How to Succeed at Business Blogging – What’s Your Blog Identity?

Blogging for your business is all the rage and rightly so. Millions of people are searching on the internet and most people are reading at least one blog a day to help answer a problem or meet a need that they have. So, it just makes good business sense to create a blog for your business.But, before you jump into the blogosphere feet first I’d like you to pause for a moment and do two things that will save you a lot of headache later on: think about the blog you want to build with your head and then your heart. The number 1 thing you must identify for your blog before you start business blogging is what is your blogs identity.Put some thought into it (head)
1. What’s the product or service your business offers? Describe it in two very short sentences.
2. Who’s the target audience for your product or service?
3. What’s the goal for your blog? (Answer can be found in What’s the goal for your business)(Go ahead, jot down some answers for all three questions)Put some feeling into it (heart)
1. What are the 3 biggest challenges your target audience faces?
2. What value will your readers receive from reading your blog?
3. What do solutions do you want your readers to experience from reading your blog?(Go ahead, jot down some answers to all three questions.)Before you focus on sales or hundreds of readers visiting your blog on a daily basis, you should think with your head and then your heart to determine your blogs identity. Your blogs identity is it’s purpose or mission. Once you have that part figured out than you can start designing your business blog to meet the realistic needs and desires of the community you’d like to attract.

Why You Can’t Have a One-Type-of-Sales-Person-Does-it-All Approach

I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like this are simply not true and trivialise the complex world of selling by trying to box people without proper analysis and insight.There is a large body of research that shows there are many types of sales people for different types of clients, products, and markets. Just because a sales person may be excellent in one market may not mean they are well suited for another. Take call centres for instance. If the type of sale is simple and transactional, putting in people who like complex problem solving and variety would be a very bad decision. Boredom and repetition, amongst other things, could see people like this leave sooner than intended or create havoc while there.The reason I am speaking up about this is I find many people do not understand the intricacies of selling and tend to take a one-type-of-salesperson-does-it-all approach when selecting and developing sales people often leaving them frustrated and angry and not getting the sales performance they want.In the last 15 years my team and I have analysed and profiled over 100 different types of sales roles as diverse as:- Business Banking Sales,
- Media Sales (TV & Radio)
- Online Advertising Sales
- Publishing Sales
- IT Sales
- Hi-tech Medical Equipment Sales
- Pharmaceutical Sales
- Funeral Sales
- Wholesale Sales
- Print and Distribution Sales
- Telephone Sales (inbound and outbound)
- Direct Sales (party plan, etc.)
- Money Market Sales
- Mortgage Sales
- Investment Sales
- Recruitment Sales
- Industrial Sales
- Engineering Sales
- Key Account Management Sales
- Sales Management
- Sales Directors
- Music Licensing Sales
- Account Co-ordinators
- Sales SupportI am here to tell you that there were many variations in these sales roles and variation in the styles and types of people needed to perform these roles effectively. For instance, some need to be very prospecting fit, while others needs to be detailed, patient and very thorough.When one assumes that an organisation can have one sales force with no differentiation, there are often negative consequences.These include:
Individuals don’t work together well.
Sales opportunities seem to ‘slip away’.
Individuals can’t seem to get the job done.
The assumption that every salesperson can be all things to every customer does not work. This assumption regards all customers and salespeople as a commodity, or an interchangeable part. For example, if a salesperson is unable to secure a sale with a customer, the organisation may not make a conclusion that the salesperson does not meet the needs of the customer.Instead the organisation might view the customer as a commodity or an opportunity that has been lost, and will hope that the salesperson is able to secure another sale with a different customer.A ‘one-salesperson-does-it-all approach’ does not work when you have a diverse product range or a varied pool of customers. Each customer has unique needs, operates within a unique organisation, and needs to know different information from the salesperson. Therefore it is necessary to link the salesperson’s style of working to the needs of the customer, your market and your products.Too little work is done in this area and yet it is one of the most critical areas you need to consider for business success.The book The Quadrant Solution by Stevens, H & Cox, J, describes a sales model based upon a quadrant that is used to evaluate the organisation and its products on its complexity and the expected customer experience.Complexity:When a customer is making a complex purchase, with a lot of customised offerings, the seller needs to do a lot of hand-holding during the purchase and delivery. That would be a high touch sale (hand-holding, longer more secure relationship with seller). If it is a simple purchase and the customer can handle the purchase on their own, this would be a low touch sale (customer is confident in handling purchase, doesn’t need hand-holding, short/temporary relationship).Customer experience:When a customer needs a high degree of technical support during and after the purchase, it is a high tech sale. If the customer has the experience and knowledge to handle the technical components of the sale, it is a low tech sale.In the book he describes four sales styles that link into the quadrant model. These are consultative selling, relationship selling, display selling, and super closer selling.I have provided examples of each style as a way of demonstrating my point about the variety that exists in sales, however from our research there are even more selling styles or subsets of selling styles. Not all selling roles will fit these categories however I feel it is a good place to simulate our thinking on this topic and help you make more sense of what you may need by way of sales talent.Consultative selling style:Salespeople who adopt a consultative selling style enjoy being the trusted consultant to their customers. They like a degree of complexity in their work, and are comfortable interacting with high-level managers. They are analytical, ambitious, educated, professional, self-confident and well-organised. They are able to work with customers who need technical support and a long-standing relationship (high tech, high touch).Relationship selling style:Salespeople who adopt a relationship selling style enjoy building and fostering relationships with customers. They have a strong work ethic and enjoy a hands-on approach when interacting with others. They are warm and personable and are sensitive to problems that the customer may be having. Relationship salespeople are not technically oriented, and focus on the relationship aspect of a sale (low tech, high touch).Display selling style:Salespeople who adopt a display selling style are comfortable promoting or displaying a product to the customer in the most effective way. They ensure that their approach is easy, convenient and simple for everyone to understand. They prefer to work with customers on a transactional basis, and are not inclined to provide the technical or long-term relationship support (low tech, low touch).Super closer selling style:Salespeople who adopt a super closer selling style are progressive and determined in their approach. They are extroverted, energetic and competitive in their style. They are visionary, entrepreneurial and are often viewed as experts in their field. They tend to get customers excited about the possibilities of a product/service, and their primary focus is on closing the sale. The super closer salesperson is generally moving too fast onto the next prospect to maintain a long-term relationship with the client, but will provide them with the technical support to secure the sale (high tech, low touch).In conclusion, excellent salespeople can generally sell many things but not usually everything and even if they could, some selling environments would not suit them in the long term and therefore they would not be classified as good sales person for your business if this happened.Our salesforces should be organised so that the natural selling style of the salesperson compliments the kind of product or service that they are selling, and fits in with the customer’s market.My point is that we all need to know what type of sales role and sales person our businesses need to prosper. By determining a salesperson’s natural tendency or selling style, we can ensure that this is linked to the customer and products unique needs.In today’s world we are well equipped to define the type of sales role our business needs and define the salesperson’s selling style to match that role. So let move away from limiting sales stereotypes and open ourselves to diversity.

