What qualities define your top sales people?
May 2, 2013
CommercialDiana Bernal, marketing executive, Key Glass LLC “Making sales for commercial glazing contractors is very specialized. Top salesmen will help the owners, developers, architects and general contractors bring their concept to reality. At the same time, they will bring a job to their firm that efficiently utilizes company resources, is executable, minimizes long-term risks and provides a...
June 4, 2012
At some point, you’ve experienced bad customer service. Remember when you called the credit card company only to encounter a series of recorded messages that didn’t address your question? Or, the time you called your doctor’s office to get a prescription refilled, and an unhelpful person answered the phone and said “I can’t help you” before hanging up?The reality is that if a customer has one...
Tips to effectively define, target and measure your marketing efforts
May 7, 2012
While there is no magic marketing solution for glass retailers, there is a pattern for success.
A few simple ideas for generating more business
April 1, 2010
Ask most company owners how business is these days, and they’ll probably tell you customers aren’t exactly knocking down the door. Yet, that doesn’t mean glass companies aren’t finding success in today’s market. Instead of waiting for customers to come to them, however, they are revamping their sales approach to be more active participants, seeking out clients in...
December 8, 2009
Glass Magazine’s new interactive format allows you to listen in on live sales calls. Following are excerpts of outbound calls demonstrating effective questions to ask to identify customer needs and gather information for future sales opportunities. Example 1: Getting your foot in the door Example 2: Finding the right contact, part 1 Example 3: Finding the right contact, part...
The dos and don'ts of outbound sales calls
December 7, 2009
Online OnlyYou’ve read about proper sales calls; now listen to them liveEditor’s note: This article is part one of a two-part series on how to transform your sales team. Look for part two in the February 2010 issue, which will discuss what to say and what not to say on outbound sales calls, as well as how to master the close. Additional audio files will be available on...
February 1, 2009
View a photo gallery of new bath enclosure products that meet customer demands.
Five final rules to work by
February 1, 2009
Customers are the lifeline of a business. Last month, we took a look at the first five rules business owners should follow to obtain customer feedback. Here, we’ll examine the final five.
December 1, 2008
Customer feedback is crucial to the success of any business, but too often companies fail to attain it. Following are five rules to adhere to when navigating the process.
Top 10 factors to consider when opening a new store
October 3, 2008
Location, first impression, floor layout, display design, product placement, lighting, technology and decor can all make or break a new showroom.