Tagged 'Sales'

The Art of Buying

Posted by Tony Zambito on May 6th, 2013 at 1:16 pm

Galvanized by Art (Photo credit: cobalt123)
The quest to uncover how and why people and businesses engage in the act of buying is becoming an endurance race.  Spurred on by increasing social technologies advances.  The result is many organizations, whether academia or business, have focused on the science of buying.  What we may be losing is critical understanding of the art of buying.
What we are witnessing in the new digital age is the old rules of near total dependency on understanding processes and rules associated with buying is no longer the sole winning ticket.  Buying processes and rules have been dissected and analyzed many times over throughout the past few decades.  We clung to the belief of knowing the how will lead us to systematic knowledge of how to close more business with buyers.   The problem marketing and selling organizations face today is the how – processes and rules – are not as easily defined or structured as in the past.  Social technologies have made it possible for new networks and collaboration amongst buyers – causing plenty of flex in processes and rules.
The Why of Buying
If the science of buying has focused on the how of buying, the art of... Read more

No One Wants to Read Your Emails

Posted by Ian Tenenbaum on May 3rd, 2013 at 2:49 pm

So this will be the test to see if I practice what I preach. Whether it’s in sales or any other aspect of business, you have to understand people are inherently lazy. Simply put, they do not want to “read” what you’re writing to them. They DO want the information you’re sharing, or to know how you can help them though (people are always focused on themselves but thats a whole separate article). So the trick is how to get information shared without letting “words” complicate things.
One thing I’ve found helpful I can share is to take a look at your email before you hit send, then play a game to see how many words you can delete without taking anything away from the point you’re making. If you can do that successfully you will find that you will save time, be more effective, and maybe actually get people to read what you want them to.
Brevity is underrated.
Originally posted on www.30thousandft.com

The Panel I’d Like to See: Shaking Up the Digital Media Conference

Posted by Marc Mallett on March 22nd, 2013 at 8:04 am

I don’t know about you, but the last three conferences I’ve attended have had eerily similar programming slates. I’m not naming names, but if I see another “Is Content Really King” or “RTB, DSP, CPE – Drowning in a Sea of Acronyms” panel, it’s going to make my eyes and ears bleed. In the interest of adding a little levity to our industry, I’ve put together a list of panels I’d love to see an adventurous programming director include in their next conference:
1 year? 6 months? 3 months?  How low can you go?
Join us as a top HR Director, Recruiter, VP of Sales and Agency Group Director debate just how short a job stint can be before it affects your career in Digital Media.
The Dos and Don’ts of Entertaining
Take a walk on the wild side with some of the best-known sales professionals on the digital party circuit as they give their “rules of the game.” Sellers of both sexes give their tried and true mantras for thriving and surviving during a long night out entertaining. Do flirt, don’t sleep; Do sip, don’t gulp; talk shop only if “shop” means late night karaoke. This panel could get crazy! We certainly hope... Read more

Why (social) communication is the key to selling!

Posted by Daniel Alvarez on February 1st, 2013 at 12:16 pm

We live in a digital age, the age of communication and instant information. What once took hours, even days to reach people across the globe now only takes a few quick keystrokes and a matter of seconds. But don’t let me bore you with what you already know. What I’m really trying to get at is the fact that, when approached correctly, social networks are viable channels for sales and endless opportunities are within arm’s reach. All sales and business development professionals should consider leveraging this global social trend to broaden their sales funnel or you may one day, find yourself obsolete.
Back In The Day
In our grandparent’s time, business was conducted on a very personal level. The local baker knew what type of bread each family preferred, the butcher began cutting your favorite cuts as soon as he saw you walk through the door, everyone and I mean everyone, knew each other. This was relationship building at its best. Businesses across the globe lost this personal touch as time went on and our world grew a little bigger and busier. Until now.
7 Billion Strong
Yes, our world is no mere village, with over 7 billion inhabitants of planet Earth we are... Read more

Thar, She Blows! 6 Steps to Give A Good Meeting

Posted by Andy Wiedlin on January 17th, 2013 at 3:48 pm

Meetings don't kill people. Bad meetings kill people.