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July 31, 2010 12:12 AM
Want to achieve better results in sales? Start with your initial contacts and consider these strategies.
July 31, 2010 12:12 AM
Here are some additional approaches to passify a difficult employees.
July 31, 2010 12:12 AM
If you want to salvage a failed manager/employee relationship, consider these strategies.
July 31, 2010 12:12 AM
Too often, a vacation is a "pick your poison" proposition. You can stay and burn out—or return to a dizzying frenzy. Whether it’s a summer escape or a holiday breather, it can be tough coming back from vacation. To reduce the stress, consider the following…
July 31, 2010 12:12 AM
We leave behind glossy brochures in desperation, hoping they stand out from the other clutter. Believe it or not, your prospects sometimes do scan these materials…right before they toss them. Why? They don’t tell a compelling story. That's why case studies are such a valuable tool. They reveal how you do business, beyond your generic platitudes.
July 31, 2010 12:12 AM
Let's be honest: Prospects will naturally put up barriers when they read a case study. They know it isn't impartial like a trade magazine article, and they assume you're filtering out the negative. How do you overcome readers' resistance…in one or two pages, no less?
July 31, 2010 12:10 AM
Want to increase company profit and growth? Focus your attention on what really matters—the customer.
July 31, 2010 12:16 AM
Why Little Things Make All the Difference (Broadway, $17.95)
July 31, 2010 12:14 AM
When you differentiate yourself with a video that shows the "obvious" (we make a lot of bubble gum) in a fun and visually powerful way, your competitors, meanwhile, are still trying to sell based on stock statements or cliché slogans ("We care about quality," "Our customers are important to us," "We won't be undersold"). You will be seen as cutting-edge, fun, innovative, and personable because of your willingness to put faces behind what you build or serve. Here are some key reasons to create corporate video to market your company.
July 31, 2010 12:14 AM
The Promotion Marketing Association (PMA) announced today the finalists for its REGGIE awards, the highest honor in integrated marketing.
July 31, 2010 12:10 AM
Unlike Grandma's old-fashioned mashed potato recipe, a hearty social media presence does not come with step-by-step instructions tested over time. All the same, it's becoming harder for B2B companies to entirely avoid social media as an ingredient in their marketing mix.
July 31, 2010 12:16 AM
With companies struggling to recruit and retain quality employees in the wake of a hostile economy, many would do well to contemplate a relatively obscure course of action: instituting a sabbatical program.
July 31, 2010 12:10 AM
Just like anyone else contending with a heavy workload, sales professionals like to complete tasks in the most expedient way possible. And in the 21st Century, this often entails shooting off an e-mail to some person or another in place of personal interaction. But when the task in question is a critical sales activity, the expedient route very often leads to a dead end.
July 31, 2010 12:10 AM
Why do most small businesses struggle when it comes to getting business from exhibitions? Here are some simple tips on what to do that can make a huge difference.
July 31, 2010 12:10 AM
2009 had some interesting lessons to impart in terms of sales and sales tactics—things we should all learn from whether we're a salesperson, sales manager, director, or business owner.
July 31, 2010 12:10 AM
This month's article came from a sponsored art fair lunch I was invited to by my accountant. It was interesting as we went around the exhibition, interacting with the artists, curators, and exhibitors, how many lessons a salesperson or business owner could learn from their “sales” techniques—both good and bad.
July 31, 2010 12:10 AM
Rugby sevens is a variant of traditional rugby, and one of the sport's major international tournaments is the Dubai Sevens. But with Dubai itself hit hard by the global recession, this year's installment suffered accordingly. Nevertheless, there are various lessons to be learned from how the organizers dealt with the challenge.
July 31, 2010 12:10 AM
What simple negotiation lessons can be learned from the Egyptian market traders?
July 31, 2010 12:10 AM
It’s astonishing how often salespeople and business owners are surprised to learn, after the fact, that the decision-maker they were talking to has lied to them. In many cases, the salesperson will then actually defend the buyer—saying things like, ‘Well, they’re just not ready to buy,” or “They have to see all the salespeople first and then make a decision.” What they often mean is, “I haven’t done my job properly.”
July 31, 2010 12:10 AM
It's interesting to note how many sales opportunities salespeople or business owners miss out on—offers they likely could have won. Were they only to realize how much that lost business is worth over a 12-month period, no doubt they'd be quicker to do something about it.
July 31, 2010 12:10 AM
As the market gets tougher, you're probably discovering people are objecting to your prices, and negotiating with you more than ever before. Are you well enough prepared to deal with that?
July 31, 2010 12:10 AM
This will hardly come as a news flash, but over the last few months, lots of salespeople and business owners have seen the number of sales inquiries they normally receive drop off precipitously. Not so coincidentally, many companies now have non-salespeople performing sales activities. Whatever the impetus, the end result is sales activities getting passed on to other people.
July 31, 2010 12:10 AM
Cold calling is one of those topics everyone has an opinion on (even those who don't do it). And the salespeople and business owners who do it normally fall into one of the camps: love it, loathe it, or tolerate it. But regardless of which camp you or your team fall into, most people just don't get the results they want.
July 31, 2010 12:10 AM
Cold calling is one of those topics everyone has an opinion on (even those who don't do it). And the salespeople and business owners who do it normally fall into one of the camps: love it, loathe it, or tolerate it. But regardless of which camp you or your team fall into, most people just don't get the results they want.
July 31, 2010 12:12 AM
Most of the best salespeople use a relatively simple linear sales process and mindset that is relatively easy to train, track, supervise, and coach. However, there is no one sales process that works for all companies.