Monthly Archives for September 2015

We’re always trying to better understand the customer lifecycle. That’s a collective “we” — anyone that has a service or good they’re trying to sell to someone else. The goal is to understand the psychology behind purchasing decisions, the research process, and, most importantly, what makes buyers tick. But despite all of our efforts, there’s still a disconnect between buyers and sales. Salesforce recently uncovered some key info on the buying disconnect: Prospects struggle to find the right information during the research.

Yogi Berra was one of the greatest baseball players of all time. In his 21 seasons, he racked up 18 All-Star selections, 10 World Series championships and 3 MVP trophies. That kind of dominance just doesn’t happen anymore. Add on the fact that he was a part of the Normandy Invasion, and the guy is a true American hero. He played through the golden age of baseball and lived a great life. But nowadays Berra is best known for his incredible quotes.

The term agency is frequently used to describe many different types of marketing companies. This has led to a somewhat muddled definition of the word. Whether your company specializes in branding, marketing strategies, web design, app development or any other service in the space, there is an accumulation of these offerings under one generic name; Agency. Agencies clearly have a wide range of services to offer, and the industry today is seeing a massive movement of disintermediation – Meaning you no longer.

As I stumble through Spotify looking for the newest top-40’s playlist wondering how best to start this post, I glance over at our marketing team in hopes they will read my mind and provide me with an opening. Rather than mind reading, they are talking about the best way to generate sales from current leads, and how to grow our reach to gain new leads. I can hear snippets of their conversation; they’ve pushed our social media, content marketing, and used calls-to-action to generate leads. The goal is to grow.

Sounds like a funny thing for a sales rep to say that they want to get more people to say “NO”, but hang with me. I’ve been selling mobile apps for almost three years. Along the way, I’ve learned that the most challenging thing for a sales rep to do in this business is to get a potential customer to say NO! Why you ask? FEAR & LACK OF UNDERSTANDING! Everyone wants to make 2 or 3 sales out of 10 or 15.