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Marketing Articles: Sales

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  • by Matt Bentley
    Marketers assume that "Googling" for information is an automatic response the instant a Web surfer opens a browser. And for many Internet users, the theory is true. But for a number of reasons, and with increasing regularity, many people bypass search engines altogether in favor of a technique called direct navigation. ... more
  • by Abhay Padgaonkar
    A fundamental question in selling is not why people sell, but why people buy. People buy for their own reasons—not for the seller's. In fact, their motivation to buy may have very little to do with the reasons sellers think they should buy. When it comes down to it, people buy ... more
  • by David Sroka
    A customer reference program can have a significant impact on all customer-related functions in an enterprise. To maximize and demonstrate the strategic business benefits of a program, an effective RMS needs—at a minimum—the following capabilities.... more
  • by Mike McLaughlin
    The elevator speech is that tightly scripted, 30-second introduction that should pack as much information about a person as possible in an engaging, persuasive, and interesting way, right? Unfortunately, even the "best" elevator speech can be an express trip to oblivion instead of a shining personal marketing moment. more
  • by Jeff Thull
    Your initial contact with a prospective customer leaves little margin for error. The first conversation is the most critical and least forgiving point of the entire sales process. Within the first 20 seconds you must simultaneously establish relevance and credibility—or you will be dismissed as just more marketing noise in ... more
  • by Gerry Myers
    To design marketing plans that are effective in attracting and selling to more women, you have to know where you are today. In other words: To get the right answers, you must start with the correct questions. As your company focuses on developing appropriate strategies, here are some questions you ... more
  • by Hank Stroll
    For some organizations, there's no business like tradeshow business. But diversifying your marketing efforts leads to better results. So what are the alternatives to tradeshow marketing? more
  • by Brian Dempsey
    Make no mistake: Online, your success in converting interest into acquisition depends on your ability to connect with prospects precisely where they are in the buying process. B2B and B2C buyers go through similar stages in that process as they consider their purchasing decision: needs assessment, requirements analysis, evaluation, purchasing. Using ... more
  • by Doug Garnett, Dan Zifkin
    Traditional TV tends to deliver measurable advertising results only for true mass-market products—in part because you need about $15 million to begin even the smallest mainstream TV campaign. Cable TV, on the other hand, is a powerfully viable alternative, delivering much higher ROI on much lower budgets in a national campaign. ... more
  • by Karen Sokota
    The whole is more than the sum of its parts. To recognize and value the baby boomer opportunity, it is critical to comprehend all of the pieces of their lives and how they are linked together holistically. Success with this market will come to those who understand how boomers define ... more
  • by Kathy Sierra
    One way to delight users is with the guy-in-the-unexpected-context phenomenon. Any company with way-over-the-top customer service is giving its users an unexpected, delightful surprise. Something to remember. Something to talk about. But even the subtle out-of-context surprise can trigger some neurons and brain chemistry. A reference to one movie slipped ... more
  • by Sherri Leopard
    Increasingly there's a new priority emerging for marketers, and that is sales acceleration: Finding disciplined and repeatable ways to move existing customers as well as prospects from "why?" to "buy"—more rapidly. Here are tips on how marketers can prove their value and work together with sales to accelerate the sales cycle. more
  • by Jeff Thull
    One of the enduring myths of negotiation is that it is a back-and-forth struggle with your customer that occurs in the final stage of the sale, the "close." Here's how to survive (and maybe avoid) it. more
  • by Jonathan Kranz
    At a recent marketing association event about landing big company clients, one of the participants asked the speaker, "How do we find the watering holes where the decision makers meet?" The room burst into discussion. Some people said golf courses. Some said nonprofit boards. But I couldn't help thinking of a ... more
  • by Hank Stroll
    Why can't sales and marketing see eye to eye, and how does an organization deal with oftentimes opposing views? more
  • by Xavier Casanova
    The Web analytics space is hot, customers are engaged, consultants busy, vendors optimistic. There's no question this is a healthy "industry." But intense competition among the top vendors has somewhat killed product innovation. Unfortunately, that's happening at a time when the next generation of the Internet—what some call Web 2.0—needs a ... more
  • by Suzanne Lowe
    The role of the Chief Marketing Officer, a title almost unheard of 10 years ago, will continue to expand in the next decade. Marketing is evolving from an art into a science—and it's about time. As CMOs begin to embrace their new-found stature, are they tuned into what really makes them ... more
  • by Kathleen McBride
    Many organizations have had customer reference programs in place for years, but not until recently have those programs begun to capture the executive attention they deserve. more
  • by Promise Phelon
    Vendors are in ferocious competition to engage customer C-level executives who can assure prospective peers that "this" purchase decision is the right one. One such way of engaging executives is the Executive Sponsor Program, a standard "sales tool" since companies like IBM and Xerox pioneered relationship-based sales models many moons ... more
  • by Stephanie Diamond
    We've all read about Web 2.0 and the impact it will have on businesses. Some find the principles life-altering, others say it's pure hype. Whichever camp you are in, you can't ignore the fact that business is changing—especially online. Here are five categories that managers need to consider now to keep ... more

Results for All Content » Marketing Articles » Sales: 1626 - 1650 of 1805

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