Customers call but don't buy: what to do?
Often, in the pursuit of compliance with strict corporate standards, we switch to the language of formal and formulaic expressions. This is correct from the point of view of corporate…

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Customers call but don't buy: what to do?
Often, in the pursuit of compliance with strict corporate standards, we switch to the language of formal and formulaic expressions. This is correct from the point of view of corporate…

Continue reading →

"How we sell guitars on YouTube": the story of Boris Kolesnikov, skifmusic hypermarket of musical instruments
Boris Kolesnikov, founder of the skifmusic hypermarket of musical instruments, shares his experience of developing a corporate YouTube channel and tells how entrepreneurs can sell using this social network How…

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problems

How to develop a turnkey sales system: modeling the main business process

How to develop a turnkey sales system in the foreseeable future? Where to start, what to start from? What is the first step and what are the next steps to take, and what should be the final result? Alexander Cherny, author of courses on strategic business development, business practices, in a series of articles gives a step-by-step algorithm for developing a turnkey sales System on a specific example-12 steps of the author’s methodology
In the first article of this series of articles, “developing a turnkey sales system”: where to start?”was formulated in Steps 1 and 2 was given the main example of a developed sales System (hereinafter — SP), as well as sales Cycle and sales Funnel, according to the basic example. Continue reading

How to optimize a company’s website for targeted requests and a specific audience of potential customers

Stanislav Gerstein, an expert in multi-channel sales, explains in detail how to optimize the company’s website so that incoming traffic is as relevant and targeted as possible: how to build a semantic core, how to use keywords and popular queries, and how to segment the target audience correctly
Before you increase traffic to your site, you need to decide what kind of traffic is needed. If the site is engaged in sales, then first of all you need visitors who will make a purchase. If the site is informational, it is important that visitors stay longer on the site and study more materials. Continue reading

ToDo and Not ToDo: how to make phone calls with important clients

Iosif Panasyuk, an independent expert in sales, sales management and marketing, shares his personal experience of making deals and sales over the phone: how to prepare for a phone conversation, what aspects are important to pay attention to first and what should not be done during negotiations
When I was just starting my career in B2B sales, it happened that for a while it was not possible to go to customers. And in Russia, online meetings were not yet practiced. So I took the phone and presented our product. Just like that, very simple. At such telephone meetings, I always offered a potential customer to buy our product. Continue reading

How companies don't miss a single call from customers
Lilia Aleeva, marketing Director of ICL Services, talks about how to build an effective system for receiving incoming calls in the company: who should do this, what algorithms and how…

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"No one needs snowmobiles in the summer", or how to sell them in " off-season»
A rare business does not refer to seasonality of sales. Like, no one needs snowmobiles in the summer, and swimsuits and flippers are not in demand in the winter. Sergey…

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How do I check the supplier?
Roman Shishkin, assistant to the President of ICA "Filippov and partners", talks about how to distinguish between responsible and law-abiding contractor from unfair: whether it is necessary to request documents…

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We played "talking dummies" — and that's enough, or Let's say the scripts " no»
Alexey Krutitsky, CEO of the Training Department, talks about the modern use of sales scripts in companies: what they do more-good or harm, how employees and the workflow as a…

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