A series of HOW TO articles on selling design work profitably.This is article #1. Why Offer Design Most landscape and hardscape design build companies make their money on construction. But find building other people’s designs less than satisfying from a creative and financial perspective. The way to beat the competition in any market is through […]
Harvard Business Review, HBR, recently posted a very interesting article on what makes companies successful “Three Rules for Making a Company Truly Great” http://hbr.org/2013/04/three-rules-for-making-a-company-truly-great/ar/1 Their metric was Return On Assets (ROA). They looked at over 25,000 companies from 1966 to 2010. “After repeatedly trying and failing to isolate measurable behaviors that were consistently relevant to […]
I came a across this article in the HBR Blog (Harvard Business Review). Its about true leadership. At Salespeople On Demand generally work with small business owners and although our work is focused on sales, business owners are generally the ones directing the company. Our work helps business owners become leaders.
Salespeople have an insatiable need for leads. Motivated salespeople need a pipeline of leads to support and sustain their livelihoods. Marketing must bring in the right prospects; interested people who are attracted to the company’s brand and are ready to purchase. When branding is true to you and your company’s strengths and the marketing targets […]
If it’s price, you lose. If it’s demonstrating value during the sales call, you and the client win. The only way I know how to demonstrate value on a sales call is to develop a sales process that allows for an honest exchange of information between the prospect and the salesperson. The process should allow […]
Content Marketing. It’s everything you put up on the web, your company’s website, FaceBook page, LinkedIn company page, blog, photos, webinars, ebooks videos, podcasts,all of it, its all content. Everything you put up on Social Media is content as well. It’s considered inbound marketing as it pulls your prospects into a process as you attempt […]