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• Five Quick Tips for Creating Conversations Salespeople Will UseJody Canavan
  If you're like most marketers, you're probably struggling with the best ways to help your salespeople have more meaningful conversations with customers and prospects. Here are five quick tips for ...
  Case Studies, Collaboration, Marketing Tips, Public Speaking, Sales, Writing
• How to Develop Client and Customer TrustPaul McCord
  Selling is not so much about the features of our products or services—or even the benefits the customer receives. Rather, it is about our relationship with the customer. People do ...
  Customer Engagement, Customer Experience, Customer Relationships, Sales
• Case Study: How A Financial Services Firm Increased its Deliverables by 25%, With Fewer Staff, After New US RegulationsLaurie Lande
  In an era of increasing federal regulation and greater competition in the mutual fund market, a financial firm found itself needing to modernize its marketing efforts. Rydex Investments, a private ...
• Web 2.0 Reality CheckLewis Green
  Before we get too excited about Web 2.0 and social media, here's a little reality check that may get us bloggers thinking about the importance of our blogs or at ...
  Content, Sales
• Case Study: How a High-Tech Company Created a Searchable Customer Reference Database that Tripled References and Closed SalesJennifer Natsu
  The customer development group at a large, publicly held high-tech company needed a central repository of data to help identify satisfied customers willing to be references when sales associates approached ...
• Case Study: How a Long-Running Tool Infomercial Has Kept Sales and ROI Strong for Six YearsStephanie G. Hlavin
  How do you sell a niche product with a limited potential audience? Try an in depth-television infomercial. Professional Tool Manufacturing's infomercial for Drill Doctor, a drill-bit sharpening machine, is one ...
• What Saks KnowsAndrea Learned
  Two keys to transparent marketing (which is the main concept in my book, Don't Think ) are narrowing your focus and getting to know your customer community intimately. I tend ...
  Content, Sales
• The CEO's New Role: Head of SalesJeff Thull
  Yet another responsibility has been added to the CEO's already considerable load.... Because we live in an increasingly complex world, and the sales organization is the most critical link to ...
  Collaboration, Customer Relationships, Management, Measurement, Sales
• Case Study: How an Established Service Firm Harnessed 'Voice of the Customer' to Revamp Its Image and Increase SalesJennifer Natsu
  A civil engineering firm with a tremendous reputation faced a major challenge: It had grown its business by repeat business and referrals, and now some of its best clients were ...
• Want Better Sales Copy? Take a Tip From Zig ZiglarErnest Nicastro
  In his keynotes and recordings, world-class motivational speaker and sales trainer Zig Ziglar often talks about the importance of having meaningful, specific goals. And he'll drive home his point with ...
  Print Collateral, Sales, Writing
• Case Study: How a Fast Food Franchise Helped Consumers Speed Through the Drive-Thru—and Drove up SalesChristian Gulliksen
  Fast food consumers are rarely loyal—if they see a shorter line across the street, that's usually where they'll go. Accordingly, Miami Management—which owns 16 Wendy's franchises in Kentucky—implemented new technology ...
• Is Your Growth Focused on Revenues or on Margins?Lewis Green
  Good and great companies don't sell price, they sell value. Still, too many businesses approach sales as if it is pricing combat between the seller and the buyer, and it ...
  Content, Sales
• Six Steps to New Sales via Strategic Lead GenerationBrian Berlin
  The goal of lead generation is the creation of more selling opportunities. As a result, lead generation is a critical subset of a company's sales and marketing strategy, and it ...
  Collaboration, Lead Generation, Marketing Tips, Sales, Telemarketing
• Marketing Challenge: Do You Stalk Customers?Hank Stroll
  We've learned not to trust email to arrive safely in the recipient's inbox. So we leave voicemail asking whether the person received the email or the earlier voicemail. How much follow-up ...
  Customer Acquisition, Customer Engagement, Management, Sales
• How to Establish Sales CredibilityJeff Thull
  Creativity, Customer Relationships, Lead Generation, Lead Nurturing, Marketing Tips, Sales
• Casting a Wide Net for Leads? Here's How to Get Great ResultsAnna Talerico
  Collaboration, Keywords, Landing Pages, Lead Generation, Lead Nurturing, Sales, Search Engines, Testing
• Lies, Damn Lies and Dashboards, Part 2: How Marketing Can Plug Into Changing Sales ModelsSu Doyle
  It's the first week of the quarter. You're on deadline to get new programs and sales tools in gear. Meanwhile, the sales team is having its kickoff—and changing the success ...
  B2B Marketing, Collaboration, Lead Generation, Metrics, Sales
• Case Study: How a B2C Web Site's Landing-Page Tests Resulted in a 67% Jump in ConversionsJennifer Natsu
  When a top Web site took a close look its landing pages, company officials noticed something unacceptable: The landing page for the company's most popular search term converted about 30 ...
• Marketing Challenge: Gross Sales vs. Gross ProfitHank Stroll
  This week: Do you compensate a sales team on gross sales or gross profit for services? See if you agree with our experts. Coming up: Hate meetings? How can you make ...
  Customer Retention, Pricing, Sales
• Give Your Sales Reps an Unfair Advantage—Train Your Prospective CustomersDavid Rogelberg
  Whenever people strive to buy a complex product, they want to learn as much as they can prior to talking with a sales rep. For example, people spend almost two ...
  Case Studies, Collaboration, Customer Engagement, Sales, Writing