Mark Zokle

Blogging for Dollars with Mark Zokle

A blog is a convenient way to create online content and also one of the most popular marketing tools in today’s digital world, says Mark Zokle. But no matter how much traffic your blog generates, it doesn’t do your business any good if its readers don’t become customers. Read on as Zokle shares a few tips on how to write an effective blog.

Answer customer questions

According to Mark Zokle, a vast majority of people stumble upon a blog looking for answers. Use your blog to address common help desk issues and clearly outline ways your product or service benefits the bottom line.

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Mark Zokle

Mark Zokle | Tips to Make You a Better Salesperson

You know your product inside and out. Your smile is on 24/7. And you could charm the scales off a snake. But you still haven’t made the sale. Mark Zokle explains that it is not simply enough to master the physical realm. As a salesperson, you must delve into the psychological aspects that make your customers want to buy from you.

Here are a few psychological triggers that can elevate your name from ephemeral to everlasting in your clients’ minds.

Tell your story. According to Mark Zokle, the biggest obstacle that you must overcome is to help your clients connect their personal desires and emotions to your product or service. As an example, if you work in the home improvement industry, you could start a conversation with a casual mention that your work keeps you in close contact with contractors across the country.

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Mark Zokle

Q&A with Mark Zokle: The Down Low on High-Ticket Sales Strategies

Sales, contrary to popular belief, is not an easy job, says nationally acclaimed sales trainer Mark Zokle. In the following Q&A, Zokle answers questions to help neophyte sales professionals adapt to client needs.

Q: Who is in the best position to identify what my customers really want?

Mark Zokle: Chances are, your company will have a list of items they believe every customer will be looking for. However, it is ultimately up to you, the salesperson, to ask the right questions. Never assume that your buyer’s motivations are exactly in-line with your company’s expectations.

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Mark Zokle

Mark Zokle: Prioritize for Peak Productivity

If you are a sales leader who is constantly challenged to increase your team’s productivity, read on for advice from Mark Zokle.

Q: Is it possible to grow revenue without adding new salespeople? 

Mark Zokle: It is – and it’s probably not as difficult as one might imagine. Pace Productivity research has revealed that less than one quarter of a sales rep’s time is spent on active sales tasks. Based on a 40 hour work week, that equates to less than nine hours – or about a day — actually spent in meetings, preparing contracts, or closing deals.

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Mark Zokle

Mark Zokle | When Leaders Deny Corporate Culture, Everyone Loses

John Stumph, former CEO of Wells Fargo, is a shining example of what not to do in case of a corporate breakdown. According to Mark Zokle, Stumph’s actions were not only cowardly, but also very telling of a corporate culture riddled with a lack of real leadership.

For those not familiar with the very public breakdown of the financial giant, Wells Fargo recently settled a case with regulators over accusations that 5,000 of its employees had generated up to 2 million fake accounts. Mark Zokle explains that these “ghost accounts” were an effort to appease unrealistic sales goals handed down to the lower ranks by upper management.

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Mark Zokle

Mark Zokle on Leadership and Ownership

Displaying exceptional leadership skills during times of prosperity is not enough, says sales and management expert Mark Zokle. In today’s post, Zokle opens up about the recent revelation of widespread fraud at Wells Fargo and why management’s blame-laying tactics were the most inappropriate response possible.

Q: In times of corporate crisis, who should be held liable, in your opinion?

Mark Zokle: I tend to take the position that those in leadership roles must be held accountable for problems, even if they claim not to have been aware of the situation’s specifics. I will use Wells Fargo as an example. Greater than 5,000 employees were recently fired for opening up millions of fraudulent accounts in order to meet impossible sales goals. Company CEO John Stumph laid the blame squarely on the shoulders of the company’s lowest paid employees.

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