Al Davidson

Why You Still Need an Email Newsletter

There are so many advanced technologies and software tools nowadays for sales and marketing – everything from CRM systems to automated email solutions and social media management tools – that it can be easy to forget about email. Email might seem antiquated compared to...

Why Customer Surveys Are Essential for Your Sales Success

Are your customers happy with you? How do you know? Many small businesses make the mistake of assuming that their customers are satisfied, without ever making sure. If you’re not already doing so, it’s important to add customer surveys to your list of marketing...

4 Sales Lessons I Learned from Robocalls

It seems like the only time my personal cell phone rings anymore, it's for a robocall! These calls are obnoxious and invasive and are doing nothing to help achieve better sales results for the organizations that they represent. Here are a few reasons why...

4 Sales Lessons from the Water Cooler Salesman

During a recent trip to my local warehouse club retailer, I saw a sight that might not sound like a typical kind of sales work in the 21st century: a water cooler salesman. While I was walking out of the store, I passed a...

8 Quick Cures for the Winter Sales Doldrums

For many small businesses, the winter months of January through March are a slow time of year. You might find that after the holidays and the New Year, some of your sales are slowing down. How can you get your business to pick up...

How to Boost Your Sales with an Attitude of Gratitude

Thanksgiving is coming soon, and one of the lessons of that holiday is that it’s important to be thankful for the good things in our lives, for the people we love, for the wonderful experiences that we get to share. But gratitude is not...

How to Boost Your Sales By Designing a Better Customer Experience

Most business owners probably don’t think of themselves as being “designers.” Sure, you’re good at what you do – you know your business, you’re passionate about your product, you know your technology, you care about your customers. But the idea of “design” seems like...

Small Business Marketing Lessons from a Closed Skating Rink

Roller skating rinks are part of the childhood memories of generations of Americans – maybe you had your first date at a roller rink, or used to have birthday parties at a skating rink while you were growing up. But in recent years, according...

McDonald’s is Bringing Back the Value Menu – What it Means for Sales Strategy

McDonald’s recently announced that they are bringing back their “Value Menu” in 2018. Formerly known as the “Dollar Menu,” McDonald’s is trying to offer a wider selection of low priced items to deliver everyday value prices to their customers. The former Dollar Menu...

The Right Way to Ask for New Sales Referrals

One of the best ways to find new customers is to get referrals from your existing customers – but how can you get more referrals? Many sales people and small business owners make the mistake of not being proactive about asking for referrals –...

What Your Business Can Learn from Senior Concierge Services

According to a recent article in the New York Times, many Baby Boomers are starting side businesses as “senior concierges,” providing services to older adults who need help with running errands, driving to appointments, getting groceries, and other daily activities. These senior concierge services...

Sales Lessons from HGTV Shows

HGTV is one of the most popular networks on cable, with real estate shows about buying, selling, and renovating homes. HGTV is fun to watch because it gives people a sense of escapism and aspiration – they can ignore their own cluttered, imperfect houses...

5 Ways to Stay Productive During the “Slow Times” of the Holiday Season

B2B sales organizations are sometimes vulnerable to seasonal slowdowns. Whether it’s a time of year when your customers are less likely to be closing deals, or whether your customers are out of the office more often for vacations and holidays, the time during the...

3 Questions Your Customers Aren’t Saying Out Loud

When making a sales call, it’s important to ask questions of your customers, and really listen to their answers. Asking questions is a great way to build rapport, open up a dialogue, and identify the customer’s problems, goals and needs. Ideally, your questions will...

Want to Build Customer Relationships? Cut Down on Information Overload

A generation ago, sales people were repositories of information, and customers couldn’t make a purchase decision without consulting with sales people to find out more about the product. Sales people were gatekeepers of information, and in many ways, were in an advantageous position over...

3 Reasons Why Customers Don’t Trust You

The business of sales is ultimately about building trust and establishing strong relationships with customers. Good sales people know how to convey a sense of confidence and inspire trust in the people that they meet, while other sales people might struggle to get past...

How do you know when “the customer is not right” for you?

In sales, we often hear that “the customer is always right.” But this is not always true. Sometimes, especially in B2B sales, the customer is not always right for you. If you take yourself and your work seriously, you need clients who also take...

How to get more sales by using this “four-letter word”

Sales people are masters of the language of selling. The best sales people know how to build relationships by phone and email, ask good questions to earn the customer’s trust, explain product features and benefits in a compelling way, and otherwise talk with customers...

3 tips for building trust throughout the customer journey

In the sales business, we talk a lot about sales funnels and sales cycles and sales process, but it’s also important to remember the customer’s point of view. Because in the same way that sales people have a “sales process” that we’re trying to...

What can sports analytics teach us about lead management?

There is a huge trend underway right now in professional sports where teams are using advanced statistical analytics to find out more than ever before about which elements of player performance truly make the biggest difference in winning games. Sports analytics are becoming a...

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