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Sales Strategy Tag

Gianfagna Strategic Marketing / Posts tagged "Sales Strategy" (Page 5)

5 Lessons from My UPS Guy: How to Create Loyal Customers

One of the most difficult marketing challenges is differentiating a service business from its competitors. One strategy is to market the knowledge and experience of the firm’s employees. Another is to focus on how the firm's employees make customers feel. Case in point: Tom, my UPS delivery guy. Here are 5 lessons in how to create loyal customers from a UPS driver in Cleveland....

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Unique Business Branding | Gianfagna Marketing Cleveland Ohio

Marketing Professional Services: Sell Smarts, Not Service

Promoting a professional services firm is one of the most difficult challenges in marketing. Whether you’re selling legal services, marketing services, accounting, IT, insurance, benefits, payroll, or consulting, it can be tough to create a marketing strategy that differentiates your company from everyone else who does what you do. Here's the usual approach: “We have great capabilities and we deliver great service.” No offense, but you must, or you wouldn’t still be in business. Plus, all your competitors say the same thing. Is that really what makes you stand out? Is that...

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Trade Show Marketing | Smart Marketing Strategies

10 Tips for Choosing a B2B Trade Show Sponsorship

If you’re a business-to-business (B2B) marketer, sponsoring your industry's trade show can deliver high visibility for your brand. But trade show sponsorship can be a big investment. Sponsorship packages for some national shows are topping six figures and even smaller sponsorship options can be costly. Before you spend valuable marketing dollars on a trade show sponsorship, here are 10 guidelines for choosing sponsorships that are worth the marketing investment....

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New Sales Rep, Key Account: Top 10 Tips for B2B Success

Smart business-to-business (B2B) marketers work hard to create and keep great relationships with their clients. In my last post, I shared the story of how a new B2B sales rep nearly destroyed a 10-year client relationship with my marketing agency by making six crucial mistakes in the first meeting. But transitioning a legacy client to a new sales rep doesn’t have to be a sales minefield. When handled well, assigning a new rep to a key account can be an opportunity to increase the client’s satisfaction and boost sales. Here are 10 things...

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How NOT to Make a First Sales Call on a Long-Time Client

In business-to-business (B2B) marketing, the sales representative’s relationship with the customer drives sales and referrals. But when a trusted rep moves on and a new one is assigned to a long-time client, there’s potential for big trouble if the transition is handled poorly. Case in point: I recently met with a new sales rep from a company I’ve done business with for more than a decade. In less than 20 minutes, he managed to break six cardinal rules of effective customer relationship management and came very close to jeopardizing a long-term business...

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The 7 Most Important Things to Do with a Sales Lead

Business-to-business (B2B) marketers often use such tactics as direct marketing, e-marketing, advertising, trade shows, and web marketing to generate sales leads. But a smart lead generation marketing strategy goes well beyond the creation of the marketing campaign. If your goal is to build a relationship with a business prospect, increase your sales conversion rate, and maximize the value of your sales resources, you need a careful plan for what happens after the lead comes in. Here are the seven steps you should take with a marketing-generated sales lead to achieve success....

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21 Tips for Power Networking: When the Product is You

If you break into a cold sweat at the thought of walking into a business networking event as a complete stranger, you’re not alone. Networking is essential to building and growing a business, especially for business-to-business (B2B) marketers who participate in professional associations and trade shows. But it takes skill and experience to feel confident in a networking situation, and it takes careful planning to capitalize on the value of networking for lead generation. Here’s what I’ve learned about personal marketing and successful networking at B2B events, and 21 tips you can use...

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