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May 1, 2011 07:02 PM
April 24, 2011 07:22 PM
April 24, 2011 07:30 PM
April 22, 2011 05:52 AM
By JOAN KING In the hospitality industry, sales and marketing staff are under increased pressure to compete for – and retain – meeting and events business. One of the secrets behind successful venue providers is to know the meeting planner better, even before they walk through the door. The importance of this kind of intelligence cannot be overemphasized, as it enables management to understand their preferences and match the right staff with the right meeting or event. This enables them to step up their game and create more successful outcomes.
April 22, 2011 06:22 AM
By NEIL MAHONEY In last month’s article we discussed the several steps you must take to do an effective positioning analysis:
April 17, 2011 08:08 AM
April 17, 2011 07:53 AM
By SCOTT RICHARDSON It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise resource planning (ERP) and customer relationship management (CRM) applications.
April 15, 2011 05:27 AM
By BOB LITTELL Editor's Note: This is part II of a two-part article. You can read the first part here:
April 11, 2011 11:58 AM
April 7, 2011 05:42 AM
April 4, 2011 06:08 AM
March 31, 2011 06:04 PM
By Michael E. Hackett and M. Jonathan Hackett 
March 31, 2011 06:46 AM
By NICK VAIDYA The other day I was talking with someone about a start-up idea. He is a successful salesperson and wanted my view on the concept. As we moved on with the discussion I realized there were some strategic holes in his plan that I wanted to point out. What I had not realized, however, is that he had bought into the idea lock, stock and barrel, and only wanted to hear me echo his feelings.
March 31, 2011 06:13 AM
If you follow a sales process that does not match the steps of the customer buying process (change; discontent; research; compassion; fear; commitment; expectations; satisfaction), you end up making inadvertent mistakes. When you become more familiar with what is going on in the customer’s head at each step of their buying process, you will be able to explain some of the most common mysteries of selling, including:
March 27, 2011 10:22 AM
March 24, 2011 08:04 AM
By TIM WACKEL My wife and I are the proud parents of two great kids – a teen-age son and daughter. Our daughter is getting ready to start college next week, and our son is like almost every other 15-year-old, living life large with a lot of attention on comfort and few worries about appearance. Last week I promised my son, Nicholas, that I would take him to the mall to buy new shoes. He loves to wear athletic shoes (or is still OK to call them sneakers?) and prefers to wear them until they fall apart at the seams.
March 20, 2011 09:15 AM
By RICHARD A. PLINKE The sales puke told me that most people will start what he called “nervous talking” when confronted with periods of silence, and interviewers would use all kinds of methods like that to try and make me nervous so that it would be easier to remove my viral organs without a great deal of fuss on my part, although he said they did it to see how I would react under pressure.           
March 18, 2011 01:41 PM
March 18, 2011 01:09 PM
  By RICK KASH and DAVID CALHOUN In the flagrantly expansionary economy of the past several years, sloppiness in planning and execution were hidden as business sales and profits went up constantly. These days, you are not only competing with ever-growing sources of supply from competitors all over the world, but all of that supply is competing for flattening  – even contracting – demand. In this new competitive reality, any mistake can have significant consequences.
March 14, 2011 04:57 AM
March 14, 2011 05:22 AM
March 14, 2011 09:40 PM
By ROBERT S. GNUSE While sales are sharply declining, technical professionals are happily busy with existing work and headquarters…well…the mantra is consistently implying that “we’ve got to sell, sell, sell!” Sound familiar? If you’re one of the many professional services firms that depend on your technical professionals for new sales generation, this is anecdotally referred to as “just another round of the feast or famine cycle.”
March 10, 2011 02:04 PM
By BARBARA GIAMANCO A fundamental shift in the way that people communicate has occurred requiring salespeople to adapt their process and approach. Most are moving too slowly, preferring to stubbornly stick to outdated strategies that haven’t worked for some time.
March 10, 2011 06:29 AM
By NEIL MAHONEY Positioning was the word that was used in the 1980s, the Golden Age of Marketing, to describe the multi-step process marketers must use to develop what’s now called the “value proposition.” Whatever you call it, you can’t develop these sales and marketing tools without it:
March 6, 2011 10:10 PM