Ways Free & Low-Cost Trials increase Sales & Customer Loyalty

Free or Low-Cost Trials When creating a new offering, I would offer a free or low-cost trial of your product to both end-users and industry experts. Consumers look for social proof before they buy a product. If the product is new, then none exists. To lower buyer resistance, you need to make the buyer feelContinue reading “Ways Free & Low-Cost Trials increase Sales & Customer Loyalty”

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Marketing Motives: The Challenges & Priorities of Marketers

I asked my LinkedIn audience If the Sales and Marketing function merged and run by Sales, What would be your main focus? Why? As you can see, 68% of those surveyed said that increased lead generation and demand generation was a top priority. What this means is that people see Marketing as a vehicle toContinue reading “Marketing Motives: The Challenges & Priorities of Marketers”

Strategies For Creating Engaging Customer-Centered Sales & Marketing Presentations & Content-Based on Buyer Learning Styles

Creating content that engages customers is key. Survey Results I surveyed my LinkedIn Audience to ask which types of content help them to learn best and what type of content they value most. As you can see, people learn best from a mix of written, video, audio, and content formats. Of the types of content,Continue reading “Strategies For Creating Engaging Customer-Centered Sales & Marketing Presentations & Content-Based on Buyer Learning Styles”

Market Research, Competitive Intelligence, Customer Marketing, & Product Marketing Strategies to Increase Sales

Before businesses can sell anything, they need to determine if there is a market for their products and services. Most businesses will not necessarily be creating new product categories. As a result, they will be entering into a marketplace that already exists. This is true if you are a re-seller or distributor of products andContinue reading “Market Research, Competitive Intelligence, Customer Marketing, & Product Marketing Strategies to Increase Sales”

Sales & Marketing Strategies for Enabling Sales Orgs, Handling Objections, Closing More Deals & Driving Sales

Sales processes include the following: customer development, prospecting, discovery calls, closing deals, cross-selling, upselling, post-sales implementation, customer experience, obtaining referrals, and testimonials. What is the hardest part of the sales process? I surveyed my LinkedIn audience to find out. Survey Results Of those surveyed, 53 % said closing deals was the hardest part of theContinue reading “Sales & Marketing Strategies for Enabling Sales Orgs, Handling Objections, Closing More Deals & Driving Sales”

How to Obtain & Leverage Testimonials, Referrals & Customer Evangelists

Once you have made a sale to a customer, it is important to follow up with them. In Sales, it is important to deliver on the promises you make to customers. This means checking in with the customer throughout the implementation of your product or service. Staying in touch with a customer post-sale is alsoContinue reading “How to Obtain & Leverage Testimonials, Referrals & Customer Evangelists”

How to Gain Market Share with a Tech Product or Service

During my time in field sales, I wanted to obtain the business of Dental Schools and Hospitals. After obtaining meetings and making presentations to prominent Dentists, I was informed that they could not buy from me. After handling objections, showing how my offerings were better than the competition, I found out why. The decision-makers explainedContinue reading “How to Gain Market Share with a Tech Product or Service”

How to Create Marketing that Enables Sales & CX Teams

I asked my LinkedIn audience If the Sales and Marketing function merged and run by Sales, What would be your main focus? Why? As you can see, 68% of those surveyed said that increase lead generation and demand generation was a top priority. What this means is that people see Marketing as a vehicle toContinue reading “How to Create Marketing that Enables Sales & CX Teams”

What’s the Hardest Part of Product Marketing The Job of a Product Marketer

What is the hardest part of Product Marketing? LinkedIn poll of my audience Marketers need to develop and deploy a buyer-centric go-to-market strategy. It is time for marketers to ask better questions about buyers. What is the role of a Product Marketer? I covered the Product Marketing Community workshop to find out. Workshop Topics includedContinue reading “What’s the Hardest Part of Product Marketing The Job of a Product Marketer”

9 Techniques to Overcoming Customer Objections

In sales, everyone has to be able to overcome objections to be successful. The best way to overcome objections is to prevent them. This can be done by providing a thorough sales presentation that covers all the information about your products and services. Also, you must address any questions the prospect has immediately. However, objectionsContinue reading “9 Techniques to Overcoming Customer Objections”