7 Manieren om toch je targets te halen

1 Focus op uw beste verkoopopportunities
Beoordeel alle verkoopopportunities die u in de pijplijn hebt zitten en selecteer de opportunities die u redelijkerwijze nog voor 5 december 2009 kunt afsluiten.

2 Definieer uw unique selling points
U hebt een unieke organisatie!

3 Pak uw bellijst van driekwart jaar geleden er weer eens bij Hoe staat het nu met de projecten die toen werden uitgesteld?

4 Stel een commercieel actieplan op
Alles moet anders het laatste kwartaal

5 Zoek contact met de beslissers bij de klant
Blijf niet hangen bij mensen die geen beslissingen mogen nemen

6 Stel een goed verzorgde laatstekwartaalaanbieding samen Schakel hiervoor professionals in

7 Verberg uw eigen doel ‘ik móet verkopen’
Los niet uw eigen problemen op, maar die van de klant

Website Marketing Turnoffs

13 things not to do when adapting your product to an online model.

Here's a compilation of 13 silly and even stupid ways some companies are hindering adoption of their products and services. So if you are doing any of them, don't.

1. Forcing immediate registration: Requiring a new user to register is a reasonable request—after you've sucked him in. The sites that require registration as the first step are putting a barrier in front of adoption.

2. The long URL: Say a site generates a URL that's 70 characters long or more. When you copy, paste and e-mail this URL, a line break is added. Then, people can't click on the link or it only links to the first part of the URL.

3. Windows that don't generate URLs: Have you ever wanted to point people to a page, but the page has no URL? Did the company decide it didn't want referrals, links and additional traffic?

4. The unsearchable website: Some sites don't offer a search option. If your site goes deeper than one level, it needs a search box.

5. Sites without Delicious, Digg and Fark bookmarks: There's no reason why a company wouldn't want its fans to bookmark its pages. When my blog hits the front page of Digg, page views typically increase six or seven times.

6. Limiting contact to e-mail: Don't get me wrong; I live and die by e-mail. But sometimes I want to call or even snail-mail a company. Many companies only let you send an e-mail via their "Contact Us" page. Why can't companies be honest and just call it "Don't Contact Us"?

7. Lack of feeds and e-mail lists: Make getting information about your products and services easy by providing e-mail and RSS feeds for content and PR newsletters.

8. Making users retype e-mail addresses: How about the patent-pending, curve-jumping Web 2.0 company that wants you to share content but requires you to retype your friends' e-mail addresses? I have 7,703 e-mail addresses in Microsoft Entourage. I'm not going to retype them into some done-as-an-afterthought address book.

9. No e-mail addresses as usernames: I'm a member of hundreds of sites. I can't remember my usernames, but I can remember my e-mail address. So why not let me use that?

10. Case-sensitive usernames and passwords: I know; these are more secure. But then I'm more likely to type in my user name and password incorrectly.

11. Friction-full commenting: "Moderated comments" is an oxymoron. If your company is trying to be a hip, myth-busting, hypocrisy-outing joint, it should let anyone comment. Also, many times I've started to leave a comment on a blog but stopped when I realized I'd have to register.

12. Unreadable confirmation codes: A visual confirmation graphic system is a good thing, but many are too difficult to read. All you have to prove is that you're not a robot. So if the code is "ghj1lK," entering "ghj11K" should be good enough.

13. E-mails without signatures: Communication would be so much easier if everyone included a complete e-mail signature with their name, company, address, phone and e-mail address.

Chasing Down Large Accounts

Six tips to help you land larger clients.

Ready to go after bigger business? Here are six ways to get you started and keep you going:

1. Make sure you’re still focusing on the small and mid size accounts as a base. This will give you a safety net in the event that you lose a large account. Having solid small and mid size accounts will also give you the confidence to go big.

2. Once you have a large account in your sights, figure out who’s at the top. Learn as much as you can about his or her company and its goals. How can you help them sell what they sell? Next, go directly to the top--to the CEO or the president. This will give you a clear picture of the organization, its decision makers and its hierarchy. There is nothing more powerful than the CEO walking you into the vice president’s office and saying, “Linda, please look into this idea with Mark. It can help us with the new line of laptop products.”

3. Become the mayor of the account. I often travel in the field with a select group of top performers from certain companies. They typically have relationships with everyone in the account, from the receptionist to the office manager to the president. Many times, those contacts get promoted or assigned to other locations where they can use your services or recommend you to other individuals inside the company. Never underestimate the power of networking.

4. Look for problems, challenges and solutions. As I’ve always said, problems are opportunities. They allow you to focus on providing valuable ideas and solutions and help you stand out from competition that might only be interested in pushing their own product. Look at the company’s website, talk to its sales force and take the time to understand why its customers buy. If you can identify a problem, you can provide real-world solutions and new ideas.

5. Forget about what you sell. Sell what the account sells and learn how they run their business. Who do they sell to? Who’s the competition? What’s stopping them from growing and succeeding? This kind of sales focus turns you into an asset.

6. Most important: If it’s right, don’t stop the fight. Most people give up when they’re on the 1-yard line, not realizing how close they are to closing that large account. If you’re certain you can add value to the account, then be persistent. If the value isn’t there, then it’s time to move on.

Please let me know if you need further assistance.