Trending Sources

Protecting Your Relational Capital

The Sales Blog

There will come a time when you need to spend some of your relational capital, and you want to make sure that you have more than enough on account to cover you. Here’s how to protect your relational balance sheet. When you have a problem and you need more time to solve it, you want the relational capital necessary to cover you. Do Have a Presence. Keep Your Promises.

In Marketing Time Is Relative

Increase Sales

However even with shorter attention spans, what is the best marketing times is still “relative.”. Time in marketing is relative. * * * * *. Time is short or at least business people believe it to be.  Time has not changed as we still have 24 hours, 1,440 minutes and 86,900 seconds in each day. Credit www.gratisography.com. Leanne can be reached at 219.508.2859 central time USA. 

How Would You Score on the “JF Relater Scale?”

Jonathan Farrington

“JF Relater Scale?” How would you do if you measured yourself on my “Relater Scale?” ” News: To follow … General Communication Communication Standards JF Relator Meter” This post was prompted by a message I received last week regarding advertising opportunities over at Top Sales World – it simply read. They sell themselves.

Customer Relations: The Huge Gap Between Intention and Reality

Jonathan Farrington

There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. More than 80% of front line staff haven’t yet totally bought into the idea of effective customer relations. Which gets us back to relations with customers.

Measured Yourself on the “Relater Meter” Lately?

Jonathan Farrington

What is your score on the “Relater Meter”? Every time we communicate with another person – by whatever means – it is an opportunity. Opportunity to do what? An opportunity to demonstrate our professionalism; our knowledge; our rapport building skills; our commercial bandwidth; our empathy; our personality; our warmth? Is bluntness the new cool? Many Thanks. xxxxxx”. General

B2B Public Relations: 7 tactics to pull more leads into the funnel

B2B Lead Blog

Tweet If your organization’s marketing and public relations teams aren’t working hand in glove, you’re missing a key lead generation opportunity. That’s the word from three experts in B2B PR and marketing: Wendy Marx, president of Marx Communications , a B2B public relations firm; she blogs about B2B communications for Fast Company. Related Resources. Public Relations (PR

Good Customer Relations – Why Bother?

Jonathan Farrington

No one’s going to get anywhere with customer relations until they recognize that customers are valued assets, not dumb milk cows for money. Customer relations is a strategic understanding, not a departmental name. Can you truthfully say in your heart of hearts that you believe in the value and need for everyone in the business to help to build good customer relations?

How to Overcome the, “My relative handles that for me” Objection

Inside Sales Training Blog

If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.”. The tricky thing about this objection is that we can all relate to having a personal relationship with a family member or someone we really like and trust, so we feel awkward trying to overcome it. Let’s do this…”.

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership.

Jeffrey Gitomer's Sales Blog

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Once you have information about where they grew up, how they started in their career, and the state of their business — then you can begin to develop meaningful dialog, engaging dialog, and relationship-oriented dialog that will not only help you relate to them, but will help them relate to you.

The Definition of Sales Operations and How it Relates to Revenue

The Sales Insider

I was surprised when doing research for a recent webinar I participated in that 54% of all sales operation teams have been in their position for less than three years. This is an interesting trend. At InsideSales.com, sales operations bridges Read more.

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Do You Know What P.R. Means? I’m Not Talking Public Relations.

The Sales Hunter

One of the biggest mistakes salespeople make is underestimating the importance of being “price resistant.” ” This kind of P.R. is key if you want to see more and better sales. Here is how it works: Think “Price Resistant” whenever the customer challenges you on your price. The first time they bring it up, simply ignore it. Good P.R. How Price Resistant are you?

Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects

The Sales Hunter

Industry Websites – If you want to be a real thought leader and up your level of value, look on industry websites for industry-specific information that relates to their job and company.  I’ve heard sales people say, “I don’t have the time to research a prospect.” ” That comes from people who believe volume over quality will drive more revenue.  Not true!!

The 8 Most Overused Words in PR and Marketing

Vertical Response

Public Relations copywriting overused marketing words overused words public relations words not to use When you’re writing about your own product or service, it’s easy to fall into the habit of hype. It’s understandable. So, you have to impress with your words. The Ford Model T, typewriter, iPod and sliced bread come to mind. Probably not. All rights reserved.

How to Handle a Crisis on Social Media

Vertical Response

At some point, every small business may have to deal with a public relations crisis. The best public relations move you can make during a PR crisis is to act quickly and responsibly. Social media has the power to fan the flames of crisis or douse them on the spot, social media strategist Whitney Zatzkin says. Have a plan in place. “Remember doing fire drills in school?

