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Marketing Articles: Sales

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  • A Three-Step Plan for Continual Email-List Growth and Engagement (Part 1 of 3) Pro Contentby Karen Talavera
    In online marketing, when it comes to lists, the email-marketing list reigns supreme. But for most email marketers, continual email-list growth is the Achilles' heel of email marketing. more
  • Why Salespeople Don't Like Your Customer-Reference Program (and What to Do About It) by Joshua Horwitz
    With most large corporate purchases, the only way to get new customers to sign on is to let them hear directly from current customers who can speak about their experience with your products. So why do salespeople often resist participating in your company's customer-reference program? For several reasons... more
  • Get a Speaking Gig: How Event Producers Decide Who Gets Onstage by Helena Bouchez
    Getting speaking gigs can be a mysterious and frustrating process, particularly if you don't have much experience. You know the drill: Send pithy email offering yourself up (or copiously fill out online proposal form). Hit Send. Wait. Sound familiar? Here's how to get the green light. more
  • How to Create Your Marketing Dashboard in Five Easy Steps by Laura Patterson
    You already know that a dashboard is an essential tool for improving (and proving) marketing effectiveness. These five steps will help you and your marketing team get started on the road to creating a dashboard that works for you. more
  • Five Marketing Mistakes You Can Avoid by Using Cross-Channel Attribution by Anto Chittilappilly
    Cross-channel attribution is about assigning credit for marketing results to where credit is due. Most marketers and agencies either attribute all credit to the last touch point or have no way of attributing the credit in a meaningful manner. Here are the five common mistakes they make—and can avoid, by ... more
  • The End of the Long-Copy vs. Short-Copy Debate by Barry Densa
    Which converts better and drives more sales: long-form copy or short-form copy? "The more you tell, the more you sell," claim the adherents of long copy. "No one has time to read below the fold," counter short-copy partisans. Of course, both sides are right... more
  • The 10 Most Common Pitfalls of Brand Licensing by Pete Canalichio
    Combining your product with top brands is an incredible way to escalate growth. If you are looking to drive revenue, enter new markets, or reposition your product, brand licensing can lead to dramatic results. As with any new endeavor, however, pitfalls abound. more
  • A 10-Question Lead-Generation Checkup Checklist for Your Website Pro Contentby Bob DeStefano
    Is your website a lead-generation machine? Your website can be your most powerful marketing tool, delivering a steady stream of new business leads and filling your sales pipeline. Find out your website's lead-generation potential by giving it a lead-generation checkup. more
  • A 12-Step Guide for Driving Marketing Action With Data by Laura Patterson
    Are you facing increasing pressure from your leadership team to justify your marketing decisions? Most marketers can no longer afford to make decisions based on intuition or gut feel. Today, making good decisions requires data. Data and technology enable marketers to act and react. more
  • Maximize Your Digital-Marketing Mix: 10 Ways to Integrate Social, Mobile, and Email by Dan Forootan
    Cross-promotional efforts can help companies spread the word as new online-marketing platforms are launched, boosting follower interest and opt-in. The following are 10 popular strategies that companies use to maximize their digital-marketing mix. more
  • Marketing Process as Art—Not! by Mitchell Goozé
    Some marketing activities or processes (in reality, many business activities) require "artists" to produce the desired output. However, that by itself does not make the output art. The distinction is important. more
  • Six Keys to Writing a Great Proposal by Doug Stern, Jaclyn Landon
    Looking for ways to create a proposal that sets you and your company favorably apart? Ways that capture the great things you have to offer? Here are six suggested best-practices intended to not only maximize your chances to stand out and land the job but also manage the risks. more
  • Revamp to Revenue: Five Ways to Turn on the Profits With Your Website Pro Contentby Greg Gaskill
    In the current economic climate, more business owners need to evaluate their website and revamp it to turn it into a presales tool, lead-generation machine, or even a revenue-producing cash cow. Can it be done? It just takes a few tweaks to turn on the profits. more
  • Tertiary Keyword Rankings: Using Your Search-Engine Presence to Power Your Customers by Andy Komack
