unscrew Yourself From Business Failure)
The choices you make from this day forward will lead you, step by step, to the future you deserve.
Chris Murray (The Extremely Successful Salesman's Club)
Do not lose your inner peace for anything whatsoever, not even if your whole world seems upset. If you find that you have wandered away from the shelter of God, lead your heart back to Him quietly and simply.
Francis de Sales
Value versus Cost Economists tend to focus on cost, and, as economists, we are as guilty of that as anyone. The entire premise of our first book, Prediction Machines, was that AI advances were going to dramatically reduce the cost of prediction, leading to a scale-up of its use. However, while that book suggested that the initial uses of AI would be where prediction was already occurring, either explicitly in, say, forecasting sales or the weather, or implicitly in classifying photos and language, we were mindful that the real opportunity would be the new applications and uses that were enabled when prediction costs fell low enough.
Ajay Agrawal (Power and Prediction: The Disruptive Economics of Artificial Intelligence)
I think Gummy Bears should be the universal symbol for peace, because peace leads to prosperity, prosperity leads to decadence, and decadence leads to diabetes.
Jarod Kintz (This Book is Not for Sale)
We all colour devotion according to our own likings and dispositions. One man sets great value on fasting, and believes himself to be leading a very devout life, so long as he fasts rigorously, although the while his heart is full of bitterness;–and while he will not moisten his lips with wine, perhaps not even with water, in his great abstinence, he does not scruple to steep them in his neighbour’s blood, through slander and detraction.
Francis de Sales (Introduction to the Devout Life)
The true elitists in the literary world are the ones who have become annoyed by literary ambition in any form, who have converted the very meaning of ambition so totally that it now registers as an act of disdain, a hostility to the poor common reader, who should never be asked to do anything that might lead to a pulled muscle. (What a relief to be told there's no need to bother with a book that might seem thorny, or abstract, or unusual.) The elitists are the ones who become angry when it is suggested to them that a book with low sales might actually deserve a prize (...) and readers were assured that the low sales figures for some of the titles could only mean that the books had failed our culture's single meaningful literary test.
Ben Marcus
Feedback doesn’t tell you about yourself. It tells you about the person giving the feedback. In other words, if someone says your work is gorgeous, that just tells you about *their* taste. If you put out a new product and it doesn’t sell at all, that tells you something about what your audience does and doesn’t want. When we look at praise and criticism as information about the people giving it, we tend to get really curious about the feedback, rather than dejected or defensive.
Tara Mohr (Playing Big: Practical Wisdom for Women Who Want to Speak Up, Create, and Lead)
Don't get upset with your imperfections. It's a great mistake because it leads nowhere - to get angry because you are angry, upset at being upset, depressed at being depressed, disappointed because you are disappointed. So don't fool yourself. Simply surrender to the Power of God's Love, which is always greater than our weakness.
Francis de Sales
A business is in alignment if it’s employees feel a sense of fulfillment from working for the business and its customers feel a sense of fulfillment from buying from the business. In this case, fulfillment is in both the exhale and the inhale of the businesses activity. And this cycle of fulfillment will lead to sales and profits.
Hendrith Vanlon Smith Jr. (The Wealth Reference Guide: An American Classic)
You need to position yourself to your referral sources and your current clients as providing exceptional value and experiences in everything you do
Timothy M. Houston (Leads To Referrals)
the true power of technology in marketing is relationship building.
Josh Turner (Connect: The Secret LinkedIn Playbook To Generate Leads, Build Relationships, And Dramatically Increase Your Sales)
Growing tired of dishing out expensive cat food, Paulette started leaving sales receipts next to the bowl. Surely that would lead to some appreciation.
Bruce Rousseau (French Tango)
Stretch out your hand to Him like a little child to his father so that He may lead you on.
Francis de Sales
If you want to make more money by closing online leads, you have to pick up the damn phone. If you have more usernames and passwords than customers you are doing it wrong.
Chris Smith (The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales)
A hunter’s meal is in proportion to his skill.
Matshona Dhliwayo
Here’s what you need to know most about leadership: Lead your own life first. The only thing in this world that will dependably happen from the top down is the digging of your grave.
Stan Slap
I painted my walls yellow, with melted butter, because I recently discovered that I had a popcorn ceiling. It’s this kind of reasoning that leads me to think I might make a great politician. Vote for me because hey, I can’t be worse than the other guy.
Jarod Kintz (This Book is Not for Sale)
It's not about in store versus online, or physical versus virtual... business in this century is often but not always about omni-channel distribution and getting leads and sales through a variety of platforms that may include all of the above or unique combinations.
Hendrith Vanlon Smith Jr.
The better analogy is paint that contains lead. When it became undeniable that lead was harmful, no one declared that houses should never be painted again. Instead after pressure and legislation, lead-free paints became the new standard. Smart people simply waited to buy paint until there was a safe version on sale. Similarly, smart people should delete their accounts until nontoxic varieties are available.
Jaron Lanier (Ten Arguments For Deleting Your Social Media Accounts Right Now)
When we look back, it becomes clear that the acts and accomplishments of human beings are the signatures of history. Human signatures have created an enormous chasm between the joyeous light of the age of the Renaissance to the dark shadow of September 11, 2001. Those of us living on that fateful day experienced the lower depths of mankind. As an author, avid reader, world traveler, and person of enormous curiosity, my life experiences have taught me that discord often erupts from a lack of knowledge and education. To discourage future dark moments, I believe we must nourish the minds of our young with learning that creates understanding between ethnic and religious groups. Perhaps understanding will lead to a marvelous day when we take a last fleeting look at violence so harmful to so many. I sincerely believe that nothing will further the cause of peace more than the education of our young. I would like for readers to know that a percentage of the profits from the sale of this book will be devoted to the cause of education. May all roads lead to peace.
Jean Sasson (Growing Up bin Laden: Osama's Wife and Son Take Us Inside Their Secret World)
leads to relationship. That's not the life cycle, that's the life cycle of sales.
Jeffrey Gitomer (Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER (Jeffrey Gitomer's Little Book Series))
Some leaders lead from the front.
Rajen Jani (Once Upon A Time: 100 Management Stories)
If you’re willing to do the work, I will teach you what to do.
Eric Lofholm (The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales)
The universe rewards people who take action differently than those who don’t.
Eric Lofholm (The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales)
In sales, you don’t have to be good to earn a living. There are many average sales people who earn a decent living. But why just earn a living? Why not be extraordinary?
Eric Lofholm (The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales)
If everyone’s saying they offer the “leading solution,” what’s the customer to think? We can tell you what their response will be: “Great—give me 10 percent off.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
A great band name would be Tickling Whiskers. Especially if the lead singer is a cat. I’d love to audition for backup dancer.
Jarod Kintz (This Book is Not for Sale)
Discover your driving mission; then redefine your business around it. That, in turn, will lead you to discover your market's blue ocean.
Matthew Owen Pollard (The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone)
A word-of-mouth conversation by a new customer leads to an almost $200 increase in restaurant sales.
Jonah Berger (Contagious: Why Things Catch On)
We all hate aristocrats, but we’d like to be one.
Michael Masterson (Great Leads: The Six Easiest Ways to Start Any Sales Message)
The most important thing for any business is marketing and sales.
Josh Turner (Booked: The digital marketing and social media appointment setting system for anyone looking for a steady stream of leads, appointments, and new clients.)
If we oversold or underdelivered, then it wasn’t a sale; it was a lie. Lying is easy; selling is hard. A great salesperson sells in a way that leads to trust and repeat business.
Rick Page (Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale)
Selling equals service. When you sell, sell from honesty, integrity, and compassion. It is not about a hard sell, it is about a heart sell. Selling is about leading and moving people to action.
Eric Lofholm (The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales)
Identify your unique benefits. Develop commercial insight that challenges customers’ thinking. Package commercial insight in compelling messages that “lead to.” Equip reps to challenge customers.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
Almost all those who have written concerning the devout life have had chiefly in view persons who have altogether quitted the world; or at any rate they have taught a manner of devotion which would lead to such total retirement. But my object is to teach those who are living in towns, at court, in their own households, and whose calling obliges them to a social life, so far as externals are concerned.
Francis de Sales (Introduction to the Devout Life - Enhanced Version)
Giselle Chapman was hired by Bristol-Myers Squibb, one of the leading pharmaceutical companies at that time. She became their number one sales representative, and went on to form her own consulting company.
Mark Goulston (Real Influence: Persuade Without Pushing and Gain Without Giving In)
challenging market, when so many of our customers are struggling to control costs, our engineers have been reconfiguring our portfolio into industry-leading suites of cost-reduction technologies and services.
Jeff Thull (Mastering the Complex Sale: How to Compete and Win When the Stakes are High!)
Since the values of the market were the highest criteria, persons also became valued as commodities which could be bought and sold. A person's worth is then his salable market value, whether it is skill or 'personality' that is up for sale. [...] The market value, then, becomes the individual's valuation of himself, so that self-confidence and 'self-feeling' (ones experience of identity with one's self) are largely reflections of what others think of one, in this case the 'others' being those who represent the market. Thus contemporary economic processes have contributed not only to an alienation of man from man, but likewise to 'self-alienation' - an alienation of the individual from himself. As Fromm very well summarizes the point: Since modern man experiences himself both as the seller and as the commodity to be sold on the market, his self-esteem depends on conditions beyond his control. If he is 'successful,' he is valuable; if he is not, he is worthless. The degree of insecurity which results from this orientation can hardly be overestimated. If one feels that one's own value is not constituted primarily by the human qualities one possesses, but by one's succes on a competitive market with ever-changing conditions, one's self-esteem is bound to be shaky and in constant need of confirmation by others. [Erich Fromm, Man for himself] In such a situation one is driven to strive relentlessly for 'succes'; this is the chief way to validate ones self and to allay anxiety. And any failure in the competitive struggle is a threat to the quasi-esteem for one's self - which, quasi though it be, is all one has in such a situation. This obviously leads to powerful feelings of helplessness and inferiority. [p.169f]
Rollo May (The Meaning of Anxiety)
Hey I'm Lloyd and I help entrepreneurs tap into the abundance and lifestyle freedom and internet marketers increase leads and conversions through efficient sales funnels, pay per click and strategic internet marketing ideas.
Lloyd Knapman
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))
Selling is the art of asking the right questions to get the minor yeses that allow you to lead your prospect to the major decision. It’s a simple function, and the final sale is nothing more than the sum total of all your yeses.
Tom Hopkins (How to Master the Art of Selling)
Eng8ge is a web marketing services company in Singapore. We help SMEs connect with their customers online, thereby generating more sales opportunities, leading to higher revenue. Our core services comprise web design, GMB optimisation, social media management, PPC advertising, SEO, and online content writing - collectively known as Online Presence Managed Services. Being managed services, customers needn't worry about on-going support and maintenance as we'll take care of them.
Web Marketing Services
Girls mature faster than boys, cost more to raise, and statistics show that the old saw about girls not knowing about money and figures is a myth. Girls start to outspend boys before puberty—and they manage to maintain this lead until death or an ugly credit manager, whichever comes first. Males are born with a closed fist. Girls are born with the left hand cramped in a position the size of an American Express card. Whenever a girl sees a sign reading, “Sale, Going Out of Business, Liquidation,” saliva begins to form in her mouth, the palms of her hands perspire and the pituitary gland says, “Go, Mama.” In the male, it is quite a different story. He has a gland that follows a muscle from the right arm down to the base of his billfold pocket. It's called “cheap.” Girls can slam a door louder, beg longer, turn tears on and off like a faucet, and invented the term, “You don't trust me.” So much for “sugar and spice and everything nice” and “snips and snails and puppydog tails.
Erma Bombeck (Motherhood: The Second Oldest Profession)
I train for the winning moments, hoping all those seconds off the clock will lead to firsts. I train for seconds, that’s all—not even a cumulative minute—and that’s why I only ever earn seconds. Still, I’d rather have time and silver than gold and sweat.
Jarod Kintz (This Book is Not for Sale)
Nothing requires a higher level of emotional control than asking for something and subsequently dealing with objections. This leads us again to the single most important lesson in this book: In every sales conversation, the person who exerts the greatest amount of emotional control has the highest probability of getting the outcome they desire. You must first gain control of your emotions before you can influence the emotions of other people. Getting past no in all its various forms, begins and ends with emotional control.
Jeb Blount (Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No (Jeb Blount))
Television is the most insidious form of escape known to man. It is the leading medication in the production of catatonia, cutting attention spans down to nothing, and as result will gut the sales of this book. And nobody gives a rat's ass because everyone's catatonic.
