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Sales Skills: From Collateral to Close Marketing and PR are crucial to success in a recession. Public relations and marketing have one purpose: to make sure the right people know about your product. Ask your salespeople. If the groundwork has been laid well enough, all they have to do is take the order. Seriously: ask your salespeople. They’ll know if the marketing has been strategic. They’ll know if the collateral needs work. Because if the brochure is no good, the prospect won’t close. They'll know how powerful an article in the right publication can be to create legitimacy for the prospect to say "yes." Maybe the collateral was great . . . a couple of years ago. Has the product changed? Has the customer? Maybe the marketing messages were perfect . . . for a different client, in a pre-2009, very different economic reality. |
Maybe the media placements have been terrific . . . but in the wrong outlets. Are your 2009 prospects getting your message? Sales, marketing and PR can and should work together. Spark a conversation internally and see where it leads. Possibly all you need is some salesperson training for an upcoming trade show. Maybe you need an array of updated collateral materials. Maybe you need a contributed article placed in the right trade journal, or maybe you need a top-tier business media hit. Maybe you need a communications audit which can tell you if your prospects are getting mixed messages before the sales staff ever call. We’re happy to help. In a tough economy, Sales needs support. 303-594-1750, leeann.fleming@yahoo.com
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