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Marketing Articles: Sales

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  • Has Your Telephone Become Your Sales Prevention System?
    by Todd Miechiels
    Is your company guilty of throwing dollars at campaigns to increase Web traffic, only to turn around and squander sales opportunities due to poor telephone and email handling? Make sure that your telephone system isn't preventing prospects from reaching out and touching someone at your company. As soon as you finish ... more
  • Tough Times Increase Pressure to Meet the Marketing Effectiveness Imperative
    by Jay Milliken, Chiaki Nishino
    Businesses today are hunkering down. With consumers clutching their wallets more tightly, companies are scrutinizing every budget item in an effort to maintain profitability even as revenues are flat and costs rise. And with marketing commonly viewed as a discretionary spend, it is one of the likeliest victims of the ax. more
  • Case Study: How a Telecommunications Company Used Video to Streamline Its Sales Process
    by Kimberly Smith
    Digium created a Web-based video that covered all the essential points of in-person presentations, but in a format more easily accessible to all of its sales outlets. The results: a more efficient sales process and an effective press tool. more
  • Help Me, Guide Me, Grow My Leads
    According to a recent white paper from Pontiflex, online lead generation grew 71% in the 2006-2007 timeframe, more than twice as fast as the online ad market. But conducting a good campaign can present "publishers, advertisers and advertising agencies with serious difficulties," says Zephrin Lasker. He offers four tips to "make ... more
  • The Power of Search Within a Complex Sales Cycle
    by Roxanne Lott
    Now that we know that 85% of B2B customers use the Internet at some point during the buying process, why is it that so many business executives still contend that online marketing "doesn't work" for businesses with enterprise solutions or complex sales cycles? more
  • Does It Come in a, You Know, Box?
    In post at the Neuromarketing blog, Roger Dooley says, "U.S. consumers have been conditioned to believe that proper wine comes in a 750ml glass bottle with a natural cork. Artificial corks and screw cap closures are suspect, to say the least. And box wines are traditionally suited only for penniless ... more
  • I'm Rubber, You're Glue
    Imagine you're Alissa Bayer—owner of the upscale milk + honey day spa in Austin, Texas—and a client has directed you to the Church of the Customer Blog, where a post by Jackie Huba takes your business to task for selling gift certificates with a $1.50 "handling fee." You scan through ... more
  • What You Can Learn From Starbucks' Mistakes
    Comedians used to make jokes about cities with a Starbucks on every corner. It seemed ridiculous at first, but we've gotten so used to their ubiquity that the closure of 600 stores came as a surprise to many customers. And in a post at Harvard Business Online, John Quelch argues ... more
  • Incentives: 5 Cardinal Rules, 10 Great Ideas
    by Kristin Zhivago
    When the economy gets tight, customers can take forever to reach a buying decision. So, managers think up incentives that will encourage the customer to buy. Whatever lure you use should inspire the prospective customer to edge a little closer to a purchase, which is sometimes easier said than done. more
  • Case Study: How a Small Internet Publisher Doubled Its Email Database & Reduced Marketing Spend With Cost-per-Lead
    by Kimberly Smith
    Earlier this year, when online travel publisher Tripmela was in startup mode, CEO Jared Blank determined that he needed to achieve a $1.50 cost per acquisition if he was going to lead this fledgling to profitability. Here's how he did it. more
  • by Gary Anderson
    Do you want to record a video message for on-demand access? Do you want to do live video from a conference? Or do you have completely different objectives? For marketers who want to put video communication to good use, the key is finding the right tools. Here's a great place to ... more
  • by Jon Miller
    Does an economic slowdown necessarily mean that business-to-business marketers have to find even more ways to do more with less? Or can a downturn create opportunity for smart marketers to grow and thrive? more
  • by Michael Barr
    Bringing a new product to market is one of the most costly and risky activities that any GM faces. Voice-of-the-customer research and stage gate reviews have improved the odds of achieving success. But do they go far enough? Three important tasks are frequently overlooked even though they offer the ability to identify ... more
  • by Sundeep Parsa
    You can improve lead-capture and sales-conversion rates by directing your prospective customers to special Web site landing pages. But you can enjoy even greater success by expanding your landing pages—turning them into microsites—and customizing the home pages and navigation menus of those microsites. more
  • Case Study: How Sherwin-Williams Used Digital Collateral for a Newly Launched Product to Engage Retailers and Consumers
    by Nettie Hartsock
    You have a snazzy new product and need marketing collateral to show it off. You want to rally your sales force around it, and at the same time excite the retailers who'll carry it. Print won't do. But digital will. more
  • by Judi Schindler
    While most people think of public relations as media relations, there are times when either you can't reach your audience through print, broadcast or the Internet, or you need to supplement your media program. That's when you need to think about face-to-face marketing—placing clients directly in front of targeted audiences ... more
  • by Laura Heinrich
    B2B sales happen over a period of several months as trust builds between the prospect and the seller. Webinars may be used not just to bring new leads in the door but also to move existing leads through the pipeline to a final contract. Rather than a one-hit approach, you need ... more
  • by Anna Billstrom
    Long-term, lifecycle emails train a customer into becoming a better one, and they enhance the relationship between customer and company. It's sometimes hard to sell to the finance group that lifecycle emails work. And now, with trends going toward social networks and word-of-mouth networking, how do lifecycle emails compete? Here are three ... more
  • Case Study: How an Email Marketing Solution Startup Signed up 300 Customers in 7 Days
    by Nettie Hartsock
    This past spring, Mad Mimi's marketing challenge was to create a big splash in the crowded pool of email marketing providers. With no ad budget, the company reached out virally to certain segments of the tech community, including bloggers. The result: a grassroots-driven awareness, positive buzz, and some 300 new ... more
  • by Sandra Zoratti, Mark Weishaar
    What's this new buzzword "TransPromo" all about? The term is heard more and more frequently in industry circles today, at conferences, trade shows, and even in boardrooms. So just what is TransPromo? more
  • Case Study: How a Video Podcast Series Garnered a Top Industry Award and 68,500 views in 12 Months
    by Nettie Hartsock
    Last spring, telecom player Tellabs launched its "Get Schooled" video-podcast series as both a way to communicate with customers as well as showcase the depth and breadth of its offerings. Get Schooled did that and more... generating tens of thousands of views, landing a coveted interview, and garnering an industry ... more
  • by Lisa Cramer
    Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company Web site, Google AdWords and Google searches, webinars, online advertising, blogs, and virtual trade shows—as well as from traditional marketing activities. The sheer volume of leads, or "suspects," can be overwhelming. How does Marketing prioritize all these suspects? more
  • by Dean Rieck
    Isn't direct mail pricey? It can be. But don't think that you have to create big, flashy mailers. In fact, when your goal is to generate sales leads, simpler, cheaper formats often work better. Here are five basic direct mail tools that you can use to generate sales leads quickly ... more
  • by Laura Patterson
    You've probably heard phrases such as site optimization, search engine optimization, event optimization, and campaign optimization. A more recent concept with broader application to marketing is the idea of marketing optimization. more
  • Case Study: A Niche E-tailer Sizes Up Glamour... One Customer at a Time, Boosting Sales with a Personalized Web Site Experience
    by Nettie Hartsock
    Five years ago, Sydney's Closet sold only plus-size prom dresses. Since then, however, the company has significantly expanded its lines, and it sought to segment its customers to help deliver content and offers that would be specific to their interests and needs. Here's its approach. more

Results for All Content » Marketing Articles » Sales: 1601 - 1625 of 1979

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