Out With The Old, In With The New

Why Your Sales Tools Aren’t Working

July 3, 2014 - 12:00am
Think your marketing department has set your sales team up for success? Think again. According to an oft-cited study conducted by the American Marketing Association, 90% of the sales tools created for sales teams aren’t even touched. And the number one reason noted by sales professionals: Sales tools provided by marketing just aren’t effective. In fact, sales people often invest...
Do Your Research

5 Important Questions to Consider When Launching A New Product

June 24, 2014 - 12:00am
There are so many things to consider when launching a new product; it’s easy to get overwhelmed. Plus, it’s understandable to be excited about all of the features and details of your product. Sometimes it’s difficult to sort out the things that potential customers want to know from the technical details. When you’re launching a new product, be sure to answer these five...
Break The Mold

5 Tips To Standing Out In A Crowded Marketplace

June 17, 2014 - 12:00am
How can you make your B2B sales tools stand out in a crowded marketplace? If you’re selling a commodity, like granite countertops, wooden flooring, carpeting and sand, it can sometimes be a challenge making your company stand out from others in your industry. After all, the differences between your product and that of your competitors can seem slight to the uninitiated. Consider the...
Strategies To Improve Design

The Crucial Importance of Design

June 10, 2014 - 12:00am
Design has separated from production in the development of most B2B sales tools and samples. This separation has resulted in a very tactical application of design to the production process. The results are often sub-par performance and even failure of those tools and samples to convert sales leads into customers. Why design is important Design is highly strategic and...
Improve Ways To Measure Results

Are Your Sales Tools On a Quota?

June 3, 2014 - 12:00am
You put your salespeople on a quota and expect them to perform, are you pleased? Yet everyday new sales tools and samples are being developed and their effectiveness is never (or rarely) monitored. To make sure that you are effectively utilizing your sales tools and samples, you need to put in place clear measurements and expectations. In short, you need to treat your sales tools and samples...
Reduce Risk

The Importance of Testing

May 27, 2014 - 12:00am
How effective will your sales tools be long-term? When selling a product, it’s important to create effective sales tools that demonstrate the qualities that set your product apart and make it the best option for your customers. But it’s not simply a matter of having samples of your product to show them. Good sales tools weave an entire scenario that demonstrates why the customer...
Focused Selling

Connecting With Customers

May 20, 2014 - 12:00am
Are you considering the right questions when selling to customers?  The question companies tend to ask when trying to target customers is, “How can we get the customer to buy what we’re selling?” That’s the wrong question, though. The question you really should be asking is, “How can we sell what the customer is buying?” Selling your...
Set Yourself Apart

Why “What’s the Competition Doing” is the Wrong Question

May 13, 2014 - 12:00am
You’re looking for a new approach to your sales: something that will give you that extra edge. Your leading competitor has had tremendous success with a certain type of sales tool. It looks like a pretty good approach, and it’s leading to a lot of sales for them. Maybe you should adopt that same sales tool in your own company! It could help you gain that extra edge you’re...

Staying Connected Through Channels

May 6, 2014 - 12:00am
One of the most important aspects of selling a product is to stay connected with your customers. Keep in touch with what they need, so that you can provide it to them. But not everyone sells directly to the end customer. A lot of times, you’re selling to a retail chain. In that case, their needs are the same as yours: to sell the product and make a profit. But you can’t...

Differentiating Commodity Products

April 30, 2014 - 12:00am
Have you ever heard the old adage, “Show, don’t tell”? It can be applied to a lot of things, but it’s particularly applicable to your brand and products. One of your jobs is to show your potential customers why your product is the best on the market, and why it’s worth buying over your competitors’ products. When you meet with potential clients, you probably...