Tommy Walker (Monstrous: The Autobiography of a Serial Killer but for the Grace of God)
A plank is a luxury to a drowning person. It becomes the best option to reach the shore, but it’s hardly noticed from the shore; sales leads are like planks we don’t know the use till we have nothing to use, we miss many small ones while targeting the big ones, remember! It takes many planks to build a boat.
Shahenshah Hafeez Khan
Anger over Garner’s death is understandable. No one should die for selling untaxed cigarettes or even for resisting arrest, though the officers certainly did not intend to kill Garner, and a takedown may be justified when a suspect resists. Protests initially centered on the officer’s seeming use of a choke-hold, which is banned by NYPD policy. But critics of the NYPD expanded the campaign against the police to include misdemeanor enforcement itself. This is pure opportunism. There is no connection between the theory and practice of quality-of-life enforcement, on the one hand, and Garner’s death, on the other. It was Garner’s resistance to arrest that triggered the events leading to his death, however disproportionate that outcome, not the policing of illegal cigarette sales. Suspects resist arrest for all sorts of crimes. The only way to prevent the remote possibility of death following an attempted arrest, beyond eliminating the use of choke-holds (if that is indeed what caused Garner’s heart attack), is to make no arrests at all, even for felonies.
Heather Mac Donald (The War on Cops: How the New Attack on Law and Order Makes Everyone Less Safe)
The government system we have now is set up just like that of Rome and is changing into a system I call Corpocracism (Babylon, United States). Corpocracism is a word derived from some entities of feudalism, democracy, capitalism, classism, and corporatism to form a government system into a dictatorship and police state. This system is being brought about by a group of people in our own government, corporations, financial institutions and foreign entities. It is an ideology of hypocrisy that is leading to an JerUSAlem (America) that will sale off every aspect of its nations people to be captive to foreign entities such as corporations, governments, lawyers, financial institutions, banks, individuals and groups of individuals.
Brian David Mattson (JerUSAlem and the Blood of Jesus)
When I was in the advertising business, I used to offer free seminars to advertisers about how to create better ads (the material in this chapter being the content). That was not so long ago, but since then the Internet has ballooned to major significance. If I were selling advertising today, I’d have that seminar online. Think of how this cuts down on your travel expenses. I used to fly all over creation to deliver those seminars. And appointments were harder to get. The education-based marketing concept that you learned in Chapter Four works hand in glove with the ability to do things over the Internet. Here’s the pitch I’d do today: “How would you like to learn to make your advertising literally 10 times more effective? And you can do it right from the comfort of your favorite office chair.” It’s hard to resist such an offer. There are many examples I could give you to flesh out the model of turning your Web site into a community. The examples below are simple and some are even silly, but each shows how far this concept can go and how it helps you capture more leads and build a better brand.
Chet Holmes (The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies)
Not every customer is interested in your product. However, they are interested in themselves. Over-explaining the product may lead to information overload and losing the sale entirely. It’s best to focus on painting a mental picture of what the customer’s life may look like when they buy your product. Once they’ve mentally bought in, then provide all relevant information needed to succeed in using your product.
JetSet (Josh King Madrid, JetSetFly)
When people gather together in unexpected ways, it inevitably spurs innovation—the third goal driving our programs. Amazon lists 54,950 books on innovation for sale, presenting many competing and often conflicting theories. Google, of course, has a number of approaches, but the most salient one is the way we use our benefits and also our environment to increase the number of “moments of serendipity” that spark creativity.
Laszlo Bock (Work Rules!: Insights from Inside Google That Will Transform How You Live and Lead)
When salespeople lead with their product or service, it is impossible to be perceived as consultants or trusted advisors. It makes it as clear as day that the salesperson believes the relationship and sale are centered on his offering, not the customer and its needs. It’s as if the salesperson is begging the customer to put his offering’s features and price on a spreadsheet to be compared against every competitors’ features and price.
Mike Weinberg (Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team)
I believe I know best in everything I do, and if I don’t, I get trained until I have complete confidence and competence in whatever I am doing. Whether it’s making a sales call, handling my four-year-old, or operating a firearm, I want control over all my various skill sets so that I can lead in all the different areas of my life. I don’t need to be the smartest person in the room—I don’t even need to be right—but I do need to be willing to control things.
Grant Cardone (Be Obsessed or Be Average)
I'VE SAVED THE BEST FOR LAST: There is ONE technique that can work to both find the risk, and close the deal. BUT it's a delicate one that requires mastery through preparation and practice. The strategy is called: What's the risk? What's the reward? When a prospect hesitates, you simply ask him or her to list the risks of purchase. Actually write them down. Prompt others. If the prospect says "I'm not sure," you ask, "Could it be ..." After you feel the list is complete, ask the prospect to list the rewards. Write them down, and embellish as much as possible without puking on the prospect. Then eliminate the risks one by one with lead in phrases like: Suppose we could ... did you know that ... I think we can ... Then you simply ask, "can you see any other reasons not to proceed?" One at a time, brick by brick, remove the risks that the buyer perceives as fatal mistakes in his decision-making process. Then drive home the rewards, both emotionally and logically.
Jeffrey Gitomer (Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER (Jeffrey Gitomer's Little Book Series))
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)
Regardless of the circumstances, what makes the most difference in whether a girl leaves or not when that door opens up is if she believes that she has options, resources, somewhere to go, and the support she’ll need once she’s out. Without that glimmer of hope, whether it comes in the form of family, a program like GEMS, or a church community like the one that helped me, it’s unlikely that she’ll leave. And then the door will close just as quickly as it opened, leaving her feeling trapped once more. and this time even more convinced that this is the life that she’s destined to lead.
Rachel Lloyd (Girls Like Us: Fighting for a World Where Girls are Not for Sale, an Activist Finds Her Calling and Heals Herself)
By the end of 1986, the Liquidators had decontaminated more than 600 villages and towns. Army troops travelling in armoured vehicles washed Kiev’s buildings continually throughout May and June, and it became a crime to own a personal dosimeter in the city for more than two years after the accident. The government placed strict controls on the sale of fresh food; open-air stalls were banned. These restrictions lead the Head of the Central Sanitary and Epidemiological Service of the Ukraine to remark that, “thousands of ice cream, cake and soft drink stalls have vanished from the streets of Kiev.228
Andrew Leatherbarrow (Chernobyl 01:23:40: The Incredible True Story of the World's Worst Nuclear Disaster)
You want the truth? Whether you’re the senior executive or the sales manager or play both roles, hear me clearly as if I was shouting this while turning red with veins bulging from my neck: When you’re blasted with over 200 emails per day; trapped in meetings that keep you from your primary job; constantly handed (or grabbing for) the fire hose to deal with crises; buried either writing, reading, or scrambling for reports; and have almost zero control of your calendar, you are not leading anyone anywhere. Furthermore, you have exactly the sales culture you deserve—the one you’ve created, whether by design or neglect.
Mike Weinberg (Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team)
Sheepwalking I define “sheepwalking” as the outcome of hiring people who have been raised to be obedient and giving them a brain-dead job and enough fear to keep them in line. You’ve probably encountered someone who is sheepwalking. The TSA “screener” who forces a mom to drink from a bottle of breast milk because any other action is not in the manual. A “customer service” rep who will happily reread a company policy six or seven times but never stop to actually consider what the policy means. A marketing executive who buys millions of dollars’ worth of TV time even though she knows it’s not working—she does it because her boss told her to. It’s ironic but not surprising that in our age of increased reliance on new ideas, rapid change, and innovation, sheepwalking is actually on the rise. That’s because we can no longer rely on machines to do the brain-dead stuff. We’ve mechanized what we could mechanize. What’s left is to cost-reduce the manual labor that must be done by a human. So we write manuals and race to the bottom in our search for the cheapest possible labor. And it’s not surprising that when we go to hire that labor, we search for people who have already been trained to be sheepish. Training a student to be sheepish is a lot easier than the alternative. Teaching to the test, ensuring compliant behavior, and using fear as a motivator are the easiest and fastest ways to get a kid through school. So why does it surprise us that we graduate so many sheep? And graduate school? Since the stakes are higher (opportunity cost, tuition, and the job market), students fall back on what they’ve been taught. To be sheep. Well-educated, of course, but compliant nonetheless. And many organizations go out of their way to hire people that color inside the lines, that demonstrate consistency and compliance. And then they give these people jobs where they are managed via fear. Which leads to sheepwalking. (“I might get fired!”) The fault doesn’t lie with the employee, at least not at first. And of course, the pain is often shouldered by both the employee and the customer. Is it less efficient to pursue the alternative? What happens when you build an organization like W. L. Gore and Associates (makers of Gore-Tex) or the Acumen Fund? At first, it seems crazy. There’s too much overhead, there are too many cats to herd, there is too little predictability, and there is way too much noise. Then, over and over, we see something happen. When you hire amazing people and give them freedom, they do amazing stuff. And the sheepwalkers and their bosses just watch and shake their heads, certain that this is just an exception, and that it is way too risky for their industry or their customer base. I was at a Google conference last month, and I spent some time in a room filled with (pretty newly minted) Google sales reps. I talked to a few of them for a while about the state of the industry. And it broke my heart to discover that they were sheepwalking. Just like the receptionist at a company I visited a week later. She acknowledged that the front office is very slow, and that she just sits there, reading romance novels and waiting. And she’s been doing it for two years. Just like the MBA student I met yesterday who is taking a job at a major packaged-goods company…because they offered her a great salary and promised her a well-known brand. She’s going to stay “for just ten years, then have a baby and leave and start my own gig.…” She’ll get really good at running coupons in the Sunday paper, but not particularly good at solving new problems. What a waste. Step one is to give the problem a name. Done. Step two is for anyone who sees themselves in this mirror to realize that you can always stop. You can always claim the career you deserve merely by refusing to walk down the same path as everyone else just because everyone else is already doing it.
Seth Godin (Whatcha Gonna Do with That Duck?: And Other Provocations, 2006-2012)
Stepan Arkadyevitch had not chosen his political opinions or his views; these political opinions and views had come to him of themselves, just as he did not choose the shapes of his hat and coat, but simply took those that were being worn. And for him, living in a certain society—owing to the need, ordinarily developed at years of discretion, for some degree of mental activity—to have views was just as indispensable as to have a hat. If there was a reason for his preferring liberal to conservative views, which were held also by many of his circle, it arose not from his considering liberalism more rational, but from its being in closer accordance with his manner of life. The liberal party said that in Russia everything is wrong, and certainly Stepan Arkadyevitch had many debts and was decidedly short of money. The liberal party said that marriage is an institution quite out of date, and that it needs reconstruction; and family life certainly afforded Stepan Arkadyevitch little gratification, and forced him into lying and hypocrisy, which was so repulsive to his nature. The liberal party said, or rather allowed it to be understood, that religion is only a curb to keep in check the barbarous classes of the people; and Stepan Arkadyevitch could not get through even a short service without his legs aching from standing up, and could never make out what was the object of all the terrible and high-flown language about another world when life might be so very amusing in this world. And with all this, Stepan Arkadyevitch, who liked a joke, was fond of puzzling a plain man by saying that if he prided himself on his origin, he ought not to stop at Rurik and disown the first founder of his family—the monkey. And so Liberalism had become a habit of Stepan Arkadyevitch's, and he liked his newspaper, as he did his cigar after dinner, for the slight fog it diffused in his brain. He read the leading article, in which it was maintained that it was quite senseless in our day to raise an outcry that radicalism was threatening to swallow up all conservative elements, and that the government ought to take measures to crush the revolutionary hydra; that, on the contrary, "in our opinion the danger lies not in that fantastic revolutionary hydra, but in the obstinacy of traditionalism clogging progress," etc., etc. He read another article, too, a financial one, which alluded to Bentham and Mill, and dropped some innuendoes reflecting on the ministry. With his characteristic quickwittedness he caught the drift of each innuendo, divined whence it came, at whom and on what ground it was aimed, and that afforded him, as it always did, a certain satisfaction. But today that satisfaction was embittered by Matrona Philimonovna's advice and the unsatisfactory state of the household. He read, too, that Count Beist was rumored to have left for Wiesbaden, and that one need have no more gray hair, and of the sale of a light carriage, and of a young person seeking a situation; but these items of information did not give him, as usual, a quiet, ironical gratification. Having finished the paper, a second cup of coffee and a roll and butter, he got up, shaking the crumbs of the roll off his waistcoat; and, squaring his broad chest, he smiled joyously: not because there was anything particularly agreeable in his mind—the joyous smile was evoked by a good digestion.