7 Tools to Get Free Publicity for Your Business

Vertical Response

In fact, few small business owners have much of an advertising budget, or a public relations manager. Public Relations Resources Small Business Marketing business publicity free press online advertising tools public relations As a business owner, you want to publicize your business without breaking the bank. That’s okay. Help A Reporter Out (HARO). EzineArticles.

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Psst! 3 Low-Cost Tools to Track What the Media is Saying About You

Vertical Response

Public Relations clip report media media monitoring PR tools press clips Press Coverage press monitoring public relations tools If you’ve ever worked with a PR agency or consultant, a standard offering is media monitoring – tracking your press placements on a regular basis. Media monitoring isn’t something that only PR pros can do. Two of them are free!). Cost: Free.

Tools 44

Listen, Excellent Customer Service is Going to Become THE Differentiator

Jonathan Farrington

These requirements are inter-related – i.e. it is more difficult to deliver consistently high standards in customer care, if the needs of both the organization and the staff are not taken into account. General Customer Care Customer Management Customer Relations Customer Service Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. The intention is to build repeat business.

5 Ways to Leverage a Media Placement

Vertical Response

Public Relations media coverage media hit media placement Press Coverage press hit press placement public relations Your business was just featured in the media – awesome! Great PR can help spread the word about your company, boost credibility and ultimately bring more business through your doors. But you’re not done. Get social. Update your website. Send an email.

Media 35

The Art of the PR Follow-Up

Vertical Response

Public Relations follow up Internet media relations PR best practices PR follow-up PR pitch PR pitching press relations press release public relations public relations follow up Your Press Release You’re refreshing your inbox every five minutes to see who’s replied and wants to know more. Nothing. Crickets. Now what? First, relax a bit. Don’t take it personally.

Book Review: People Love You

Sales and Management Blog

Uncategorized customer experience customer relations customer relationships customer retention Customer Service jeb blount people love you sales selling From the customer’s perspective, Blount argues, virtually all products and services are identical.  The answer? know, at first glance it sounds silly. But it isn’t. Customers are people. You are always on stage. Connect. Solve problems.

Get Recognized: 10 Small Business Awards You Should Enter

Vertical Response

Public Relations Small Business Marketing award nominations Awards business awards company recognition entering awards public relations small business awards small business marketing Whether your company has been around for decades or is just getting off the ground, getting a business award under your belt is a great way to build credibility and generate positive PR. Cost* : Free. 2.

How High Can You Climb To Communicate Your Value?

Buyer Insights

Buyer-Seller Relations How Buyers Buy Procurement Strategy Strategic Buying Decisions Strategic Procurement Strategic Supplier You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter - you want it to be seen as ''strategic''.

Justify With Numbers – Compel With Emotions

Buyer Insights

Buyer Risk Buyer-Seller Relations Buying Politics Featured Why Buyers Buy Buying Decisions Emotion In Selling Emotional Buyers Modern Buying Tailoring The Sales ApproachFact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at [.].

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2 Simple Ways to Get Real Feedback from Employees

Vertical Response

Business Management employee feedback employee relations employee satisfaction exit interview HR human resources No matter how big or small your company is, you need to know what’s going on with your employees. After all, they reflect who you are and how you want your business to be perceived. There are two really simple ways you should try: Exit and stay interviews.

The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

General Customer Care Customer Relations Customer Service Karen Clarke Moments of Truth Oracle Top Sales Blog Post Top Sales Blog Post of the Week Before I get into today’s topic, thank you all for my exceptionally bulging mailbox today. It seems the world, his brother - and everyone who knows his brother - has an opinion about the future of professional selling. And And so they should.

Show Me the Money: 5 Small Business Grants to Consider

Vertical Response

Public Relations funding grant competition grant contest mission main street Small Business small business competition small business contest Marty Metro, owner of UsedCardboardBoxes.com and a VerticalResponse email marketing customer since 2006, will never forget the day he found out that his company won a $250,000 small business grant from Chase Bank. American Small Business Championship.

Get Publicity: 5 PR Advantages Small Businesses Have

Vertical Response

Big companies spend a boatload of money on community relations, with the goal of putting a face to the brand through smaller-scale, local initiatives. Even if it’s something some might think is relatively minor, like this recent Alaska Airlines incident.) Unless you’re, say, Apple, you probably don’t have the press following and reporting on your every move.

