Category
Sales
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05.29.09Sales and the Butterfly EffectThe movie the Butterfly effect looks into the idea that you can change an action in life to change the final result of your life. I was thinking about this, and wondering what I have done and what i could have done differently to effect the outcome of my life. I then started thinking about a current deal I was working and anything I could have do differently to change the outcome. The final thought was that there were so many variables to both life and each sale and lost sale that it is to hard to tell, but the fact remains that action as ...
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05.14.09Taking Market Share in a Down EconomyThis post is inspired by a project I did in college. There was a time during the "Mad Cow" scare when the United States could not export beef to other countries because we had a contaminated supply. The issue was not weather we would lose money during the time we could not ship beef (this is obviously huge), but rather what were the long term effects of the temporary loss. What happens to those customers who had to find a secondary supplier, would they come back? The reason I am bringing this up is because lately it has come to my ...
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04.03.09Sales: the basicsOn Monday I got a tweet from @stammy letting me know someone had put a ad on craigslist for some sales training. They said they were having a phone blitz next week and would like someone to teach them how to sell over the phone. I have had some good experience with this, and so replied to his request. We set up a time on Tuesday afternoon, and he sent me a list of things he wanted to learn. I went down the list and made some quick bullet points for him, and gave him the run down of things ...
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03.31.09SaaS Sales, the new frontierSoftware as a Solution (SaaS) is in my mind the end of an era and the beginning of a new generation. This is not just my thinking it is way the software industry has turned. Just think in 5 years you wont buy computer software at Best Buy, or your local store, it will all be served over the Internet. You wont have to pay for software in lump sums, but pay on usage based scenarios, if you choose. Computers will not be storing data, but rather just pizza boxes where you can retrieve your data from your cloud server. ...
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03.18.09How to market with Twitter: Case study NameCheap.comOne of the best users of Twitter lately has been NameCheap.com and their trivia contest. The total cost of the contest is well below a few thousand dollars and is mostly a viral campaign using only Twitter followers. They have generated a following of 6000+ followers in a very short time. Given the average Twitter user has 80 people in their network this gives this campaign a reach of just shy of 500,000 people. Say they spent 10k on it that is $.02 to reach a person. Pretty good use of their funds. = Good Job. Here is how they have ...
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03.18.09Say it with a SmileIn a recent Gang of 5 meeting we were talking about how to engage people over the phone. This was one area where I have considerable knowledge with. During my copier sales days I could call over 300 businesses in one day (no joke). The secret is how to come across with instant rapport on the phone. This is hard, because you can't see the person speaking to you, and we all know more than 90% of what is said is body language and infections. So one of the secrets I would use is to smile while I talked. It would ...
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01.07.09Lumpy Mail: the definitive paper on the subjectThis is a white paper i have been working on. It is long so probably not a great blog read. But if your curious check it out. First rendition, so i will be editing this. Just wanted to see some initial feed back. LUMPY MAIL INCREASE RETURNS IN DIRECT MAIL MARKETING The digital age of marketing has brought cost down to a level never seen before in direct marketing. As a result of this many companies have used this to their advantage despite the very low “response” rate. The sheer economics of reaching hundreds of thousands of people instantly with an email ...
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05.02.08Turning up the Heat for Startup RiotSo after startup dinner, and Gang of 5 this morning I am super pumped for Startup Riot. My company Mechanixloop.com will be presenting and looking for a co-founder. I got some great insight from others in the past couple of days and am really trying to hone my pursuit for my perfect other half. I am currently refining our business plan to better explain our business and guide the future growth of the business. So What? Well here is the great part. So I have been involved with many startup events recently. I have found at most of them I am ...
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04.23.08Pitchin’ it up Like SmoltzyFor those non-Atlanta people, that is a reference to John Smoltz. Who just had his 3000th strike which now qualifies him for the hall of fame in Cooperstown. The past two days I have spent calling up Auto Repair Centers to get them to check out Mechanixloop.com. I have found the response rate very high when I call and speak with someone as opposed to the initial email that went out which got almost no action. So is there a lesson here? I think so. Know your customer very well. Most of my customers are not email junkies, and very skeptical of ...
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04.03.08Selling the goods"Sales" to most people this is a four letter word, and honestly to me it was too. I started my career off selling copiers for Cannon. My territory was downtown Atlanta to the Airport. For those of you in the know this is a very bad side of town. Mostly B,C and D office space, located in ruff sections of town where I was always the minority. However I choose the job and enjoyed it for the experience that it gave me. I learned allot about myself and a little about how to sell. Side note: before my departure from there ...
recent posts
- Follow up from ProductCamp 2010
- Sales and the Butterfly Effect
- Taking Market Share in a Down Economy
- Which is more rare, a good idea or good execution?
- Sales: the basics
- SaaS Sales, the new frontier
- Marketing on Twitter: The Golden Rule
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