Leo Tolstoy (Anna Karenina)
1. No cold calling. Ever. You should attempt to sell only to warm leads. 2. Before you try to sell anything, you must know how much you’re willing to pay to get a new customer. 3. A prospect who “finds” you first is more likely to buy from you than if you find him. 4. You will dramatically enhance your credibility as a salesperson by authoring, speaking, and publishing quality information. 5. Generate leads with information about solving problems, not information about the product itself. 6. You can attain the best negotiating position with customers only when your marketing generates “deal flow” that exceeds your capacity. 7. The most valuable asset you can own is a well-maintained customer database, because people who’ve already bought from you are way easier to sell to than strangers.
Perry Marshall (80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More)
What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Cold Calling 2.0: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in awhile, it generates actual results!
Aaron Ross (Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com)
In short, devotion is simply a spiritual activity and liveliness by means of which Divine Love works in us, and causes us to work briskly and lovingly; and just as charity leads us to a general practice of all God’s Commandments, so devotion leads us to practise them readily and diligently. And therefore we cannot call him who neglects to observe all God’s Commandments either good or devout, because in order to be good, a man must be filled with love, and to be devout, he must further be very ready and apt to perform the deeds of love. And forasmuch as devotion consists in a high degree of real love, it not only makes us ready, active, and diligent in following all God’s Commands, but it also excites us to be ready and loving in performing as many good works as possible, even such as are not enjoined upon us, but are only matters of counsel or inspiration.
Francis de Sales (Introduction to the Devout Life - Enhanced Version)
While advertising was once used primarily to create a sale or enhance an image, it must now be used to create awareness about Web content. • While SEO was at one time primarily a function of optimizing a Web site, it must now be a function of optimizing brand assets across social media. • While lead generation used to consist of broadcasting messages, it must now rely heavily on being found in the right place at the right time. • While lead conversion in the past often consisted of multiple sales calls to supply information, it must now supplement Web information gathering with value delivery. • While referrals used to be a simple matter of passing a name, they now rely heavily on an organization’s online reputation, ratings, and reviews. • While physical store location has always mattered, online location for the local business has become a life-and-death matter.
John Jantsch (Duct Tape Marketing Revised and Updated: The World's Most Practical Small Business Marketing Guide)
When the pandemic shut down global travel and the world’s business economy, and when the secular media, including social media giants, rejoiced with Joe Biden being in the White House, a new phrase was being written and reported publicly, “The New Global Reset.” In the past, the same concepts presented in the Great Global Reset Manifesto were called “The New World Order” or “The Globalist Agenda.” However, among knowledgeable conservatives, these older phrases were code words indicating the eventual loss of numerous freedoms that America has enjoyed, leading the nation like sheep to the slaughterhouse, causing Americans to submit to global rules and pay global taxes, allowing self-appointed rich elitists to rule over them. There is a movement to limit religious freedom by banning certain content in minister’s messages, opposing any opinions that are opposite to the manifest of this new system. Progressives have learned that confiscating guns will lead to a revolt. Their plan is to control the sale and distribution of ammo. Without ammunition, a gun is useless.
Perry Stone (America's Apocalyptic Reset: Unmasking the Radical's Blueprints to Silence Christians, Patriots, and Conservatives)
The public offering occurred exactly one week after Toy Story’s opening. Jobs had gambled that the movie would be successful, and the risky bet paid off, big-time. As with the Apple IPO, a celebration was planned at the San Francisco office of the lead underwriter at 7 a.m., when the shares were to go on sale. The plan had originally been for the first shares to be offered at about $14, to be sure they would sell. Jobs insisted on pricing them at $22, which would give the company more money if the offering was a success. It was, beyond even his wildest hopes. It exceeded Netscape as the biggest IPO of the year. In the first half hour, the stock shot up to $45, and trading had to be delayed because there were too many buy orders. It then went up even further, to $49, before settling back to close the day at $39. Earlier that year Jobs had been hoping to find a buyer for Pixar that would let him merely recoup the $50 million he had put in. By the end of the day the shares he had retained—80% of the company—were worth more than twenty times that, an astonishing $1.2 billion. That was about five times what he’d made when Apple went public in 1980.
Walter Isaacson (Steve Jobs)
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 other words, you have been hypnotized or conditioned by an educational processing-system arranged in grades or steps, supposedly leading to some ultimate Success. First nursery school or kindergarten, then the grades or forms of elementary school, preparing you for the great moment of secondary school! But then more steps, up and up to the coveted goal of the university. Here, if you are clever, you can stay on indefinitely by getting into graduate school and becoming a permanent student. Otherwise, you are headed step by step for the great Outside World of family-raising, business, and profession. Yet graduation day is a very temporary fulfillment, for with your first sales-promotion meeting you are back in the same old system, being urged to make that quota (and if you do, they’ll give you a higher quota) and so progress up the ladder to sales manager, vice-president, and, at last, president of your own show (about forty to forty-five years old). In the meantime, the insurance and investment people have been interesting you in plans for Retirement—that really ultimate goal of being able to sit back and enjoy the fruits of all your labors. But when that day comes, your anxieties and exertions will have left you with a weak heart, false teeth, prostate trouble, sexual impotence, fuzzy eyesight, and a vile digestion.
Alan W. Watts (The Book: On the Taboo Against Knowing Who You Are)
Leave . . . town? Really, Mr. Skukman, that might be taking matters a bit far. Why, the social season has just begun, and ticket sales have been quite brisk. Besides that, everyone knows that Mr. Grimstone, that oh-so-mysterious playwright of The Lady in the Tower, specifically requested that I play the part of the lead heroine. He’s certainly not going to be pleased if I abandon the role before the season gets into full swing. Why, he, as well as the theater, could suffer extensive losses.” “Losses or not, Mr. Grimstone will have no say in this, Miss Plum. Quite honestly, given his obvious esteem for you and your acting abilities, I have to imagine he’d prefer to find out you’ve gone missing over finding out you’ve stopped breathing.” “Silas doesn’t want to kill me, Mr. Skukman. He wants to acquire me.” “You and I both know you’d never allow him to acquire you, and from what I just saw down in the lobby, the man seems to be on the verge of losing his sanity. There’s a look in his eyes I don’t care for at all, which is why we’re going to get you into a hansom cab and on your way to Mrs. Hart’s brownstone. Once you’re there, I need you to pack as quickly as possible. I’ll be around to fetch you just as soon as I’m able.” “You want me to hire a cab instead of traveling to Abigail’s in my own carriage?” “Indeed. It’s not a complete secret that you now live with Mrs. Hart, which means it won’t be too difficult for Silas to discover your direction after he learns you no longer reside in the Lower East Side. I’m going to try and feed him a false trail that will hopefully allow us precious time to get away.” Before Lucetta had an opportunity to voice another protest, she found herself sitting in a musty smelling hansom cab, barreling down Broadway at a high rate of speed, the speed brought about from the extra money she’d seen Mr. Skukman hand the driver. Feeling
Jen Turano (Playing the Part (A Class of Their Own, #3))
Lucid Motors was started under the name Atieva (which stood for “advanced technologies in electric vehicle applications” and was pronounced “ah-tee-va”) in Mountain View in 2008 (or December 31, 2007, to be precise) by Bernard Tse, who was a vice president at Tesla before it launched the Roadster. Hong Kong–born Tse had studied engineering at the University of Illinois, where he met his wife, Grace. In the early 1980s, the couple had started a computer manufacturing company called Wyse, which at its peak in the early 1990s registered sales of more than $480 million a year. Tse joined Tesla’s board of directors in 2003 at the request of his close friend Martin Eberhard, the company’s original CEO, who sought Tse’s expertise in engineering, manufacturing, and supply chain. Tse would eventually step off the board to lead a division called the Tesla Energy Group. The group planned to make electric power trains for other manufacturers, who needed them for their electric car programs. Tse, who didn’t respond to my requests to be interviewed, left Tesla around the time of Eberhard’s departure and decided to start Atieva, his own electric car company. Atieva’s plan was to start by focusing on the power train, with the aim of eventually producing a car. The company pitched itself to investors as a power train supplier and won deals to power some city buses in China, through which it could further develop and improve its technology. Within a few years, the company had raised about $40 million, much of it from the Silicon Valley–based venture capital firm Venrock, and employed thirty people, mostly power train engineers, in the United States, as well as the same number of factory workers in Asia. By 2014, it was ready to start work on a sedan, which it planned to sell in the United States and China. That year, it raised about $200 million from Chinese investors, according to sources close to the company.
Hamish McKenzie (Insane Mode: How Elon Musk's Tesla Sparked an Electric Revolution to End the Age of Oil)
Professor Joseph Stiglitz, former Chief Economist of the World Bank, and former Chairman of President Clinton's Council of Economic Advisers, goes public over the World Bank’s, “Four Step Strategy,” which is designed to enslave nations to the bankers. I summarise this below, 1. Privatisation. This is actually where national leaders are offered 10% commissions to their secret Swiss bank accounts in exchange for them trimming a few billion dollars off the sale price of national assets. Bribery and corruption, pure and simple. 2. Capital Market Liberalization. This is the repealing any laws that taxes money going over its borders. Stiglitz calls this the, “hot money,” cycle. Initially cash comes in from abroad to speculate in real estate and currency, then when the economy in that country starts to look promising, this outside wealth is pulled straight out again, causing the economy to collapse. The nation then requires International Monetary Fund (IMF) help and the IMF provides it under the pretext that they raise interest rates anywhere from 30% to 80%. This happened in Indonesia and Brazil, also in other Asian and Latin American nations. These higher interest rates consequently impoverish a country, demolishing property values, savaging industrial production and draining national treasuries. 3. Market Based Pricing. This is where the prices of food, water and domestic gas are raised which predictably leads to social unrest in the respective nation, now more commonly referred to as, “IMF Riots.” These riots cause the flight of capital and government bankruptcies. This benefits the foreign corporations as the nations remaining assets can be purchased at rock bottom prices. 4. Free Trade. This is where international corporations burst into Asia, Latin America and Africa, whilst at the same time Europe and America barricade their own markets against third world agriculture. They also impose extortionate tariffs which these countries have to pay for branded pharmaceuticals, causing soaring rates in death and disease.
The climate for relationships within an innovation group is shaped by the climate outside it. Having a negative instead of a positive culture can cost a company real money. During Seagate Technology’s troubled period in the mid-to-late 1990s, the company, a large manufacturer of disk drives for personal computers, had seven different design centers working on innovation, yet it had the lowest R&D productivity in the industry because the centers competed rather than cooperated. Attempts to bring them together merely led people to advocate for their own groups rather than find common ground. Not only did Seagate’s engineers and managers lack positive norms for group interaction, but they had the opposite in place: People who yelled in executive meetings received “Dog’s Head” awards for the worst conduct. Lack of product and process innovation was reflected in loss of market share, disgruntled customers, and declining sales. Seagate, with its dwindling PC sales and fading customer base, was threatening to become a commodity producer in a changing technology environment. Under a new CEO and COO, Steve Luczo and Bill Watkins, who operated as partners, Seagate developed new norms for how people should treat one another, starting with the executive group. Their raised consciousness led to a systemic process for forming and running “core teams” (cross-functional innovation groups), and Seagate employees were trained in common methodologies for team building, both in conventional training programs and through participation in difficult outdoor activities in New Zealand and other remote locations. To lead core teams, Seagate promoted people who were known for strong relationship skills above others with greater technical skills. Unlike the antagonistic committees convened during the years of decline, the core teams created dramatic process and product innovations that brought the company back to market leadership. The new Seagate was able to create innovations embedded in a wide range of new electronic devices, such as iPods and cell phones.
