by Damy@convergenceconsulting.biz | Dec 4, 2015 | Blog, Sales
Google and LinkedIn have forever altered the traditional sales process. In one sense, the buyer gets more control than ever before over where they get information. However, in the middle of wringing our hands about the buyer being more informed than ever before, I...
by Damy@convergenceconsulting.biz | Nov 25, 2015 | Blog, Marketing, Sales
This Thanksgiving I am struck by how much working in a small business can generate thankfulness. Over the past 23 years, I’ve worked for global technology companies. I’ve also worked for a local copier dealer. For the past 12 years, I’ve been the leader of a growing...
by Damy@convergenceconsulting.biz | Nov 9, 2015 | Blog, Sales
As I talk to dealers around the world I keep hearing frustration that there isn’t more customer loyalty. While our equipment and solutions get more sophisticated, the actual purchase gets more commoditized. There’s too much “me too” and not enough value-driving gross...
by Damy@convergenceconsulting.biz | Nov 2, 2015 | Blog, Sales
What is the reaction you want to get after a sales conversation or marketing interaction? Most salespeople would say they want their prospect to say, “Yes, I totally agree with you! That’s what’s keeping me up at night.” While that’s great, here’s the...
by Damy@convergenceconsulting.biz | Oct 12, 2015 | Blog, Sales
This is a picture of the Tandy TRS-80, the first computer that showed up on a rolling cart in my elementary school when I was in fourth grade. This started a journey for me that led to buying a laptop in my first year as a salesperson so I could use Act. The following...
by Damy@convergenceconsulting.biz | Oct 8, 2015 | Blog, Marketing
As more dealerships discover inbound marketing, they often jump to the benefits and overlook what has to be done to achieve those benefits. The concept of inbound is straightforward: providing useful information to your existing customers and potential buyers will...
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