Packaged offerings benefit the buyer. Canned offerings benefit the seller. When an offering is packaged, it’s done so with the buyer in mind. The package is a combination of products or services that affords the buyer additional value, often trading a little bit of decision making freedom for simplicity and that increased value. The buyer [...]
In case you missed it, I had the opportunity to guest post for Jeff Shore’s newsletter a couple weeks ago. If you’re not already subscribed to Jeff’s weekly newsletter, you should be. Click to read my thoughts on Why People are Ignoring Your Emails. Thanks.
Consider the phrase, “social media.” The “media” part refers to the content, the social content – the conversation. Sales is conversation with a purpose. I recently had the pleasure of spending some time with Matthew Shadbolt of The Corcoran Group after coaxing him to Baltimore to speak at SMC SalesCamp. Those of you that know, [...]
Generally speaking, most builders, salespeople, and real estate brokers I speak with agree that the last thing the Internet needs is another home search directory. Each time a new directory is introduced, it creates a new burden for the builder (focus, monitoring, plus a new SEO competitor). Ask a consumer if the Internet needs another [...]
If you were unable to make it to the Super Sales Rally at the International Builders Show, you missed an instantly classic performance by new home sales trainer Jeff Shore of Shore Forrest Sales Strategies and Jim Suth of D.R. Horton. I captured all but the first few seconds using my cell phone. The audio/video [...]
BarCamp, RE BarCamp, PodCamp, WordCamp… any of these ring a bell? What about Ignite events, or TED talks? The last few years have brought on sweeping changes in how people gather to support a topic, idea, or purpose. Instead of days of grueling lectures and courses defined by the ‘hours’ for which they qualify, “Camps” [...]
Until recently, I had not been a part of a salesperson job interview for some time. I always enjoyed interviewing salespeople, and I jumped at the opportunity when a client asked me to sit in on his meeting with a prospective employee. He was seeking my opinion of the interviewee and even asked me to [...]