Harvard Business School Press (HBR's 10 Must Reads on Innovation (with featured article "The Discipline of Innovation," by Peter F. Drucker))
HER HUSBAND’S ALMOST HOME. He’ll catch her this time. There isn’t a scrap of curtain, not a blade of blind, in number 212—the rust-red townhome that once housed the newlywed Motts, until recently, until they un-wed. I never met either Mott, but occasionally I check in online: his LinkedIn profile, her Facebook page. Their wedding registry lives on at Macy’s. I could still buy them flatware. As I was saying: not even a window dressing. So number 212 gazes blankly across the street, ruddy and raw, and I gaze right back, watching the mistress of the manor lead her contractor into the guest bedroom. What is it about that house? It’s where love goes to die. She’s lovely, a genuine redhead, with grass-green eyes and an archipelago of tiny moles trailing across her back. Much prettier than her husband, a Dr. John Miller, psychotherapist—yes, he offers couples counseling—and one of 436,000 John Millers online. This particular specimen works near Gramercy Park and does not accept insurance. According to the deed of sale, he paid $3.6 million for his house. Business must be good. I know both more and less about the wife. Not much of a homemaker, clearly; the Millers moved in eight weeks ago, yet still those windows are bare, tsk-tsk. She practices yoga three times a week, tripping down the steps with her magic-carpet mat rolled beneath one arm, legs shrink-wrapped in Lululemon. And she must volunteer someplace—she leaves the house a little past eleven on Mondays and Fridays, around the time I get up, and returns between five and five thirty, just as I’m settling in for my nightly film. (This evening’s selection: The Man Who Knew Too Much, for the umpteenth time. I am the woman who viewed too much.) I’ve noticed she likes a drink in the afternoon, as do I. Does she also like a drink in the morning? As do I? But her age is a mystery, although she’s certainly younger than Dr. Miller, and younger than me (nimbler, too); her name I can only guess at. I think of her as Rita, because she looks like Hayworth in Gilda. “I’m not in the least interested”—love that line. I myself am very much interested. Not in her body—the pale ridge of her spine, her shoulder blades like stunted wings, the baby-blue bra clasping her breasts: whenever these loom within my lens, any of them, I look away—but in the life she leads. The lives. Two more than I’ve got.
A.J. Finn (The Woman in the Window)
The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away from team members and distractions, puts her phone on Do Not Disturb (DND), closes her door, or chooses to work for a few hours from the local Panera Bread café, the more productive she’ll likely be. In general, top producers in sales tend to exhibit a characteristic I’ve come to describe as being selfishly productive. The seller who best blocks out the rest of the world, who maintains obsessive control of her calendar, who masters focusing solely on her own highest-value revenue-producing activities, who isn’t known for being a “team player,” and who is not interested in playing good corporate citizen or helping everyone around her, is typically a highly effective seller who ends up on top of the sales rankings. Contrary to popular opinion, being selfish is not bad at all. In fact, for an individual contributor salesperson, it is a highly desirable trait and a survival skill, particularly in today’s crazed corporate environment where everyone is looking to put meetings on your calendar and take you away from your primary responsibilities! Now let’s switch gears and look at the sales manager’s role and responsibilities. How well would it work to have a sales manager who kept her office phone on DND and declined almost every incoming call to her mobile phone? Do we want a sales manager who closes her office door, is concerned only about herself, and is for the most part inaccessible? No, of course not. The successful sales manager doesn’t win on her own; she wins through her people by helping them succeed. Think about other key sales management responsibilities: Leading team meetings. Developing talent. Encouraging hearts. Removing obstacles. Coaching others. Challenging data, false assumptions, wrong attitudes, and complacency. Pushing for more. Putting the needs of your team members ahead of your own. Hmmm. Just reading that list again reminds me why it is often so difficult to transition from being a top producer in sales into a sales management role. Aside from the word sales, there is truly almost nothing similar about the positions. And that doesn’t even begin to touch on corporate responsibilities like participating on the executive committee, dealing with human resources compliance issues, expense management, recruiting, and all the other burdens placed on the sales manager. Again,
Mike Weinberg (Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team)
The heart of rock will always remain a primal world of action. The music revives itself over and over again in that form, primitive rockabilly, punk, hard soul and early rap. Integrating the world of thought and reflection with the world of primitive action is *not* a necessary skill for making great rock 'n' roll. Many of the music's most glorious moments feel as though they were birthed in an explosion of raw talent and creative instinct (some of them even were!). But ... if you want to burn bright, hard *and* long, you will need to depend on more than your initial instincts. You will need to develop some craft and a creative intelligence that will lead you *farther* when things get dicey. That's what'll help you make crucial sense and powerful music as time passes, giving you the skills that may also keep you alive, creatively and physically. The failure of so many of rock's artists to outlive their expiration date of a few years, make more than a few great albums and avoid treading water, or worse, I felt was due to the misfit nature of those drawn to the profession. These were strong, addictive personalities, fired by compulsion, narcissism, license, passion and an inbred entitlement, all slammed over a world of fear, hunger and insecurity. That's a Molotov cocktail of confusion that can leave you unable to make, or resistant to making, the lead of consciousness a life in the field demands. After first contact knocks you on your ass, you'd better have a plan, for some preparedness and personal development will be required if you expect to hang around any longer than your fifteen minutes. Now, some guys' five minutes are worth other guys' fifty years, and while burning out in one brilliant supernova will send record sales through the roof, leave you living fast, dying young, leaving a beautiful corpse, there *is* something to be said for living. Personally, I like my gods old, grizzled and *here*. I'll take Dylan; the pirate raiding party of the Stones; the hope-I-get-very-old-before-I-die, present live power of the Who; a fat, still-mesmerizing-until-his-death Brando—they all suit me over the alternative. I would've liked to have seen that last Michael Jackson show, a seventy-year-old Elvis reinventing and relishing in his talents, where Jimi Hendrix might've next taken the electric guitar, Keith Moon, Janis Joplin, Kurt Cobain and all the others whose untimely deaths and lost talents stole something from the music I love, living on, enjoying the blessings of their gifts and their audience's regard. Aging is scary but fascinating, and great talent morphs in strange and often enlightening ways. Plus, to those you've received so much from, so much joy, knowledge and inspiration, you wish life, happiness and peace. These aren't easy to come by.
Bruce Springsteen (Born to Run)
As the liberal sees it, the task of the state consists solely and exclusively in guaranteeing the protection of life, health, liberty, and private property against violent attacks. Everything that goes beyond this is an evil. A government that, instead of fulfilling its task, sought to go so far as actually to infringe on personal security of life and health, freedom, and property would, of course, be altogether bad. Still, as Jacob Burckhardt says, power is evil in itself, no matter who exercises it. It tends to corrupt those who wield it and leads to abuse. Not only absolute sovereigns and aristocrats, but the masses also, in whose hands democracy entrusts the supreme power of government, are only too easily inclined to excesses. In the United States, the manufacture and sale of alcoholic beverages are prohibited. Other countries do not go so far, but nearly everywhere some restrictions are imposed on the sale of opium, cocaine, and similar narcotics. It is universally deemed one of the tasks of legislation and government to protect the individual from himself. Even those who otherwise generally have misgivings about extending the area of governmental activity consider it quite proper that the freedom of the individual should be curtailed in this respect, and they think that only a benighted doctrinairism could oppose such prohibitions. Indeed, so general is the acceptance of this kind of interference by the authorities in the life of the individual that those who, are opposed to liberalism on principle are prone to base their argument on the ostensibly undisputed acknowledgment of the necessity of such prohibitions and to draw from it the conclusion that complete freedom is an evil and that some measure of restriction must be imposed upon the freedom of the individual by the governmental authorities in their capacity as guardians of his welfare. The question cannot be whether the authorities ought to impose restrictions upon the freedom of the individual, but only how far they ought to go in this respect. No words need be wasted over the fact that all these narcotics are harmful. The question whether even a small quantity of alcohol is harmful or whether the harm results only from the abuse of alcoholic beverages is not at issue here. It is an established fact that alcoholism, cocainism, and morphinism are deadly enemies of life, of health, and of the capacity for work and enjoyment; and a utilitarian must therefore consider them as vices. But this is far from demonstrating that the authorities must interpose to suppress these vices by commercial prohibitions, nor is it by any means evident that such intervention on the part of the government is really capable of suppressing them or that, even if this end could be attained, it might not therewith open up a Pandora's box of other dangers, no less mischievous than alcoholism and morphinism. Whoever is convinced that indulgence or excessive indulgence in these poisons is pernicious is not hindered from living abstemiously or temperately. This question cannot be treated exclusively in reference to alcoholism, morphinism, cocainism, etc., which all reasonable men acknowledge to be evils. For if the majority of citizens is, in principle, conceded the right to impose its way of life upon a minority, it is impossible to stop at prohibitions against indulgence in alcohol, morphine, cocaine, and similar poisons. Why should not what is valid for these poisons be valid also for nicotine, caffeine, and the like? Why should not the state generally prescribe which foods may be indulged in and which must be avoided because they are injurious? In sports too, many people are prone to carry their indulgence further than their strength will allow. Why should not the state interfere here as well? Few men know how to be temperate in their sexual life, and it seems especially difficult for aging persons to understand that they should cease entirel
Ludwig von Mises (Liberalism: The Classical Tradition)
An obvious and high-value application of kill criteria has to do with funnel management for a business’s sales function. A big problem for sellers is managing all the opportunities at the top of the funnel: Which do you pursue? And, once you’ve started pursuing a lead, when do you give up on it?
Annie Duke (Quit: The Power of Knowing When to Walk Away)
If coding is an obstacle for you, you can get great results using this book’s methodology with a website builder tool like SquareSpace, Wix, Shopify, BigCommerce (a former client of ours), WebFlow, LeadPages, Unbounce, ClickFunnels, or PageWiz. Then, imagine how easy it is to get visitors once you have created a website that people love and that has a huge lifetime customer value. Advertising becomes simple when you can afford to outbid all the competition. SEO is a piece of cake when you have a website that people want to link to.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Please get in touch We love feedback! We plan to update the book often—particularly the eBook version. So please let us know if you notice anything you think is inaccurate, wrong, or missing. Just email us at feedback@conversion-rate-experts.com. If we incorporate your changes, we’ll add you to the list of supporters at the end of the book. Also, if you’d like to spread the word, the authors are available for interviews, opinion pieces, and odd jobs around the home. Just email oddjobs@conversion-rate-experts.com.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Clickmug. in is a top-notch, digital marketing agency in Delhi NCR, we strive to understand our client’s business goals. We believe in transparency, integrity, and sincerity. We work with passion and commitment to convert your business into a brand. We analyze, strategize and conceptualize each and every online campaign to achieve optimum growth and return on investment. We are focused on improving leads and sales for your business.
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Adjusting the public record in the West was certainly more complicated than it was at home, and vastly more expensive. Tony Blair guarded the financial details of his consultancy work as jealously as Nazarbayev guarded the details of his kickbacks, but the three-term prime minister’s services were said to cost Kazakhstan $13 million a year. Blair understood when to use light, when darkness. Back in 2006, investigators from the Serious Fraud Office chasing down bribery related to the sale of British fighter jets to Saudi Arabia had tried to inspect the middlemen’s Swiss accounts. The House of Saud had sent word that such interference in their affairs would cause them to cancel the next multibillion-dollar batch of planes from BAE Systems, formerly British Aerospace. Blair’s government halted the SFO investigation, on the grounds of Saudi Arabia’s invaluable assistance in heading off attacks by adherents of the jihadism the kingdom itself sponsored. For Sir Dick Evans, a lifelong arms dealer who had risen to the chairmanship of BAE and been questioned by the SFO’s bribery investigators as they homed in on their targets, this represented a bullet dodged at the last second. His next profitable course would lead to Kazakhstan, to set up an airline, Astana Air.
Tom Burgis (Kleptopia How Dirty Money is Conquering the World & The Looting Machine By Tom Burgis 2 Books Collection Set)
Being able to figure out quickly what works and what doesn’t can mean the difference between survival and extinction.” —Hal Varian, Google Chief Economist “If you double the number of experiments you do per year you’re going to double your inventiveness.” —Jeff Bezos, CEO of Amazon
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
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)
Who is this content for? Where are they in the buying journey? What keeps them up at night? What problem can I help them solve? What’s their path to the solution? What’s the best way to deliver the solution? How can I meet my customers where they are? Why should they care?
