Dealer Marketing Blog
Originally published on LinkedIn Pulse.
Field of Dreams is a 1989 film, about an Iowa corn farmer who hears a voice telling him: "If you build it, he will come." He interprets this as an instruction to build a baseball diamond in his fields; after he does, Shoeless Joe Jackson and other dead baseball players emerge from the cornfields to play ball.
What is the reaction you want to get after a sales conversation or marketing interaction?
Most sales people would say they want their prospect to say, “Yes, I totally agree with you! That’s what’s keeping me up at night.” While that's great, here's the problem: You have found an issue that resonates but you haven’t actually brought any new ideas to the table that reframe or fix the problem.
Google and LinkedIn have forever altered the traditional sales process. In one sense, the buyer gets more control than ever before over where they get information. However, in the middle of wringing our hands about the buyer being more informed than ever before, I think we've missed the real point: Buyers haven't changed. What's changed is how they gather information to make a buying decision.
You see, buyers have always been informed. Prospects have always needed information to make good business decisions. The only thing that's changed is where they are going to get the information.
This article by Larry Levine originally appeared on LinkedIn Pulse.
Alanis Morissette, Jagged Little Pill was released on June 13, 1995. It is one of the most successful albums of the 1990s. It peaked at number one on the U.S. Billboard 200, and was the first album to reach both 12 million (in February 1997) and 13 million (in August 1998) in sales in the US since 1991.
Growing up in the northern part of Illinois, you had one of two choices - being a Cubs fan or being a (gasp) Sox fan. There was never much thinking about it. My dad was a Cubs fan. His dad was a Cubs fan, and so on. I would be a Cubs fan. Now there is nothing wrong with the Sox. In fact, I was happy as a Chicago fan when the Sox won the World Series. But it was not my loveable losers!
Now as they have won 14 games out of their last 15, I started (yet again) thinking about possibilities. What if they won the World Series? Would the earth have tilted enough for that to be a possibility? Would Dodgers fans (Larry Levine) come unglued at the thought?
This article was originally published on LinkedIn Pulse.
1988 has some great significance to me. As a raving Los Angeles Dodgers fan, I cringe knowing this was the last year they won the World Series. Kirk Gibson’s infamous homerun trot is a distant memory. More importantly, this was the year I entered the work force.