Sales

Enacting a Construction Sales Process: Make Time for Sales to Have Sales

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By TOM WOODCOCK Contractors often must wear many hats – everything from estimating to project managing, vendor relations and, oh yeah, selling. The selling part can often be an afterthought. The problem is that it needs forethought. Not allotting time and strategizing to sell can cripple a construction firm. Instead of trying to reshape an

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Spring and Summer Selling: Make the Effort to Attend Prospect-Laden Events

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By TOM WOODCOCK Money is being spent in all directions to try and to gain an advantage in sales. Websites, digital campaigns, graphics, giveaways and promotional materials grab the lion’s share of the attention. Though these are, (add comma) at times, (add comma)  necessary, hoping these pieces will suffice, (remove comma) as your sales effort

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Help Customers Learn How to Buy From You: Let Them Play the Hero

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By STEPHANIE WOODCOCK When a company decides to amp up its marketing, the natural tendency is to tell everyone how great it is. We assume that if we make the marketing good enough and explain better than our competitors how great we are, our prospects will come running to buy our services and confirm our

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The Epic Fails of Sales: Eat Your Sales Strategy Veggies or No Dessert for You

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By Tom WOODCOCK After 30 years of selling, managing sales efforts, creating sales strategies and working in sales consulting, I may have a couple things narrowed down. People love to corner me and ask me their biggest sales question, waiting for a pearl of wisdom. The one thing about pearls is that they take a

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What’s Your Company’s Sales Culture?

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by Tom Woodcock Webster defines “culture” as: “a set of shared attitudes, values, goals and practices that characterizes an institution or organization.” Most interesting is the concept of shared values. Every company develops a sales culture. Whether by plan or accident, a culture will be established. This culture directly relates to the way customers are

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Setting Annual Expectations

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By Tom Woodcock As the holidays pass and we barrel into the new year, companies scramble to forecast next year’s performance. Numbers will be thrown around, projections made, and hopes elevated. Ownership will almost always demand better results in either revenue or profitability, or worse, both. Then the great master plan is formatted and presented

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Butts in the Seats Marketing: Don’t Obsess Over That and Miss Your Existing Client

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BY STEPHANIE WOODCOCK When do owners usually start thinking about marketing? When they need to get more business, correct? When they experience a lull or change in the market or business climate that spurs them to say to themselves (and I’m paraphrasing), “Hmmm…I need to get more butts in the seats.” But what if owners

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Build Brand Love by Taking it Up a Notch from Good to Great Marketing

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BY STEPHANIE WOODCOCK Companies hire marketing firms for many reasons. Some are obvious. They want to freshen their brand, broaden market awareness, increase lead generation, drive sales and “take it up a notch.” Many times companies decide to reach out for help in marketing when they want to gain a foothold in a new market,

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Contractors: Did You Know That Your Whole Company is Selling?   

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Sales is an all-inclusive, company-wide effort. Anyone having direct or indirect contact with the customer influences the customer’s buying experience. Failure to demonstrate value in virtually any area of the company can cause the customer to head in another direction. Departments such as accounts receivable, reception or even transportation (drivers) play a bigger role than

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