    In the world of B2B marketing, what would you say your customers want most from you? Some of the obvious things are quality products, great service, reasonable prices, and solutions that increase profits. But what would they really want if they could have anything from you? How about more customers? more
  • Achieving Relevance in Direct Digital Marketing: Overcoming Organizational Constraints by Bryce Marshall
    Organizational challenges can be the silent killer to achieving relevance in direct digital marketing, placing constraints on innovation and on the adoption of technology and best-practices, or limiting the manpower to create compelling campaigns and programs. You can do everything else right, but failure to address organizational challenges can torpedo an ... more
  • Five Ways to Create More Value in Your Presentations by Joseph Sommerville, PhD
    During challenging economic times, buyers look for value. The more value you provide, the more likely you are to become the provider of choice. Presentations offer you excellent opportunities to provide that value at different stages of the sales cycle. Here are five ways to create more value in your ... more
  • Plan B: Seven Back-to-Basics Questions to Ask About Your Buyers to Drive Growth Pro Contentby Kevin Clancy, Peter Krieg
    Plan A, which calls for pouring dollars into advertising, rarely increases profitability. Sometimes it doesn't even boost sales, and it certainly doesn't guarantee improvements in marketing effectiveness or ROI. Enter Plan B: taking a closer look at the basic marketing strategy fundamentals that drive tactical decisions. more
  • Selling Like Billy Mays: Five Essential Character Traits That Make a Product Easy to Sell by Barry Densa
    Billy Mays, who, sadly, passed away at age 50, was a potbellied, black-bearded Atlantic City carnival barker who wore a blue long-sleeve shirt and a white undershirt. And direct marketers loved him. According to Mays, to be great and an easy sell, a product must have these five essential character ... more
  • Ten Steps to Clear a Passage Through Today's 'Frozen' Economy Pro Contentby Michael Dotson
    We are facing economic challenges the likes of which many of us have not experienced before. As professionals, how do we break away from this stagnation and take advantage of opportunities to grow your business? more
  • How a B2B Company Went From Zero Brand Awareness to 190 Leads With Its First-Ever Direct-Mail Effort by Pete Savage
    With Q4 looming, along iwth company revenue targets for the year ahead, this company faced the perennial dilemma common to B2B marketers: how to fill the sales funnel with quality leads now to get a jump on sales-cycle activity in January. A classic direct-mail package and a brilliantly simple strategy ... more
  • Is Your Sales Team Creating Real Differentiation? by Tom Roth
    Salespeople rely on strategies such as "sell the value" or to "value-add"—neither of which produces sustainable advantage. They do so because it's hard to achieve genuine differentiation based on something the customer values. But suppose salespeople were able to create highly differentiated offerings that provide real value that competitors can't ... more
  • Why You Should Fire (Some of) Your Customers Pro Contentby Scott McKain
    Don't indiscriminately get rid of people paying you for your goods and services. But identify that 20% from the old 80/20 rule and get rid of some of those who meet the four points described here. Your goal should not be to "please" customers. Studies show only 6% of "satisfied" ... more
  • Problem Solved: How Do I Turn a Touch Into a Relationship? by Claire Coyne
    "Relationships don't just happen, they are built—one experience at a time," says Joel Book of ExactTarget. And lucky for us, Joel has mapped out the process of doing just that via email marketing. more
  • The Top Five Ways to Attract and Keep Customers in Any Economy by Barry Densa
    The economy still stinks. But only if during the long-gone good times your business was on cruise control and you saw your customers as dollar signs and not people. Some marketers are suffering far less than others, because they cared to look deep into their customers' eyes and not just ... more
  • Is Your Homepage Overwhelming and Underperforming? Pro Contentby Kathryn Roy
    Are your website visitors like tourists strolling through Times Square on their way to a matinee with little time to spare, or are they a captive audience willing to watch and absorb all you hope to communicate? Websites increasingly appear to assume the latter, but Web-analytics data prove the former. more

Results for Marketing Articles » Sales: 1 - 25 of 473
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