Henry Adaso (Content Mapping: Unlocking the Power of Content to Increase Engagement, Leads and Sales)
Tools for click-mapping We often use Crazy Egg, Hotjar, and Clicktale, and several A/B testing tools that include similar functionality. Alternatives include Fullstory, Inspectlet, Decibel Insight, Jaco, Lucky Orange, MouseStats, Ptengine, and userTrack.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Tools for tracking what people are saying about you The following tools can be useful for tracking mentions: Moz Fresh Web Explorer, Google Alerts, Talkwalker Alerts, Mention, Ninja Outreach, Twitter Search, BuzzSumo, and Facebook. Salesforce Marketing Cloud provides powerful tools for real-time analysis and monitoring of social media.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Tools for form analytics Options for form analytics include Clicktale, Hotjar, Formisimo, Decibel Insight, SessionCam, and Inspectlet.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
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)
Tools for surveying We often use whichever survey tools our clients use. Popular options include SurveyMonkey, Google Forms (which has few features, but is agile), Survey Gizmo, Medallia Digital, Survey Anyplace (specifically for mobile), Wufoo, Clicktools, Polldaddy, Typeform, and Uservoice
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Tools for exit surveys iPerceptions provides a ready-made way of implementing exit surveys. You can also create them using Usabilla, Informizely, Qualaroo, Hotjar, Medallia Digital, and ForeSee.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Speak to salespeople (what we call “VOC Aggregators”)—people who have sold face-to-face the same type of product—or similar products.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Empathy always leads to human bonding. This changes your status from a sales person to a wellwisher. And who doesn’t like to listen to recommendations by a well-wisher?
Pooja Agnihotri (The Art of Running a Successful Wedding Services Business: The Missing Puzzle Piece You’re Looking For)
Learn All About The Benefits of Conversion Rate Optimization for Websites? A conversion rate tells the percentage of the users who finished the desired action, the desired action can be the completion of any web form, sign up, or purchase of any products, etc. The process in which a website and its content are enhanced to generate conversion is known as Conversion Rate Optimization (CRO). This process helps a business to increase the number of high leads, increase income, decrease the purchasing cost, gain valuable customers, and most importantly, provide business growth. conversion-rate-optimization A website can obtain many benefits from the Conversion Rate Optimization Strategies. We have discussed some of these benefits below. 1. Homepage A homepage does not only play the role of making the first impression on the website visitors. But it also is a great opportunity to attract more visitors and take them further into your website. This can easily be done by adding links to your product's information on the homepage, for instance, having a free sign-up option or adding a small chatbox on the homepage to ask questions from the website visitors during their browsing time. These strategies can be considered as Effective Conversion Optimization Strategies that you can use for your website. 2. Landing Pages The landing pages play a great role in obtaining visitors to your website. These pages guide the visitors to purchase products or services from you. For example, a page is describing a product and also has a link to the webpage where you can purchase the product. So, CRO strategies help increase your website conversions and business sales. 3. Blog A blog can be a big opportunity for the conversion of a website. Apart from publishing useful content about your industry, you can also add your product page links in the blogs. This process can invite blog visitors to learn more about your business and products also guide them to make a purchase on your website. With this approach, you can generate leads through your website blogs. Moreover, blogs can play an important role in describing your business. Conclusion The conversion rate optimization strategies are helpful for online businesses. It assists the companies in attracting customers to their websites. CRO is a great way to increase your business lead generation and success. You can get help from the Conversion Rate Optimization Services Providers. They will inform you about different strategies that you can follow to improve your website lead generation.
Engineers must enter into the sales & marketing to direct their passion after taking sufficient experience of technicality. Because industries need right solutions & your organization will never lose any lead.
Sonal Takalkar
Face Problem to Sell Property? Confuse how to take Genuine Buyer? Every homeowner will face the challenge of pricing their home for sale. The main problem is facing reality. No matter what your home is like, you might think it is worth more than it is because the things that don’t bother you might really bother other people. Usually, the homeowner doesn’t even meet the potential buyers. The real estate people handle everything. Because they know the exact situation of real estate market, goals, credit etc. To get a genuine buyer for your property, we must list the property of ours on the listing websites. we build genuine leads from these platforms as per our requirements to sell property.
Shipra Malhotra
Minus The Agent is a leading property portal in Australia that aims to empower a property owner to make a deal without engaging an agent. It achieves this by enabling online selling or renting of property. The user on this site can easily list a property. There are a number of packages available for selling and renting purposes for a user to choose from. The user can select a package as per his requirements and pay for it. Minus The Agent believes that publicity and marketing are necessary for a successful sale. Therefore, it enhances the visibility of the property by listing it on leading property websites in Australia. Further, the property is advertised on social media sites. The site believes in providing complete autonomy to its users. This enables them in being in complete control of the deal. This is facilitated by allowing the users to upload details and photographs of their choice of property. They also have 24/7 access to the site to modify this data if required. There are no hidden charges. Once listed, the property remains on the site till the deal is done.
Jodie Kelly
Enterprise deals or “how to lose your freedom in 5 minutes” Being able to use our product for sales prospecting, I decided to go after some big names at the enterprise level. After one week I had booked meetings with companies like Uber, Facebook, etc. This is where the fun begins…or not… I spent 3 months doing between 4 to 9 meetings for each enterprise company I had booked meetings with. Every meeting leads to the next one as you go up the chain of command. And then comes the pilot phase. Awesome you might think! Well, not really… Working with enterprise-level clients requires a lot of custom work and paperwork. And when I say “a lot” I mean a sh*t ton of work. You need an entire department to handle the legal aspect, and hire another 10 people to entirely change your tech department to meet their requirements. During 4 months I went from being super excited to work with the most famous companies in the world to “this deal will transform our company entirely and we’ll have to start doing custom everything”. Losing my freedom and flexibility quickly became a no-go. The issue here is, with all these meetings I thought that they would adapt to our standards. That they understood from the start that we were a startup and that we couldn’t comply with all their needs. But it doesn’t work like this. It’s actually the other way around even though the people you meet working at these companies tell you otherwise. The bottleneck often comes from the legal department. It doesn’t matter if everyone is excited to use your product, if you don’t comply with their legal requirements or try to negotiate it will never work out. To give you an example, we had enterprise companies asking us to specifically have all our employee’s computers locked down in the office after they end their day. Knowing that we’re a remote company, it’s impossible to comply with that... If you want to target enterprise accounts, do it. But make sure to know that you need a lot of time and effort to make things work. It won’t be quick. I was attracted to the BIG names thinking that it would be an amazing way to grow faster, but instead, I should have been 100% focused on our target market (startups, SMBs).
Guillaume Moubeche (The $150M secret)
It doesn't take any strategy or intelligence to just work all the time. It takes way more creativity and diligence to stop doing #AllTheThings, evaluate what activities in your business actually lead to more consistent sales, and then do only those things.
Graham Cochrane (How to Get Paid for What You Know: Turning Your Knowledge, Passion, and Experience into an Online Income Stream in Your Spare Time)
It’s hard to write clearly. In fact, it’s hard to find someone who can teach you how to write clearly. Schools tend to spend more time teaching pupils how to sound smart, or how to analyze Shakespearian prose, than how to be understood. Students are more likely to be told to memorize poetry than to carry out a readability test. This is a disservice. Poetry can be life-enriching, but the purpose of almost all writing is to communicate information.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Keys to Great Writing by Stephen Wilbers. This is our favorite book on the list. It teaches you the mechanics of writing well. It’s brilliantly concise and is full of techniques that actually work. You have probably never heard of most of them. You may enjoy this book even if you hated English classes at school. We suspect that it particularly appeals to programmers, because it provides a much-needed logical framework for writing. The book summarizes several other books, including two other favorites of ours: Style: The Basics of Clarity and Grace and The Sense of Structure: Writing from the Reader’s Perspective
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Wireframes help you to focus on what matters: the words. To illustrate this, take one of your pages, select all the text, and paste it into a plain text editor. You may be surprised at what you see. (For many websites, this exercise is much more useful than it may sound.) Some pages are so beautifully designed, it’s easy to overlook the words. But the words are what win A/B tests.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Don’t Make Me Think by Steve Krug is an excellent introduction to web usability. We passionately believe it should be on the school curriculum. Designed for Use by Lukas Mathis is less entertaining than Don’t Make Me Think, but it covers more usability concepts. If this book list seems worryingly short, that’s a testament to how much ground this book covers. The Visual Display of Quantitative Information by Edward R. Tufte contains many examples of complex data shown in beautifully elegant ways. Don’t be put off by its technical-sounding title. It’s fun to read.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Regardless of how your designs were created, InVision and Marvel allow you to easily turn them into functional prototype websites. With InVision, you upload your page designs, and then link them together to make the website navigable. Then, you can carry out user tests on what, to the users, appears to be a real website, even though it hasn’t seen a smidgen of code. InVision also allows other people to give written feedback on your work-in-progress designs. You upload your designs, and then invite others to annotate them with whatever type of feedback you desire. Notable has similar functionality. Alternatives include Firefly and BugHerd. The Composite app connects to Photoshop files, turning them into clickable prototypes. To gather feedback on your work-in-progress videos, you can use Frame.io, a fantastic web-based platform. Alternatives include Wipster, Symu, Vidhub, and Kollaborate. Such services provide great benefits; it’s hard to gather and record such feedback even when everyone’s in the same room. Optimal Workshop provides several tools (OptimalSort, Treejack, and Chalkmark) to help you optimize your website’s navigation and information architecture. The tools are described in our article about card sorting. Alternatives for card sorting include SimpleCardSort, UsabiliTEST, and Xsort.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Learn your own pain. embrace it. make it your obsession and understand that pain is life, and life is blood, and blood leads to sales.
Nick Oliveri (Her)
Why are so many designers “usability blind”? If you’re a sadist with a technical bent, you will enjoy running usability tests. During tests, we see users caught in wild-goose chases, scratching their heads, and sometimes swearing or even hitting their keyboards. Why do marketers make websites that cause people to punch peripherals? Because marketers are afflicted with the curse of knowledge, a cognitive bias that makes it extremely difficult to think about a problem from the perspective of someone who’s less informed. Marketers spend so long looking at their own websites, they can’t imagine what it would be like to see the website for the first time. As a result, the website’s users appear to be stupid. It’s a compelling illusion. But look at it another way: Our users desired something. We created a website to satisfy that desire. And our users still can’t get what they desire. Now who’s stupid? How can you overcome the curse of knowledge? Design your processes for what you perceive to be a busy, lazy, drunk, amnesiac idiot—what lawyers call a “moron in a hurry” (really). Even geniuses with time on their hands will be grateful that you did.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
If you have economies of scale, penetration pricing often works best Would your business benefit from economies of scale? (Most web businesses do.) If so, your ideal pricing strategy may be penetration pricing—charging a low price, basing your financial model on eventually reaching market-dominating economies of scale. Supply-side economies of scale mean that your profit margins increase the more you sell, because as you sell more, your cost of sales (unit costs) usually becomes lower, and your fixed costs become a smaller fraction of your overall costs. Demand-side economies of scale mean that the more customers you get, the more value each customer gets from your service, for the following reasons. You may benefit from having a network of customers. For example, if a phone system had only two users, only one type of call could be made (one between User A and User B). If it had three users, then three types of call could be made (A–B, B–C and A-C). If it had twelve users, sixty-six different types of calls could be made. The overall value of a phone system to its users is roughly proportional to the square of the number of users. You may benefit from there being a market of complementary products and services. The project-management web app Basecamp has many integrations, which it promotes on its website. At the bottom of the page, Basecamp shows off how quickly it’s acquiring new users, to persuade other companies to add integrations. You may benefit from having a bigger knowledge base, more forums, or more trained users. The ecosystem of knowledge around a product can be valuable in itself. WordPress grows because it’s easy to find a WordPress developer and it’s easy for those developers to find answers to their questions. You may benefit from the perception that yours is the standard. Users are aware of the value of choosing the ultimate winner—especially when they have to invest time and resources into using your company—so they will be attracted by the perception that you’ll win.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
And while seeking out the opinions and perspectives of people like ourselves may lead to a more personal and familiar buying experience, what’s even more amazing is the impact those trusted sources have on conversion rates. B2B sales cycle data from Salesforce demonstrates that, when it comes to lead conversion, the interest that originates from customer and employee referrals converts to deals at rates fifty times higher than email campaigns!9 Furthermore, data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest-converting lead sources combined (those being partner, inbound, and marketing-generated).10 My personal experience over the years greatly corroborates these statistics. For example, when I started my own sales practice, Cerebral Selling, I needed to have a logo designed. Around the same time, my friend had recently had a nice logo designed for his business. I asked him who he used, he told me, and I just did the same. No further research or investigation required. A short time later, I wanted to head out of town with my wife for an overnight trip to the beautiful Niagara wine region of Ontario to celebrate our anniversary. I didn’t know where to stay or which restaurant to go to, so instead of sifting through pages of online content and reviews, I asked a friend who runs a vineyard in the region. When he gave me his recommendations, I simply booked the places he told me. No questions asked. Were there better places to stay and eat? Potentially. Were there other creative design shops that could have generated equally if not more spectacular logos? More than likely. Do I care? Absolutely not! I love my logo and had a great anniversary outing, and feel secure in my decisions around both because of the feeling I received by selecting recommendations from people I trust. Both experiences are perfect examples of the prescriptive-led sales cycle we spoke about in chapter 2. This means that when it comes to your selling motion, one of the most unobtrusive, empathetic, and authentic ways to convert prospective buyers is simply to surround them with like-minded customers who love you.
