Showing Tag: " sales" (Show all posts)

Supershopping Leads to "Penalty" Pricing and Bad Business

Posted by Steven Shaer on Saturday, February 26, 2011,
We live in the era of the supershopper.  The supershopper is a distinct buying style that some consumers have where the consumer constantly seeks out the most information and what appears to be the best price.  This is a shopping behavior that has always been present, but now with the full search power of the Internet, it is easier and easier to be a supershopper.  This behavior is most evident in consumer buying practices but is also present in business to business buying practices.

H...
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Not a Big Enough Ticket To Support Your Sales Cost or Commission Structure

Posted by Steven Shaer on Tuesday, December 28, 2010,

Many products cannot be sold effectively or efficiently because the cost of sales is simply too high. I remember seeing this problem all too well early in my consulting career when I was consulting with a pharmaceutical start-up. They were just getting their flagship first product through FDA approval, had worked out the manufacturing processes, and obtained all the necessary certifications for their production facility. It was only then that we all realized there was a problem with the s...


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What It Takes To Get That Referral!

Posted by Steven Shaer on Wednesday, June 16, 2010,
The American Bar Association just published this article I wrote for one of their publications:

http://www.abanet.org/lpm/lpt/articles/mkt06101.shtml

While it is written for lawyers, I think its lessons apply to all industries where referral business plays a big role.

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What Is The Difference Between Business Development and Sales?

Posted by Steven Shaer on Saturday, May 15, 2010,

There are many ideas about these overlapping terms, but generally speaking sales is considered a subset of business development with business development considered more strategically focused and sales considered more tactically focused.  All sales is business development but not all business development is sales.  The nature of the buyer's buying process and the company's sales proce...


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