Excuse Me, What Is With All the Social Hype in Small Business and Sales?

Increase Sales

Relating to others. small business Be the Red Jacket empathy relating to others. Give me a break! Small business has always been and will continue to be always social because people still buy from people. Human beings are social creatures. We are not lone wolves for the most part. We enjoy speaking with other people. We live in communities surrounded by other human beings. Empathy.

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Use LinkedIn’s New Channels to Grow Your Business

Vertical Response

Hope Katz Gibbs, president of  Inkandescent Public Relations , says the new feature has a lot of potential in the business-to-business world. “By following channels you’ll start networking with others in your industry,” she said. Social media’s most professional network is rolling out a new feature that could help your business grow. LinkedIn What’s the benefit, you ask? All rights reserved.

The Greatest Challenge for Top Salespeople

Increase Sales

Both marketing and selling share some of the same talents such as: Relating to others. Sales Attribute Index relating to others. With the business world dramatically changing from local to global and from big to small, the greatest challenge for top salespeople hands down is marketing. Technology especially smart mobile devices has made attracting attention much easier.

Sales Leadership – The Talent of Conveying Role Value

Increase Sales

When this talent is used in the correct manner, it works with other sales skills such as active listening , relating to others or diplomacy. Sales Training active listening effective communicator relating to others. Their perception was it was time to go home. My perception was this was an opportunity to earn and reinforce our relationship with the customer. Solution. Industry Trends.

KAM Strategy: Analyzing Your Key Account Portfolio

Buyer Insights

KAM Account Development Buyer Insights Buyer Research Competitive Differentiation Customer Portfolio Analysis Customer Relationships KAM Relationship Matrix Key Account Management Preferred Supplier Price Competition Standard Supplier Strategic Supplier Supplier Relations This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier.

3 PR Hooks for the Holidays – How to Garner More Buzz

Vertical Response

Take advantage of this typically slow news period by amplifying your public relations efforts. Public Relations fundraising gift guide holiday gift guide holiday pr holiday press press-generating ideas public relations The last few months of the year are here, the weather is cooling down and people in general are in a happy, jolly mood – including the media.

Media 11

The Pipeline ? Qualify and Disqualify

The Pipeline

their mission is to provide small and medium size organizations with relative, informative and entertaining business related videos via the internet.  As part of their launch, I was asked to discuss fundamental aspects of sales the audience and put to use easily that will help them improve and maintain sales growth. Home About The Pipeline. Contest. Free Resources. Search. July 2011.

Google Says Links in Press Releases Should Be Nofollow

Vertical Response

Breaking News Public Relations SEO/SEM Barry Schwartz google Google Search John Mueller Nofollow Nofollow links press releases public relations Release Search Engine Roundtable Google recently and quietly announced, (by updating their link schemes ), that links contained within a press release for your business should be “nofollow” links. All rights reserved.

Media Manners by Christina Hamlett

Increase Sales

There are times when the media relations business reminds me a lot of high school; specifically, prom season. Marketing Christina Hamlett media manners media relations business small business ownersIn the meantime, there’s probably no shortage of earnest lads that have been besotted with you since Day One. But what happens if Hunky Guy suddenly calls you the day before the prom?

Media 30

The Pipeline ? What Did You Start?

The Pipeline

They did the usual things, relatively well for the most part, and in relatively the same way. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. weblog.

How Capturing One Unique Aspect Can Help Maintain Better Client Relations

The Sales Insider

Identifying “one unique aspect” to help each employee remember their prospects, clients and co-workers a little better is part of the culture at InsideSales.com. For example, my one unique aspect that I’m known for is that I am the only Read more. Best Practices Inside Sales Inside Sales Best Practices Inside Sales Tips Random Musings Sales Tips one unique aspect

How Capturing One Unique Aspect Can Help Maintain Better Client Relations

The Sales Insider

Identifying “one unique aspect” to help each employee remember their prospects, clients and co-workers a little better is part of the culture at InsideSales.com. For example, my one unique aspect that I’m known for is that I am the only Read more. Best Practices Inside Sales Inside Sales Best Practices Inside Sales Tips Random Musings Sales Tips one unique aspect

Why Highlighting Customer Feedback Can Be Profitable

Vertical Response

Business Management Customer Service Adi Bittan business management customer comments Customer Feedback customer ratings customer relations Customer Relationships customer reviews ownerlistens.com philz coffee small business management Yelp Don’t leave your customer feedback in the hands of Yelp users; actively seek it out and post it on your company’s website. Make it easy.