David Priemer (Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!))
In an effort to help decode these buyer actions, researchers from consumer intelligence firm Motista found specific “emotional motivators” that provide a critical indicator of customers’ potential affinity to a company.2 In fact, these emotional motivators, a proxy for value, were more compelling than any other metric in terms of driving key buying sentiments such as brand awareness and customer satisfaction. While hundreds of emotional motivators were found to drive consumer behavior, the study found ten that drove significant levels of customer value across all of the categories studied. I am inspired by a desire to: Brands can leverage this motivator by helping customers: Stand out from the crowd Project a unique social identity; be seen as special Have confidence in the future Perceive the future as better than the past; have a positive mental picture of what’s to come Enjoy a sense of well-being Feel that life measures up to expectations and that balance has been achieved; seek a stress-free state without conflicts or threats Feel a sense of freedom Act independently, without obligations or restrictions Feel a sense of thrill Experience visceral, overwhelming pleasure and excitement; participate in exciting, fun events Feel a sense of belonging Have an affiliation with people they relate to or aspire to be like; feel part of a group Protect the environment Sustain the belief that the environment is sacred; take action to improve their surroundings Be the person I want to be Fulfill a desire for ongoing self-improvement; live up to their ideal self-image Feel secure Believe that what they have today will be there tomorrow; pursue goals and dreams without worry Succeed in life Feel that they lead meaningful lives; find worth that goes beyond financial or socioeconomic measures
David Priemer (Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!))
Winning websites…are like water chutes: if your website doesn’t appeal to both early- and late-stage buyers, here’s how to design unbeatable multistep funnels It’s easy to forget that some visitors aren’t ready to buy You hear marketers say that they “want to make visitors reach for their credit cards.” But pushy selling is usually thrashed by sophisticated relationship building.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
What we can learn from bricks-and-mortar bookstores About twenty-five years ago, offline bookstores learned not to push the hard sale. They discovered they could convert a visitor from “just browsing” to “buying” by making their stores highly conducive to reading. They added chairs, reading areas, and even in-store coffee stores. They discovered that the more time visitors spent in the store, the more likely they were to buy. Amazon has adopted the same approach, allowing visitors to “look inside” books.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
The website’s Hazelnut Trail is so effective you don’t even feel like you’re dealing with a company. By the time that you sign up for a financial product, you probably won’t even feel like you have been sold to. The fact that the company gets paid at the end seems almost incidental.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
When we ask a website’s visitors why they didn’t buy, we hear them say the same things over and over again. Lack of trust comes up a lot, as does lack of understanding and inability to find a suitable product.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
Separation of concerns is a fancy name for when information is organized and encapsulated into modules. The concept is closely related to the phrase “a place for everything and everything in its place.” Separation of concerns is essential when you’re managing a lot of content. For website design, the modules can be paragraphs, page sections, pages, or groups of pages: You can encapsulate benefits into clearly labeled paragraphs. Many winning websites clearly encapsulate their content into separate page sections. The navigation bars of many websites clearly encapsulate the content into groups of pages. (In one of our case studies, we describe how we used this technique to increase paid memberships for Smart Insights by 75%.) By modularizing, you allow your visitors to easily find the information that they need, and to ignore the rest. It’s hard to stress how important it is to organize information into an architecture that’s easy to navigate. Once a visitor is lost, it’s difficult to show them counterobjections. They’ll never find them.
Karl Blanks (Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites)
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
Priority follow ups rule of thumb: Always cut any stated follow up request date in half and never wait longer than one quarter for follow ups. For example, if a lead asks you to follow up with them next month, set your follow up date for 2 weeks out. If they ask you to follow up in 2 weeks, set your follow up date for 1 week out. And if they ask you to follow up in Q4 and it is currently Q1, set your follow up date for Q2. Business changes rapidly and if you are not connecting with your leads at least every quarter, you do not have a lead and you might as well kick it back to marketing for nurture.
Rex Biberston (Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.)
Prioritizing phone numbers in the Connect Validated buckets, sending personalized emails to only leads who have recently opened an email, and spending time on social media profiles who are actually active and avoiding those in the Bad buckets saves time, labor costs, and frustration.
Rex Biberston (Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.)
What should a cold call sound like?* Reach prospect: Hi, is [First Name] in? Introduction:** Hi [First Name], this is [Name] at [Company], how are you doing? Permission: I called to see if what we do for [Problem] can benefit your team. Did I catch you with two minutes? Value proposition: We help [Buyer persona] who [Problem] by [Solution]. In fact, [Customer success story]. Question + leading statement: I’ve seen a lot of [Buyer persona] who are dealing with [specific facet of problem]. How are you addressing that today? Qualify for interest + fit: [This is the part you cannot script - you have to know what makes a qualified buyer and really listen to their answers.] Ask for the appointment: Well, you’ve been kind to give me a few minutes today and it sounds like there’s reason to continue the conversation. Do you have time this coming [Day] or [Day] that we can get into more detail and determine if there’s a mutual fit? *This structure demonstrates how a call can go if the prospect has no objections. It’s best to also script effective responses to common objections. **There is an entire school of thought around using uncommon conversation starters to take the prospect out of his or her standard reaction to cold calls. This strategy is smart and merits testing once you’re ready to focus on improving your call effectiveness.
Rex Biberston (Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.)
Emails should be tested for deliverability and should not include any personalization until you know a lead opens emails. Social media engagement should only happen with leads who are actively using social media.
Rex Biberston (Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.)
For a real estate sales business, there are three distinct areas of staffing: 1. Administrative—Marketing and administrative manager, transaction coordinator, listings manager, telemarketer, lead coordinator, assistant, and runner 2. Buyer—Lead buyer specialist, buyer specialists, and showing agents 3. Seller—Lead listings specialist and listings specialists
Gary Keller (The millionaire real estate agent)
The quality of a lead is most often in direct proportion to the quality of your sales skills
Rob Liano
The 80:20 Rule is always at work and Leads, Listings, and Leverage are the 20 percent of your focus that ultimately gives you 80 percent of your results. • Lead generation is never a passive activity! • Listings are the high-leverage, maximum-earning opportunity in real estate. • Leverage is the Who, How and What of a powerful real estate sales team.
Gary Keller (The millionaire real estate agent)
Letting Agent Software UK. Digital solutions for property professionals. Teams around the world rely on IRE solutions to help them streamline their agency’s operations, generate new leads and future - proof their businesses. Smart digital solutions for lettings, relocation and sales agents. At IRE, we create smart digital solutions that allow our customers to spend their time in more productive ways. All the tools you need to run a successful estate agency.
Not surprisingly, his answer was his sales team. The answer I was hoping for, however, was his leadership peer group, meaning his counterparts in engineering, marketing, finance, services, and so on, because that's the team that really runs any company. The sales team by itself is a just one silo within the bigger organization.
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
What Excuse Do You Make When Asked for Your Fax Number — and You Haven't Got One? Can you afford to appear “behind the times” to your clients, customers, vendors, and associates? Or is it important to you to be perceived as successful, savvy, in tune with the trends leading the American business scene?
Dan S. Kennedy (The Ultimate Sales Letter: Attract New Customers. Boost your Sales.)
The mission also has to be treated with urgency. There is a saying in sales that “time kills all deals.” Time is not our friend. Time introduces risks, such as new entrants. The faster we separate from the competition, the more likely we are to succeed. Urgency is a mindset that can be learned if it doesn't come to you naturally. You can embrace the discomfort that comes with moving faster instead of avoiding it.
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
The mission also has to be treated with urgency. There is a saying in sales that “time kills all deals.” Time is not our friend. Time introduces risks, such as new entrants. The faster we separate from the competition, the more likely we are to succeed. Urgency
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
Data Domain, we didn't hire our first full‐time salesperson until well into my tenure as CEO. First, we had to establish a good product‐market fit before we could attempt to cross the proverbial chasm between early adopters and the mass market—a concept first described in Geoff Moore's book Crossing the Chasm. We weren't ready yet to establish a systemic, repeatable sales process that would yield consistent results.
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
Selling in these initial stages is more akin to business development than a defined, repeatable sales process. In a business development situation, every aspect is interpreted case by case, and we adapt to the circumstances at hand. Pricing and contract terms are flexible. Selling, by contrast, is a systemic, highly standardized process.
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
In my experience, most sales shortfalls reflect either an inadequate product or a disconnect between the product and the target market. In other words, what you're offering doesn't resonate with the people you expected to like it. A strong product will generate escape velocity and find its market, even with a mediocre sales team. But even a great sales team cannot fix or compensate for product problems.
Frank Slootman (Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity)
Strong in services rendered, the now wealthy heirs of Power’s lawyer-servants claimed henceforward to control its actions, and assuredly there was no other body of men in the country better qualified to hold Power in check. If officers were bought the control over the sales exercised by this body hedged in the appointment of a new magistrate with guarantees which ensured that no senate was ever recruited better. If the members of the Parliament were not elected by the public, they deserved on that account more of the public confidence, as being less it's flatterers by design than its champions by principle. Taken as a whole, they formed a weightier and more capable body of men than those of the British Parliament. Was it right, then, for the monarchy to accept and sanction this counter-Power? Or did its dignity demand that it react against the pretension of Parliament? That was a policy of one party, which called itself Richelieu’s heir and it was in fact, led by d’Aiguillon, a great-nephew of the great Cardinal. But if the need was to smash now this aristocracy of the robe and extend that the royal authority even further, it had to be done as in former days to the plaudits of the common people and by employing a new set of plebeians against the present wearers of periwigs. Mirabeau saw as much, but that d’Aiguillon’s faction were blind to it. That faction consisted of nobles who had been more or less plucked by the monarchial Power and were now getting new feathers by installing themselves into wealth-giving apparatus of state which had been built by the plebeian clerks. Finding that offices were now of greater value than manors. They fell to on the offices. Finding that the bulk of the feudal dues had been diverted into the coffers of the state, they put their hands in them. And, occupying every place and obstructing every avenue leading to Power, they succeeded in weakening it both by their incapacity and by their feeble efforts to prevent it from attracting, as formerly, to its banners and the aspirations of the common people. In this way the men who should have served the state, finding themselves discarded, turned Jacobin. In the cold shades of a parliamentary opposition, which, if it had been accepted, would have transformed the absolute monarchy into a limited one, a plebeian elite champed at the bit; had it been admitted to office, it would have extended even further the centralizing power of the throne. So much was it part of its nature to serve the royal authority that it was to ensure its continuance even when there was no king.
Bertrand De Jouvenel (ON POWER: The Natural History of Its Growth)
The Big Bang Launch is convenient for larger, more established companies as a method to launch new products because they often have distribution channels, huge engineering teams, and sales and marketing support. But counterintuitively, for networked products, this is often a trap. It’s exactly the wrong way to build a network, because a wide launch creates many, many weak networks that aren’t stable on their own. When companies don’t understand these nuances, it leads to disaster.
Andrew Chen (The Cold Start Problem: How to Start and Scale Network Effects)
As a Marketer (specifically a Digital Marketer) your job is not to prove the operational or fulfillment side of your company wrong by providing so much activity it proves fundamental flaws in the systems, but rather to ensure the activity you are creating is educated, nurtured and that the internal operational systems are in place to support the operational side of your organization so that it can quickly pivot and learn from the data your activity creates. A marketer has to be able to market externally, but also systematically utilize that data to change strategies when and if needed internally. How and what to do with the activity's data is a responsibility that falls with production\fulfillment AND marketing\sales. "I brought you 1,000 inbound leads it's not my fault we couldn't fulfill them" is no longer acceptable.
