Comments for Everything You Need to Know About SEM Sales Training http://blog.matchcraft.com Search Marketing Simplified Sun, 17 Jan 2010 21:02:19 -0700 http://wordpress.org/?v=2.8.4 hourly 1 Comment on In 2010 many Resellers will need to train their sales reps to become “Mini-Ad Agencies” by Barb Jacobucci http://blog.matchcraft.com/2010/01/15/in-2010-many-resellers-will-need-to-train-their-sales-reps-to-become-%e2%80%9cmini-ad-agencies%e2%80%9d/comment-page-1/#comment-316 Barb Jacobucci Sun, 17 Jan 2010 21:02:19 +0000 http://blog.matchcraft.com/?p=51#comment-316 Valid points, Mike. The training takes longer, the sales cycle takes longer, but the relationship with the customer also lasts longer. Everyone wins, even the customer. Valid points, Mike. The training takes longer, the sales cycle takes longer, but the relationship with the customer also lasts longer. Everyone wins, even the customer.

]]> Comment on A question for sem resellers: Do you still think it’s a “land grab”? by Eric http://blog.matchcraft.com/2009/08/07/a-question-for-sem-resellers-do-you-still-think-it%e2%80%99s-a-%e2%80%9cland-grab%e2%80%9d/comment-page-1/#comment-298 Eric Mon, 04 Jan 2010 20:40:36 +0000 http://blog.matchcraft.com/?p=38#comment-298 So many business owners I know claim to have been "scammed" by SEM resellers years ago, and won't even consider looking at it again because the taste in their mouths is so bad. I've personally witnessed an SEM salesperson for a directory company try to convince a business I worked at that "analytics isn't important, you just need to get a lot of clicks" when asked why their interface couldn't integrate into Google Analytics to better track ROI. Perhaps what is needed is a more holistic approach to the "SEM reseller" business. Instead of just getting the customers to buy clicks, they need to really understand the clients business and help them take a comprehensive approach to online marketing, before the PPC accounts are funded. IMHO, you can't sell a client paid clicks without helping them create a decent landing page first. You can't help them create a decent landing page without helping them create an "offer" for the call to action. You can't help a business create an offer without a thorough understanding of the business and their customers. I don't see how a 5,000 client strong reseller could transition to that. My hunch is that you will see small digital agencies & consultants - down to one man shops - who can retain the clients over the long run - because they don't have a gazillion others. That is, if they can overcome the damage that has been wrought by all the "glen gary glen ross" style selling practices by SEM resellers. So many business owners I know claim to have been “scammed” by SEM resellers years ago, and won’t even consider looking at it again because the taste in their mouths is so bad. I’ve personally witnessed an SEM salesperson for a directory company try to convince a business I worked at that “analytics isn’t important, you just need to get a lot of clicks” when asked why their interface couldn’t integrate into Google Analytics to better track ROI.

Perhaps what is needed is a more holistic approach to the “SEM reseller” business. Instead of just getting the customers to buy clicks, they need to really understand the clients business and help them take a comprehensive approach to online marketing, before the PPC accounts are funded.

IMHO, you can’t sell a client paid clicks without helping them create a decent landing page first. You can’t help them create a decent landing page without helping them create an “offer” for the call to action. You can’t help a business create an offer without a thorough understanding of the business and their customers. I don’t see how a 5,000 client strong reseller could transition to that.

My hunch is that you will see small digital agencies & consultants – down to one man shops – who can retain the clients over the long run – because they don’t have a gazillion others. That is, if they can overcome the damage that has been wrought by all the “glen gary glen ross” style selling practices by SEM resellers.

]]> Comment on Put yourself in the business owner’s customer’s shoes by Rich Rosen, FastCall411 http://blog.matchcraft.com/2009/05/20/put-yourself-in-the-business-owner%e2%80%99s-customer%e2%80%99s-shoes/comment-page-1/#comment-36 Rich Rosen, FastCall411 Thu, 28 May 2009 20:04:09 +0000 http://blog.matchcraft.com/?p=22#comment-36 Mike: I enjoyed the post. I also find that owners love to talk about how they are better than the competition. Another good question might be: "Are you better at responding quickly to your service calls than the competitors?" I also write about SMB customer service issues at blog.fastcall411.com. Mike: I enjoyed the post. I also find that owners love to talk about how they are better than the competition. Another good question might be: “Are you better at responding quickly to your service calls than the competitors?”

I also write about SMB customer service issues at blog.fastcall411.com.

]]> Comment on Attention all sales reps who sell Google Adwords to small businesses…make it about them! by mark http://blog.matchcraft.com/2009/03/19/attention-all-sales-reps-who-sell-google-adwords-to-small-businesses/comment-page-1/#comment-12 mark Wed, 15 Apr 2009 21:32:51 +0000 http://blog.matchcraft.com/?p=9#comment-12 I want to say - thank you for this! I want to say – thank you for this!

]]> Comment on Attention all sales reps who sell Google Adwords to small businesses…make it about them! by Jason Pribil http://blog.matchcraft.com/2009/03/19/attention-all-sales-reps-who-sell-google-adwords-to-small-businesses/comment-page-1/#comment-11 Jason Pribil Wed, 15 Apr 2009 05:21:44 +0000 http://blog.matchcraft.com/?p=9#comment-11 Mike, you make some good points. The trouble is its number's game v's customer focus, and the numbers game is likely to deliver results more quickly when large outbound call centres are used. These are also cheaper than running a f2f sales force that's customer centric. The downside, as you say is that service providers that taking the numbers approach are hurting the industry and causing the high churn out rates. Jason Mike, you make some good points. The trouble is its number’s game v’s customer focus, and the numbers game is likely to deliver results more quickly when large outbound call centres are used. These are also cheaper than running a f2f sales force that’s customer centric.

The downside, as you say is that service providers that taking the numbers approach are hurting the industry and causing the high churn out rates.

Jason

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