customer

Gyan

jamespothmer's picture

James P. Othmer

“For those who work in advertising, simply being fascinated with the future isn’t enough. We have to glean insight from it and process it and wrap it up in a bright shiny message that sells this incrementally better future to the rest of the human race (or, at the very least, our target market), brought to you on behalf of Brand X.
Harvey Mackay's picture

Harvey Mackay

Let me repeat a basic principle in the sales and marketing world:  People don't usually buy products and services.  They buy solutions to problems. And adhering to that principle determines who succeeds at sales.   Successful salespeople and marketers learn that fundamental lesson early on.  They tailor their products and services to meet a demand that is
Harvey Mackay's picture

Harvey Mackay

Over the years I've asked a lot of people what makes a great salesperson, and the answers are fairly predictable:  passion; persistence; personality/likeability; planning; trustworthiness; strong work ethic; drive/initiative; quick learner; goal-oriented; good communications skills; sense of humor; humility; good timing; strong at building relationships; and follow-up (or as I say,
ramanujamsridhar's picture

Ramanujam Sridhar

For the Indian consumer in 2011, economy was distinct from parsimony, and values too, came to the forefront. The Boxing Day test is overshadowing even the deadline of my year-end column. In a sense it is easier to review the past than to predict the future.
Arathi's picture

Arathi

Many people who have taken a marketing course have learned about the "4 P's" of marketing. They are Product, Price, Place and Promotion. In a lighter vein.....  
ramanujamsridhar's picture

Ramanujam Sridhar

The erstwhile leader in colour television is looking to diversify in a host of areas to stay afloat. Recently, when it was reported that BPL had failed to salvage part of its 350-acre land bank pledged with Deutsche Bank, it was a setback for a company that used to be among the leaders in many consumer durable segments in the late nineties. Sample this: In its heyday, the brand
Harvey Mackay's picture

Harvey Mackay

Today's mail included the first holiday greeting of the season -- for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business.   What I love about this custom is that our greeting never gets lost in the shuffle.  We get relatively few cards in
Harvey Mackay's picture

Harvey Mackay

A buddy of mine dubbed my newest book, The Mackay MBA of Selling in the Real World, "Harvey Mackay's economic stimulus plan."  It's custom-tooled to boost the take-home pay of sales pros, from novices to veterans.   Right now, war is raging between the old school of pound-the-pavement sellers and new age techno-mavens.  Should you still
balaji's picture

Balaji Pasumarthy

People might want to help you, they might also be capable of helping you, they might also have the contacts to help you. The only reason they have not done so till now might be because you just have not asked.
Harvey Mackay's picture

Harvey Mackay

If you were given a 180-second opportunity to change your business forever, would you be prepared to do it on a moment's notice?  You would if you learn about the elevator speech as defined by Terri Sjodin in her new
Harvey Mackay's picture

Harvey Mackay

Today's mail included the first holiday greeting of the season -- for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business.   What I love about this custom is that our greeting never gets lost in the shuffle.  We get relatively few cards in
Harvey Mackay's picture

Harvey Mackay

A buddy of mine dubbed my newest book, The Mackay MBA of Selling in the Real World, "Harvey Mackay's economic stimulus plan."  It's custom-tooled to boost the take-home pay of sales pros, from novices to veterans.   Right now, war is raging between the old school of pound-the-pavement sellers and new age techno-mavens.  Should you still
Arathi's picture

Arathi

Many people who have taken a marketing course have learned about the "4 P's" of marketing. They are Product, Price, Place and Promotion. In a lighter vein.....  
Harvey Mackay's picture

Harvey Mackay

Over the years I've asked a lot of people what makes a great salesperson, and the answers are fairly predictable:  passion; persistence; personality/likeability; planning; trustworthiness; strong work ethic; drive/initiative; quick learner; goal-oriented; good communications skills; sense of humor; humility; good timing; strong at building relationships; and follow-up (or as I say,
ramanujamsridhar's picture

Ramanujam Sridhar

The erstwhile leader in colour television is looking to diversify in a host of areas to stay afloat. Recently, when it was reported that BPL had failed to salvage part of its 350-acre land bank pledged with Deutsche Bank, it was a setback for a company that used to be among the leaders in many consumer durable segments in the late nineties. Sample this: In its heyday, the brand
ramanujamsridhar's picture

Ramanujam Sridhar

For the Indian consumer in 2011, economy was distinct from parsimony, and values too, came to the forefront. The Boxing Day test is overshadowing even the deadline of my year-end column. In a sense it is easier to review the past than to predict the future.
Harvey Mackay's picture

Harvey Mackay

Let me repeat a basic principle in the sales and marketing world:  People don't usually buy products and services.  They buy solutions to problems. And adhering to that principle determines who succeeds at sales.   Successful salespeople and marketers learn that fundamental lesson early on.  They tailor their products and services to meet a demand that is
jamespothmer's picture