Leland Dieno (Socialize Your Small Business: Internet Marketing For Small Business)
In a research study called “How today’s fastest growing B2B businesses found their first ten customers,” startup veteran Lenny Rachitsky interviewed early members of teams from Slack, Stripe, Figma, and Asana. In studying how these earliest companies found their first customers, it was concluded that a significant number came from the founders tapping their personal networks: Only three sourcing strategies account for every B2B company’s very early growth. [These are: Personal network, Seek out customers where they are, Get press.] Thus, your choices are easy, yet limited. Almost every B2B business both hits up their personal network and heads to the places their potential customers were spending time. The question isn’t which of these two routes to pursue, but instead how far your own network will take you before you move on. It’s a huge advantage to have a strong personal network in B2B, which you can also build by bringing a connector investor or joining an incubator such as YC. Getting press is rarely the way to get started.44 Just as Uber’s ops hustle worked for solving the city-by-city Cold Start Problem, B2B startups have an equivalent card to play: they can manually reach out and onboard teams from their friends’ startups, building atomic networks quickly, as Slack did in their early launch. Or, many productivity products begin by launching within online communities—like Twitter, Hacker News, and Product Hunt—where dense pockets of early adopters are willing to try new products. In recent years, B2B products have started to emphasize memes, funny videos, invite-only mechanics, and other tactics traditionally associated with consumer startups. I expect that this will only continue, as the consumerization of enterprise products fully embraces meme-based go-to-market early on, instead of leading with direct sales.
Andrew Chen (The Cold Start Problem: How to Start and Scale Network Effects)
A large distance between business and technology, both organizationally and commercially, leads to strained collaboration between technology departments and traditional commercial departments such as sales and marketing.
Joakim Jansson (Leading Digital Transformation: You can't stop the waves but you can learn to surf)
Robots cannot be injured or killed in the line of work, and can be used in situations far too dangerous for human risk. Robots are more hygienic and deliver a finished product at a fraction of the time it takes a human. Faster output leads to increased sales. No matter how cheap human labour may become, buying highly skilled robotics is still cheaper as one pays only once.
Nicky Verd (Disrupt Yourself Or Be Disrupted)
social shares are a useful metric that tell you whether your content is popular. But popular content doesn’t necessarily lead to sales.
Meera Kothand (The Profitable Content System: The Entrepreneur's Guide to Creating Wildly Profitable Content Without Burnout)
I, the undersigned, in the Presence of God and of all the Company of Heaven, having considered the Infinite Mercy of His Heavenly Goodness toward me, a most miserable, unworthy creature, whom He has created, preserved, sustained, delivered from so many dangers, and filled with so many blessings; having above all considered the incomprehensible mercy and loving kindness with which this most Good God has borne with me in my sinfullness, leading me so tenderly to repentance, and waiting so patiently for me till this (present) year of my life, notwithstanding all my ingratitude, disloyalty, faithlessness, by which I have delayed Him, and despising His Grace, have offended Him anew: and further, remembering that in my Baptism I was solemnly and happily dedicated to God as His child, and that in defiance of the profession then made in my name, I have so often miserably profaned my gifts, turning them against God’s Divine Majesty: I, now coming to myself prostrate in heart an soul before the Throne of His Justice, acknowledge and confess I am duly accused and convicted of treason against His Majesty, and guilty of the Death and Passion of Jesus Christ, by reason of the sins I have committed, for which He died, bearing the reproach of the Cross; so that I deserve nothing else save eternal damnation.
Francis de Sales
Sometimes just overcoming one objection can lead to a sale.
Donald Miller (Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business (Made Simple Series))
Again, the marketing tools you will create will be:         1.    A one-liner         2.    A website or landing page.         3.    A lead-generating PDF         4.    An email nurture campaign         5.    An email sales campaign
Donald Miller (Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business (Made Simple Series))
in order to ensure that your teaching efforts ultimately lead to your unique strengths, you actually have to know what your unique strengths are.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
Sherman Square Marketing is a Digital Marketing Agency located in Ithaca, New York. We help local businesses around Ithaca and greater Tompkins County grow their online footprint and then, in turn, convert that increased visibility into more leads and sales for their business. Our founder believes in a highly personalized, relationship-based approach to each project - we love nothing more than helping our clients grow.
Sherman Square Marketing
Lead to your unique strengths. Challenge customers’ assumptions. Catalyze action. Scale across customers.
Matthew Dixon (The Challenger Sale: Taking Control of the Customer Conversation)
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)
The best part for an artist is that all of the pre-orders are counted on day 1. This means that all the “sales” over the weeks leading up to that release are all calculated on release day. This strategy is how many labels and artists would have a “number 1 on iTunes on release day”, although they may go quiet in the days that follow.
Mike Warner (Work Hard Playlist Hard: The DIY playlist guide for Artists and Curators)
You can get leads for free, too. Most major libraries subscribe to Reference USA, all you typically need to access the database is a library card.
Emily W. Chalk (Commercial Insurance Sales Pro: How to Successfully Sell Commercial Insurance)
Art Ocain is a business leader, investor, writer, and DevOps advocate from Pennsylvania, the United States who specializes in the field of programming and cybersecurity. He focuses on using the theory of constraints and applying constraint management to all areas of business including sales, finance, planning, billing, and all areas of operations. Ocain has a Mathematics degree from the University of Maryland and a Business degree from the University of the People. And he is also certified by many renowned organizations like CISM from ISACA, CCNA from Cisco, MCSE from Microsoft, Security Administrator from Azure, Six Sigma, Scrum, and many more. Ocain is responsible for leading many teams toward revolutionary change through his DevOps principles, no matter the type of company or team. So far, he has worked in a lot of companies as a project manager, a President, a COO, a CTO, and an incident response coordinator. Along with this, Ocain is a blog writer and public speaker. He loves to write and share his knowledge and has given presentations at SBDC (Small Business Development Center) and Central PA Chamber of Commerce. Ocain shares his thoughts and information about his upcoming events on sites like MePush, LinkedIn, Slideshare, Quora, and Microsoft Tech Community. Throughout his career, Ocain has been a coach and a mentor to many people and has helped develop companies and build brands.
Art Ocain
Marketing for “Lead Generation” and “Lead Development” Market development rep (MDR) doing research and responding to inbound leads Sales development rep (SDR) generating leads via outbound prospecting techniques Account executive (AE) getting initial customer commitment Onboarder (ONB) to guide the customer to first value sits with a sales engineer Customer success manager (CSM) orchestrating the customer’s ongoing experience Account manager (AM) helping the customer grow the business When executed well, job specialization can increase sales velocity and improve effectiveness. Organizations need to ensure that specialization is paired with a well-defined, cross-functional process and job training for each role. Without a well-defined process, customers and win rates will suffer from poor handoffs between functions. We have seen it again and again: Without a well-defined onboarding and coaching program, the reps will fail.
Jacco van der Kooij (The SaaS Sales Method: Sales As a Science (Sales Blueprints Book 1))
Ddhan is India's Sales & Service Lead Generation Company. Find the best lead generation company in India today! Read client reviews & compare industry experience of leading B2B lead generation companies. Ddhan is a leading digital platform for local service businesses in India. Using technology and domain intelligence, the platform tries to obtain the user’s needs in detail and matches them to verified service professionals.
Before your eyes human bodies … battered with a scourge of lead or broken with cudgels or torn apart with claws or branded in the flames … and you, the upholder of riches and of the sale of offices, recline without a care, resting on thick carpets piled high beneath you … and entertain your guests with the tale of the man whom you have savagely tortured … and lest anyone present … be struck with horror at the story, you go on to claim, in doing this, that you are beholden to the laws.40
Peter Brown (Through the Eye of a Needle: Wealth, the Fall of Rome, and the Making of Christianity in the West, 350-550 AD)
Asking "what will it take to get your business?" THE worst question in sales. Will ALWAYS lead to lies, lower price points, and a loss of respect from buyer to salesman. Flawless: "I'd like a brief opportunity to share with you why some of my customers bought from me because I'm NOT the lowest price.
Jeffrey Gitomer (The Sales Bible: The Ultimate Sales Resource)
Training of parts leads to training of the whole.
Rajen Jani (Once Upon A Time: 100 Management Stories)
The very best salespeople have mastered balanced prospecting in the same manner that wealthy people have mastered balance in their investment portfolios. Balance simply means that to get the best return from your prospecting time investment, there should be a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling. The relative distribution of your time investment in each prospecting methodology should be based on your unique situation.
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))
social media editorial calendar
Samit Patel (The Complete Indiegogo Facebook Advertising Playbook - From Beginner to Advanced, Boost Leads, Sales and ROI)
Business and Employer: Setting up and idea can be easy but getting it to run is another thing entirely. Most errors made by business innovators and start-ups entrepreneurs is they assume creation is same and nurturing. So they create funnels that leads to nowhere. Excessive digital marketing without customers receptive and retention relations will crash your business and ideas. Hurrey Syndrome: this is why they sing hurrey on their first sales and the second one would take another year with exhaustive online hosting expenses plus digital marketing; joining every group just to post and excessively irritating every post just to get seen. Correction/Fix: Research and study has shown that most successful business innovators and start-ups experts attained the level of professionalism via training and taking professional courses. Take more courses, learn more be equipped before you jump. I am Victor Vote VV&F
Victor Uzihben
Procrastination and laziness in sales and business lead to – nowhere and a lean and lousy bank account. It has been said that Procrastination is the opportunity’s assassin and that is true. Procrastination is one of the main reasons why so many fail to effectively manage their time. Don’t be that guy or gal. Procrastination is a deterrent that sabotages our own efforts. Overcoming it is essential if you want your business to succeed.
Chris J. Gregas
What the company staff interpreted as a ramp in sales leading smoothly “up the curve” was in fact an initial blip—what we will be calling the early market—and not the first indications of an emerging mainstream market.
Geoffrey A. Moore (Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers)
Social-Democracy leads the struggle of the working class not only for better terms for the sale of labour power, but also for the abolition of the social system which compels the propertyless to sell themselves to the rich
Vladimir Lenin (What Is to Be Done? Full and Fine 1902 English Edition (Illustrated))
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)
confusion leads to lost sales. This is especially so when you have a complex product.
Allan Dib (The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand out From The Crowd)
From the pragmatic standpoint of our culture, such an attitude is very bad for business. It might lead to improvidence, lack of foresight, diminished sales of insurance policies, and abandoned savings accounts. Yet this is just the corrective that our culture needs. No one is more fatuously impractical than the "successful" executive who spends his whole life absorbed in frantic paperwork with the objective of retiring in comfort at sixty-five, when it will be all too late.
Alan W. Watts
In many organizations, your ability to grow in your career will hit a ceiling unless you start managing people. All C-level executives lead teams. If your ambitions are to be a CEO or VP someday, you’re going to need to move on to the management track. There are also jobs where, beyond a certain skill level, the only path for growth is learning how to manage and coordinate the work of more and more people—for example, in customer support or retail sales
Julie Zhuo (The Making of a Manager: What to Do When Everyone Looks to You)
Stop looking for the best leads and start creating the best sales people.
Rob Liano
Identify Your Strengths With Strengths Finder 2.0 One tool that can help you remember your achievements is the ‘Strengths Finder’ "assessment. The father of Strengths Psychology, Donald O. Clifton, Ph.D, along with Tom Rath and a team of scientists at The Gallup Organization, created StrengthsFinder. You can take this assessment by purchasing the Strengths Finder 2.0 book. The value of SF 2.0 is that it helps you understand your unique strengths. Once you have this knowledge, you can review past activities and understand what these strengths enabled you to do. Here’s what I mean, in the paragraphs below, I’ve listed some of the strengths identified by my Strengths Finder assessment and accomplishments where these strengths were used. “You can see repercussions more clearly than others can.” In a prior role, I witnessed products being implemented in the sales system at breakneck speed. While quick implementation seemed good, I knew speed increased the likelihood of revenue impacting errors. I conducted an audit and uncovered a misconfigured product. While the customer had paid for the product, the revenue had never been recognized. As a result of my work, we were able to add another $7.2 million that went straight to the bottom line. “You automatically pinpoint trends, notice problems, or identify opportunities many people overlook.” At my former employer, leadership did not audit certain product manager decisions. On my own initiative, I instituted an auditing process. This led to the discovery that one product manager’s decisions cost the company more than $5M. “Because of your strengths, you can reconfigure factual information or data in ways that reveal trends, raise issues, identify opportunities, or offer solutions.” In a former position, product managers were responsible for driving revenue, yet there was no revenue reporting at the product level. After researching the issue, I found a report used to process monthly journal entries which when reconfigured, provided product managers with monthly product revenue. “You entertain ideas about the best ways to…increase productivity.” A few years back, I was trained by the former Operations Manager when I took on that role. After examining the tasks, I found I could reduce the time to perform the role by 66%. As a result, I was able to tell my Director I could take on some of the responsibilities of the two managers she had to let go. “You entertain ideas about the best ways to…solve a problem.” About twenty years ago I worked for a division where legacy systems were being replaced by a new company-wide ERP system. When I discovered no one had budgeted for training in my department, I took it upon myself to identify how to extract the data my department needed to perform its role, documented those learnings and that became the basis for a two day training class. “Sorting through lots of information rarely intimidates you. You welcome the abundance of information. Like a detective, you sort through it and identify key pieces of evidence. Following these leads, you bring the big picture into view.” I am listing these strengths to help you see the value of taking the Strengths Finder Assessment.
