Marketing vs Sales David Aron and Rob Hamilton
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- Business
Lifelong pals Dr. Dave Aron (professor of Marketing at Dominican University in Chicago) and Rob Hamilton, (author of Beyond the Walkaround and Concepts of Modern Automotive Sales) invite you to join their adventures in the worlds of Marketing and Sales, all the while attempting to discover the most spectacular relationships between the two.
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Issue 24: Documentation and Implementation (Sales Process Steps 8 & 9)
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Marketing Process: Set your Marketing Objectives and Goals
The first order of business is to recognize your KPI or Key Performance Indicators. This has to be done while not losing sight of relationship building and understanding how this might influence everything. Revenue must be targeted, of course, but considering the cost of getting your product, service, or solution into the customer's hands. There are many factors to finely balance and Doctor Dave gives keen insight to these, all the while taking into account how these KPIs re...
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Sales Process: The Close or Asking for the Sale
For all sales consultants, no matter what you are selling, THIS issue is paramount! Ramblin' Rob talks about numerous subjects including the Argument vs. Defined Close, Setting Up the Close: Positive Value Statements, Warm Fuzzies (to continue building comfort) and 3rd Party Examples, Getting to the "Yes," and the Technique (a counter/transition/close tactic). Having multiple arguments and the ability to circle back to the close is shown to be vital. And the bene...
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