Automotive Companies – Top Makers and Their Models

Automotive companies across the world are manufacturing a variety of automotive, such as cars of different models. The automotive industry is one of the rapidly growing industries. With more than a century old history, the automotive industry has marked the entry of many small and big automotive companies in different countries of the world.Few of the world-class automotive companies who have spread wings in many countries include the followings.ToyotaToyota is one of the most reputed Japanese automotive companies that have developed world-class cars in economy, mainstream, and luxury segment. Few of the most popular models of Toyota are, Betla, Camry, caldina, Corlla, Crown, Dyna, Prius, Inniva, Porte, Qualis, and many more.General MotorsGeneral Motors (GM), the USA car manufacturing giant has so far manufactured many world-class automobiles. Few of the most successful brands produced by GM include; Buick, Cadillac, Chevrolet, Daewoo, Holden, Hummer, Opel, Pontiac, Saab, Saturn, and Vauxhall.VolkswagenVolkswagen, the famous German automotive company owns nine other active automotive companies, such as Audi AG, Bentley Motors Ltd., Bugatti Automobiles S.A.S., Lamborghini S.p.A., SEAT, S.A., Skoda Auto, Volkswagen Passenger Cars, Volkswagen Commercial Vehicles, MAN AG, and Scania AB.FordFord, the USA automotive giant is the industry innovator that manufactures some of the best and finest models of cars, buses, trucks, and tractors of the world. Depending on the local and regional preference, climate and geographical conditions, Ford designs and develops different varieties of automobiles.HondaHonda is a famous Japanese car manufacturing company that has spread its wings to all most every parts of the world. Honda is known to produce few of the best automotive products of the world.HyundaiHyundai is a South Korean automotive giant that offers some best cars in the world. Some of the most successful cars manufactured by Hyundai include; Accent, Santro, Azera, Dynasty, Elantra, Genesis, Getz, Sonata, i30, i20, and i10.SuzukiSuzuki is another Japanese car and bike manufacturing company, which has earned god name and fame in the domestic as well as international automotive market. Swift, Esteem, Vitara, SX4 A Star are some of the best models designed and developed by Suzuki.Tata MotorsTata Motors is an Indian automobile manufacturing company that has recently created sensation in the automotive industry by acquiring Jaguar, one of the most famous brands of Ford. The company produces, cars, trucks, three wheelers, and other heavy vehicles.