Sales

Are you High and Right?

Posted August 19, 2010 - 10:35am by David Worrell

If you've read any of our other blog posts, you know by now that the key to Success in America lies in being unique and highly differentiated from your competition.

I now see that we were wrong. 

Its great to be unique and different.  In fact, its absolutely necessary.  But that in itself is not enough.  We were missing one more key ingredient -- what Guy Kawasaki called "being high and to the right."

You see, being different is only one dimension of success.  The other...?

SNAP Selling

Posted August 15, 2010 - 10:24am by Jim Worrell

Jill Konrath - Snap SellingJill Konrath has done it again.

Her new book, SNAP Selling, hits the nail on the head.  It explains in detail what all of us selling products or services in the USA have been experiencing, and why.  Prospects never answer their phone, voice mails are never returned, e-mails are deleted, appointments are harder and harder to get, and when you get them, they are shorter and shorter.

Your Most Effective Business Tool

Posted August 9, 2010 - 8:27am by Jim Worrell

AmeriStart - Your Most Effective Business Tool

Imagine what you could do if you had a fully staffed office in America.

Imagine how much more productive you could be, how many more sales you could generate, or how many hours of time you could save.

Think about how impressive a USA telephone number, address, name would look on your web site or marketing materials.

Imagine how convenient it would be to have a sales, marketing and administrative team ready to help you with just a phone call or email.

 

How Much Does a Phone Call Cost?

Posted August 4, 2010 - 10:23am by David Worrell

Ready to sell? Don't touch the phone!

Quick!  Do you know the TRUE cost of a phone call in the United States?

If you are like me, you may have answered smartly, "almost zero -- unlimited phone calls are free from most phone companies".  Well, yes, that's technically correct, but there's more to it than that.

What's the TRUE cost of a phone call to your company?  Would you believe almost $24.00 per call?  I'm not suggesting that every time you speak to someone it costs $24... I'm clearly saying that "Every time your sales person TOUCHES the phone it costs you $24."  How can that be?

Will Your CRO Survive the Pharma Consolidation of 2010?

Posted July 30, 2010 - 10:35am by David Worrell

AmeriStart - Shrinking markets for CROs means only the different will surviveViq Pervaaz, senior vice president, corporate transactions at Aon Consulting recently wrote an article for Outsourcing-Pharma.com that every CRO should read.  I'll summarize below, but here's a link to the full story: shrinking-market-for-cros

Mr. Pevaaz makes a good case that the consolidation in the Pharma industry is causing -- and will continue to cause -- pain within the research services market.  CROs, and the entire eco-system of service providers around them, will see a significant reduction in their pipeline of compounds (and customers). 

A Trade Show Is Not A Marketing Strategy

Posted June 30, 2010 - 12:54pm by Jim Worrell

ImageDIA is over for another year. How many leads did you collect?

What kind of follow-up are you doing?

Where are the business cards?  In a database or in a drawer?

While at DIA this year, I spoke with several of my international friends about their marketing strategy for the USA market. They said, "I do this show every year". When asked about how their sales are in the USA, they replied "not growing at all." No wonder...a trade show is not a marketing strategy.

Selling Science

Posted June 25, 2010 - 9:59am by David Worrell

Chemistry, Biology, Pharmacology, Physics, Astronomy, Oceanography...Sales?   If you are a scientist, you appreciate the deep structure and processes in your chosen field.  The table of elements is not random, it reflects a certain order to the universe, and knowing that order empowers you and your business to do great things.

Selling is no less a science than Chemistry or Biology or Astronomy.  There are rules, methods, and structures within the field of sales that the most ardent scientist would appreciate.  

The Speed of Business in America

Posted May 18, 2010 - 9:24am by David Worrell

America is the land of fast food, fast cars, and fast business.  The title of a popular movie a few years ago was "The Quick and the Dead"...  That about sums up the business culture here -- In America your business can be quick or you can be dead.

  • YouTube is fast -- in just 5 years they've grown to serve 2 Billion customers a day.
  • Apple is fast -- just 4 weeks after launching the iPad, the company announced the second generation

This is not just a cultural phenomenon, it is an established economic reality.  The market is changing faster than ever and opportunities do not last long.  How does this translate into your business?  Good question.  Here's 5 ways to speed up your business and satisfy your American customers....

Asking "What Is Your Budget?" is a Mistake

Posted April 8, 2010 - 3:54pm by Jim Worrell

ImageBelow is another "spot-on" article from my friend Jill Konrath.  Well worth reading.  I have made that mistake too many times myself.  In fact, I made that mistake last week and my colleague commented that I probably left $5,000 - $10,000 on the table, and worse, did not give my prospect (now a customer) the total service that he really needed. 

Life and business are full of leaning experiences.  Read this article to the end, I think the "car" analogy Jill uses is a good one.

The TRUE Cost of Employees in America

Posted March 29, 2010 - 11:35am by David Worrell

Hire with care... it costs more than you might think! 

American Employees cost more than you might thinkHiring employees in America may be the best way to growing your business here.  But it may also be the most expensive.

Before you hire, be aware that the cash compensation (wages, salary, bonus, commissions) is only one part of the true, total cost of having an employee in the USA. 

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