Bill Rice » Sales

Threshold Resistance, by A. Alfred Taubm…

Bill Rice — Sat, 28 Nov 2009 12:49:32 +0000

спални комплектиThreshold Resistance, by A. Alfred Taubman is a remarkable little business gem. It is a very brief autobiography of this iconic luxury retailing pioneer, but packed with real wisdom.

The core concept is “threshold resistance,” which essentially is the philosophy of finding and eliminating anything that is preventing your customers from crossing your threshold and doing business with you.

His business was retail, but I see all kinds of applicability to online marketing and lead generation. I also spotted lots of valuable advice for sales people and understanding their mission in lowering that resistance.

Lead Management System?

Bill Rice — Mon, 29 Oct 2007 14:16:53 +0000

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Originally uploaded by wmrice

This is a lead management system seen at the Loan Toolbox Business Plan 2008.

Besides the fact that the loan officer left their notes on client follow-up behind, do you think these clients are getting a second call? Do you think the loan officer will remember the commitments he or she made?

Do you think this will work in the current mortgage market?

By my conservative estimation, this loan officer left $20,000 to $50,000 in commissions on (literally) the table!

IT Sales Ideas: Go to Your Next Sales Meeting Empty Handed

Bill Rice — Sun, 15 Oct 2006 02:34:37 +0000

Very good post by Nigel Edelshain on going to your next sales meeting Powerpointless

This is good advise. I have always been an advocate of conversations as opposed to presentations. I like questions over pitches. I often write a white paper or talking paper specifically fo rmy sales appointment. This compels me to do the research, understand the questions I want answered, and condense and articulate my value points to the prospect.

I also recommend his “open source” IT sales manual.

(Via IT Sales Ideas.)

5 Reasons You Need Lead Management on Squidoo

Bill Rice — Mon, 09 Oct 2006 09:20:43 +0000

Understanding how lead management is critical to your acquisition of new customers.

Is CRM Hurting Your Conversion Rate?

Bill Rice — Tue, 18 Jul 2006 20:23:18 +0000

I think so. There is a difference between CRM and Customer Acquisition Management and that is where lead management solutions are growing in importance to high velocity marketing and sales channels like the Internet.

Some even contend that CRM directly impacts the convertibility of your lead generation and lead buys.

Collaborative Decision-Making

Bill Rice — Sat, 08 Jul 2006 13:04:42 +0000

Fred Stutzman has an interesting introduction and thoughts on a very interesting technology/website, Standpedia (a sort of public collaborative debate on various issues): Language of War and Collaborative Decision-Making

I am going to go check it out in more detail. Do you have a burning debate or position in your mind? Maybe you should engage too.

(Via Unit Structures :: Fred Stutzman.)