Sales tips
Case Study-Revamping your business development plan
May 18, 2009| Edited by Ken Beaulieu Permalink: http://www.fuelnet.com/?p=2205 FuelNet presents a case study on how one smart growing business revamped its business development plan and grew market share by increasing its offerings. PROBLEM: Hot Sand, a glassblowing studio on the boardwalk in Asbury Park, N.J., sells original, hand-blown works. Owners Thomas Stevens and Paul Elyseev wanted to find ways to draw more traffic to their store throughout the year as part of its business development strategy. SOLUTION: Stevens and Elyseev came up with the idea of offering hands-on activities that incorporate sand, the main ingredient of glass, and decided on sand...
Read MoreThe Secret to Selling More
5 sales techniques that work in tough times February 23, 2009| Edited by Ken Beaulieu Permalink: http://www.fuelnet.com/?p=1532 Every salesperson loses a sale on occasion. When you lose because of a small difference in price, it’s frustrating. Why doesn’t the customer see that you’re worth every penny? Day in, day out, you must prove value, especially in times like these, asserts Linda Bishop, author of Selling in Tough Times and president of Thought Transformation (thoughttransformation.com). She offers five sales techniques to help you sell more. 1. Talk about benefits. Products have benefits, features, and advantages. Benefits sell. Features explain how...
Read MoreKnow Who You Are Selling To
4 buyer behavior types you must recognize March 17, 2009 | Edited by Ken Beaulieu Permalink: http://www.fuelnet.com/?p=1675 When it comes to sales lead generation, Alan Bayham, president of Bayham Consulting (opportunityrx.com), believes sales representatives must tailor their approaches and messages based on a buyer’s behavioral type. Of course, the ability to recognize the various behavioral types and appropriately adapt the sales call takes training and practice. According to Bayham, buyers fall into one of four categories: The Donald Trump/Direct type. These buyers are impatient, demanding, and blunt. They also state their opinions as fact. Action: Be direct...
Read More3 proven low-cost ideas to grow your business
March 11, 2009 | Edited by Ken Beaulieu Permalink: http://www.fuelnet.com/?p=1639 If you’re trying to grow your business these days using old, costly, inefficient methods, you’re probably doomed to failure, admits Dan Adams, president of Advanced Industrial Marketing Inc. and author of New Product Blueprinting: The Handbook for B2B Organic Growth. He says implementing cheaper marketing tactics is crucial for growth, as is customer relationship building. Adams offers these three small-budget ideas to boost your business: 1. Find out what your customers really want. Profitable, sustainable organic growth starts when you have a deeper understanding of customers’...
Read MoreCase Study- Increasing sales without increasing overhead
A Prescription for Success Increase sales without increasing overhead February 27, 2009 | Edited by Ken Beaulieu A case study on how one smart company grew its business without adding more staff or new equipment. Problem: Pharmaceutical Direct, a direct mail marketing services support company in Randolph, N.J., offers a variety of specialized programs to pharmaceutical companies, including market research, gift packages for patients, and loyalty cards. The company, which started up in 1992, works with 15 of the top 20 pharmaceutical firms in the U.S. But in a service business, continued growth also means continued expenses related to expansion. CEO Scott Puzia needed...
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