James P. Othmer

“For those who work in advertising, simply being fascinated with the future isn’t enough. We have to glean insight from it and process it and wrap it up in a bright shiny message that sells this incrementally better future to the rest of the human race (or, at the very least, our target market), brought to you on behalf of Brand X.
jamespothmer's picture

James P. Othmer

“For those who work in advertising, simply being fascinated with the future isn’t enough. We have to glean insight from it and process it and wrap it up in a bright shiny message that sells this incrementally better future to the rest of the human race (or, at the very least, our target market), brought to you on behalf of Brand X.
Harvey Mackay's picture

Harvey Mackay

Let me repeat a basic principle in the sales and marketing world:  People don't usually buy products and services.  They buy solutions to problems. And adhering to that principle determines who succeeds at sales.   Successful salespeople and marketers learn that fundamental lesson early on.  They tailor their products and services to meet a demand that is
ramanujamsridhar's picture

Ramanujam Sridhar

For the Indian consumer in 2011, economy was distinct from parsimony, and values too, came to the forefront. The Boxing Day test is overshadowing even the deadline of my year-end column. In a sense it is easier to review the past than to predict the future.
Arathi's picture

Arathi

Many people who have taken a marketing course have learned about the "4 P's" of marketing. They are Product, Price, Place and Promotion. In a lighter vein.....  
ramanujamsridhar's picture

Ramanujam Sridhar

The erstwhile leader in colour television is looking to diversify in a host of areas to stay afloat. Recently, when it was reported that BPL had failed to salvage part of its 350-acre land bank pledged with Deutsche Bank, it was a setback for a company that used to be among the leaders in many consumer durable segments in the late nineties. Sample this: In its heyday, the brand
Harvey Mackay's picture

Harvey Mackay

Today's mail included the first holiday greeting of the season -- for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business.   What I love about this custom is that our greeting never gets lost in the shuffle.  We get relatively few cards in
Harvey Mackay's picture

Harvey Mackay

A buddy of mine dubbed my newest book, The Mackay MBA of Selling in the Real World, "Harvey Mackay's economic stimulus plan."  It's custom-tooled to boost the take-home pay of sales pros, from novices to veterans.   Right now, war is raging between the old school of pound-the-pavement sellers and new age techno-mavens.  Should you still
Harvey Mackay's picture

Harvey Mackay

Over the years I've asked a lot of people what makes a great salesperson, and the answers are fairly predictable:  passion; persistence; personality/likeability; planning; trustworthiness; strong work ethic; drive/initiative; quick learner; goal-oriented; good communications skills; sense of humor; humility; good timing; strong at building relationships; and follow-up (or as I say,
balaji's picture

Balaji Pasumarthy

People might want to help you, they might also be capable of helping you, they might also have the contacts to help you. The only reason they have not done so till now might be because you just have not asked.
Harvey Mackay's picture

Harvey Mackay

I have never met anyone who left his or her job, whether fired or voluntarily, who started his or her own business -- and regretted it.  What these people always regret is not having done it sooner.  This includes people who eventually failed and had to go back to work for someone else.
GPSudhakar's picture

G.P.Sudhakar

When an engineer becomes a project manager or program manager, he has to interact with the customer in his day to day activities. To manage the customer, and to lead technical teams, one should have good leadership, managerial and administrative skills. In this article, I would like to discuss some of the skills needed to become a global manager in this high technology era.
manish's picture

Manish Singhal

An idea that is developed and put into action is more important than an idea that exists only as an idea. — Buddha
amit.grover's picture

Amit Grover

Pricing problems are not rare, and among all issues faced by startups, pricing is right on top. Though there is no perfect pricing method, I am sharing 10 pricing strategies for startups below:
Anonymous's picture

10 benefits of having e-newsletter for your company. Much research has been done to indicate the benefits of newsletters.
Harvey Mackay's picture

Harvey Mackay

After many decades of being a business owner and salesman, I have never, ever changed my Golden Rule of Selling:  Know Your Customer.
taro's picture

taro

Servion  Global  Solutions,  a specialist in Customer  Interaction Management  (CIM)  solutions,  today announced  its strategic expansion plans. The company has expanded to a new 11,000 sq.
misner's picture

Ivan R Misner

I was at a networking event in Europe last year where more than 500 people were in attendance.The speaker who was on stage just prior to my presentation asked the audience: “How many of you came here hoping to do some business today–maybe even make a sale?”  The overwhelming majority of the people in the audience raised their hands.  He then asked, &l
verneharnish's picture

Verne Harnish

"...keeping you great" HEADLINES: (Happy Chinese New Year!) 3 Classic Customer Mistakes -- my latest Growth Guy syndicated column entitled "Sharpen Your Customer Focus" highlights three classic mistakes business leaders make when thinking about their customer: 1. Incorrectly defining their...
Harvey Mackay's picture

Harvey Mackay

Today's mail included the first holiday greeting of the season -- for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business.   What I love about this custom is that our greeting never gets lost in the shuffle.  We get relatively few cards in
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