Clark Finnical
I fully enjoyed “Imagineer Your Future” by Les LaMotte. This is a wonderful manual with an underlying Christian base that teaches how anyone can learn the principles of becoming an “Imagineer” like Les. The book begins by explaining the author’s own spiritual, life, and career journey that produced in him an Imagineer mindset. His grandfathers specific teaching the principles of a simple kite that in 50 years turned into his Xtra Lite Display System with five US patents and several international that opened sales in over 36 countries. The author explains, “To call yourself an Imagineer means you lead a complex life, schooled in enlightenment and problem solving with many hundreds of ideas of the past, present, and future technology, all while living your life in various stages of your own growth, development, and experience.” This creative and colorful book filled with photographs and illustrations has 20 sections ranging from important principles gleaned from childhood to helping the reader take necessary self assessments before launching into higher education without a well thought through plan. These sections are color coded using side tabs and there are vertical chapter titles present that allow the reader to quickly comb through the concepts and chapters that are most relevant to them. Dollar icons are present throughout to indicate where an Excel sheet is available to download free on LaMotte’s website. An Imagineer symbol targets areas of specific learning opportunities. To make this process even easier, the reader is provided with fill in the blank lists and links to online Core Passion assessments so they can discover their actual motivations in light of their gifts and how to apply their five top core passions to complete their own Imagineer journey. I really enjoyed how the author weaves his own experiences throughout each section and the heartfelt mentions of well known individuals that have Imagineered throughout recent and ongoing history. Les provides his own amazing pointers on how to stay on the path to leading a fulfilling life of an Imagineer. If you are looking for a cross between a creative and easy to understand manual on becoming an Imagineer and a heartfelt journey traveling the road to success this is the choice for you.
Jessica Good (Multiverse: An International Anthology of Science Fiction Poetry)
Helping Owners, CEOs & Entrepreneurs grow business with increasing leads & sales, growing bottom-line results using SEO & PPC. Growing your business is easy with the right strategy! When you know how to get the right prospects, convert them to happy customers, and deliver your world-class product or services at scale, you will feel the satisfaction to see your business grow. I would like to invite you to show you how you can overcome your frustrations with selecting the right strategy for your business that will grow your leads and conversions into more sales. If you are interested please get in touch and let's talk about your business and its opportunities.
Cobus van Vuuren
It is a blessed thing to love on earth as we hope to love in heaven, and to begin that friendship here which is to endure for ever there. I am not now speaking of simple charity, a love due to all mankind, but of that spiritual friendship which binds souls together, leading them to share devotions and spiritual interests, so as to have but one mind between them.
Francis de Sales
When someone asks me what’s the ROI of Social, I ask them... what’s the ROI of Trust, and what’s the ROI of Loyalty? The answer... when used to build relationships the results will be… the longer lifetime value of a customer, larger average order value, and increased frequency of purchase. All measurable and all lead to increased sales and profits.
Ted Rubin
Apart from the necessity of replenishing his stock by attending sales and buying books; the wearing task of looking narrowly at larcenous fellow-creatures; the pangs that it must cost him to sell the books that he wants to keep; and the attacks made upon his tenderer feelings by unfortunate impoverished creatures with worthless books to sell; apart from these drawbacks, the life of a second-hand bookseller seems to me a happy one. I could myself lead it with considerable contentment.
Edward Verrall Lucas (Over Bemerton's, An Easy-Going Chronicle)
In business, wrong location leads to suffocation.
Mokokoma Mokhonoana
Jeremy George Lake Charles Corvette Industry The Detroit metro automotive industry is indeed a significant part of the overall GSP (including vehicle production) of Michigan's economy and serves as an important hub for manufacturing, R & D, incubation, research and manufacturing. Jeremy George Lake Charles Automobile production accounts for more than 60% of total employment in Michigan, far higher than any other state. Michigan is the leading nation in terms of manufacturing jobs and the percentage of total employment in automobile production. In 1929, before the Great Depression, there were 32,028,500 cars in use worldwide, and the US automobile industry produced about 1,200,000 of them. Ford has done a lot to broaden the sales base of cars and create an industry for cars and automotive products. Jeremy George Lake Charles Two years later, GM, Ford, and Chrysler made profits, created jobs, invested and invested in research and development, and in developing new technologies.
Jeremy George Lake Charles
Superstars view prospecting as a way of life. They prospect with single-minded focus, worrying little about what other people think of them. They enthusiastically dive into telephone prospecting, e-mail prospecting, cold calling, networking, asking for referrals, knocking on doors, following up on leads, attending trade shows,
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))
That year, after years of discussion, the European Union adopted new standards that require a steep decline in CO2 emissions, averaged over the entire fleet, for cars sold in Europe. They were to go into effect in 2020 and 2021. “The only way to make this target is with zero emission vehicles” as a growing share of new car sales, said a senior executive at a major European company. Failure to meet these new standards could cost European automakers as much as $40 billion in fines. Given the half-decade lead time to bring on wholly new models, it meant starting to pivot to EVs right away.
Daniel Yergin (The New Map: Energy, Climate, and the Clash of Nations)
Initiative is like a magical cure-all elixir. Pick up the phone and make a call, send an email, follow up with leads. Do something. Taking initiative is like breathing for a salesperson; you cannot survive without it. Take initiative with everything that is put in front of you, and you will experience success every single day.
Ryan Serhant (Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine)
Tribes are the most effective media channels ever, but they’re not for sale or for rent. Tribes don’t do what you want; they do what they want. Which is why joining and leading a tribe is such a powerful marketing investment.
Seth Godin (Tribes: We need you to lead us)
Now, before we move on, let’s quickly go through the process of how to handle buy signals when they arise in the back half of the sale. In other words, as your prospect starts to become more and more certain about the Three Tens, they will start sending you signals that they are interested in buying, in the form of leading questions about the closing process. For example, the prospect might say, “How much did you say it would run me?” or “How long will it take until I receive the product?” or “How long until I start to see results?” Those are just a few examples of the more common buy signals.
Jordan Belfort (Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success)
Then, after he’s finally done orbiting Pluto, all you need to say is something along the lines of ‘Wow, that’s totally cool. It sounds really interesting. I can see why you feel that way. Now as far as your goal for learning how to trade currencies goes …’ And then you lead him back to the Straight Line and pick up right where you left off by asking him the next question on your list. That’s how you maintain control of the sale and build massive rapport at the same time. Make sense, everyone? Raise you hands and say ‘yes’ if it does.
Jordan Belfort (Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success)
When you incorporate follow-up into your regular sales practice, jotting off a quick and friendly email is practically effortless—and it’s free. It’s free! It costs you nothing to send an email, and it takes less time than it does to make yourself a donut-shop-flavored Keurig coffee. If there was any chance the Lockes were going to buy an apartment—ever—it was going to be from me. Let the follow-up parade continue! When you follow up with a lead, don’t just
Ryan Serhant (Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine)
message. Include information about a sale, or a new product. You just came across an article that says, “People who have hot tubs are so relaxed that they outlive poor slobs who do not have hot tubs.” Include that along with a friendly message about how you’re offering free delivery this week only! I follow all my clients on social media. I also save all of their birthdays in my calendar. The other day I noticed that Greta Lambert’s son James had just celebrated his tenth birthday. It was an opportunity for an easy, friendly follow-up message. I shot her an email, “Wow. James is growing up so quickly, your apartment must be feeling small.” Greta responded, “Ryan, good to hear from you, it does feel small!” Now she’s a warm lead and I’ll follow up next week with some listings in her area.
Ryan Serhant (Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine)
Follow back after the sale—ask how they are enjoying that hot tub, if the kitchen renovation is going well, or even if the dress they bought for their daughter’s wedding was a hit. Follow-back leads to repeat customers.
Ryan Serhant (Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine)
Baby boomers own about 40 percent of homes in the US; that could lead to a sell-off of larger family homes as they downsize to maintenance-friendly condo-style properties, increasing the number of single-family homes for sale. More homes on the market could lead to a sharp decline in home prices—bad for homeowners but a benefit for real estate investors looking to snap up residential properties.
Michele Cagan (Real Estate Investing 101: From Finding Properties and Securing Mortgage Terms to REITs and Flipping Houses, an Essential Primer on How to Make Money with Real Estate (Adams 101 Series))
Shortened attention spans and increased skepticism have added new rules for an effective lead.
Michael Masterson (Great Leads: The Six Easiest Ways to Start Any Sales Message)
● 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.
But, the Rule of One does not mean you can’t have a story and a secret and an emotionally-compelling fact in the same lead. It means that the lead is strongest that promotes one compelling idea by supporting that idea with all the appropriate techniques … stories,
Michael Masterson (Great Leads: The Six Easiest Ways to Start Any Sales Message)
Demian Farnworth offers this definition: “Content marketing means creating and sharing valuable content to attract and convert prospects into customers, and customers into repeat buyers. The type of content you share is closely related to what you sell; in other words, you’re educating people so that they know, like, and trust you enough to do business with you.”2
Prafull Sharma (The One-Page Content Marketing Blueprint: Step by Step Guide to Launch a Winning Content Marketing Strategy in 90 Days or Less and Double Your Inbound Traffic, Leads, and Sales)
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Being a good person and helping others succeed even when you don’t personally benefit is the undercurrent that powers social media networking.
Tom Martin (Invisible Sale, The: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads (Que Biz-Tech))
Empathy is an essential working and leadership capacity. If you are going to build strong relationships with your direct reports, peers, bosses, customers, and vendors, you must have the capacity to understand what other people are feeling and wanting. Business is replete with two-way transactions. In order to close a sale, you must understand your customer's needs. If you are leading people through a difficult change, you must understand how the change is affecting them if you are going to be able to lead them effectively.
Bob Wall (Coaching for Emotional Intelligence: The Secret to Developing the Star Potential in Your Employees)
All you need to do is ask yourself what do I want, then develop the strategy to achieve this, then take massive action on a daily basis.
Eric Lofholm (The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales)
Salespeople fail to develop new business because they are too patient and too slow to get into action. In company after company, I see salespeople waiting—waiting on the company. I hear excuses about waiting to call prospects until the new marketing materials are ready. Waiting for the new website to launch. Even waiting for warm leads. Please.
Mike Weinberg (New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development)
Top performers in sales don’t wait for anything or anyone. Clear marching orders, new sales materials, training? Leads, what’s a lead? Nope, can’t wait for any of those. The clock is a tickin’ and time is a wastin’. Top performers act. In fact, they proactively attack target accounts even if it means getting into trouble because they’re so far out in front of the support curve. Waiting is a key ingredient in the recipe for new business failure.
Mike Weinberg (New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development)
When we’re late to the party, we’re stuck reacting to, rather than leading, our prospects. Their initial opinions may be already formed. They’ve probably begun to define their evaluation process. Instead of being perceived as a value creator or problem solver, we’re now selling uphill, and already being viewed only as a potential supplier or vendor (I hate that word).
Mike Weinberg (New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development)
Sales managers need to be good leaders. How do they do it? Good leaders effectively communicate their goals and objectives while they focus on doing their job ProActively, and let their people focus on their job. If this is true, then the inverse must be true.
William Miller (ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game)
The sales manager's job is to become a sales leader and focus on communicating the culture.
William Miller (ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game)
Leadership Puzzle solved. One more time, you need to focus on processes, first making them efficient, then spending time on the people and personalities
William Miller (ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game)
Selling is what takes place when you lead the prospect through a step by step process, each step of which may lead to the prospect’s disqualification and removal from the process. If you do not disqualify the prospect opportunity, the sale moves forward, and eventually culminates in the prospect making a buying decision.
David Sandler (The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them)
The fifth power cue teaches you how to combine your voice and a host of other social signals to greatly increase your success rate in pitches, meetings, sales situations, and the like. What honest signals do you send out in key work and social situations?
Nick Morgan (Power Cues: The Subtle Science of Leading Groups, Persuading Others, and Maximizing Your Personal Impact)
According to research by Korn/Ferry International, “Learning agility is a leading predictor of leadership success today—more reliable than IQ, EQ [emotional intelligence] or even leadership competencies.
Jill Konrath (Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World)