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Marketing Articles: Sales

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  • by John Grant
    Pay-per-click advertising is the biggest lead-generation breakthrough to come about in a long time. For small and midsize companies, in particular—and thanks to its ability to narrowly target prospects, tightly manage spending, and precisely measure results—PPC is one of the most efficient lead generation tools ever developed. It does, however, have ... more
  • by Doug Stern
    Most people who ask "What do you do?" aren't signing up for the lecture, so don't give it to them. more
  • by Robert Moreau
    Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with increasing competition and diminishing budgets, achieving these goals is becoming increasingly difficult. Fortunately, there is a crucial step that marketing departments ... more
  • by Wil Reynolds
    Overall, big brands typically screw up search in two big ways, and Nike is no different... . more
  • by Stephen Denny
    You can do Hollywood tie-ins right. It just takes nerves of steel, the ability to say no to a lot of very charming people, and a ton of planning. But you will live to fight another day if you follow this prescription... . more
  • by Kevin Arthur
    If you're able to just snap your fingers and make work appear on command, more power to you. If not, and you ever find yourself having to do some sales, what follows are some musings from a business development department about preparation, organization, getting and staying in touch, and keeping ... more
  • by Doug Stern
    B2B events are incredibly efficient. Your clients and prospects gather there... in growing numbers. Plus, events like these blend face-to-face selling and broadcast-style marketing, giving you a shot at the best of both worlds. Provided you're smart. And, provided you can overcome the professionals' legendary reluctance to be, well, social. What ... more
  • by Lee Marc Stein
    We all know about ADD—Attention Deficit Disorder. The larger problem, in terms of getting response to our communications, is TDD—Time Deficit Disorder. more
  • by Nick Usborne
    Simplicity is probably the most important underlying factor when it comes to the performance of any Web page... whether your homepage, an interior page, a sales page, or a landing page. Here are six ways to keep your pages simple and increase conversions. more
  • by Gerry Myers
    Connecting to the female consumer is not easy, because there is no single magical way to target women. They are a diverse group, and in many ways it is harder to reach them than their male counterparts. As a follow up to part one of this article, here are specific ideas ... more
  • by Hank Stroll
    This week: Many businesses have succeeded in selling products online in the form of e-books, e-reports and other downloadable content. Of course, it's not as simple as posting the product on your Web site and hoping buyers will come. The challenge comes in getting potential customers to your site in ... more
  • by Roy Young
    Do members of your company's executive team—along with your peers throughout the organization—see the connection between marketing and the cash flowing into your company's coffers? If not, they probably view you as merely a tactical tool (brochure writer, a trade-show participant, Web site "put-it-upper"), not a true strategic partner. And ... more
  • by Christopher Doran
    B2B marketers who are recognizing the limitations of today's email-marketing and Web-analytics applications for generating qualified sales leads are switching to lead-generation solutions to ensure a continuous stream of qualified leads. Keep these five points in mind to ensure that you make a purchase that meets the needs of your ... more
  • by Jeff Thull
    For many sales professionals, prospecting or qualifying is the least favorite aspect of their job. Often, in the rush to dig into a new account and make a new sale, only a cursory attempt is made at qualifying, and the salesperson ends up spending time with the wrong people. In this ... more
  • by Hank Stroll
    Referrals are one of the most effective ways to gain business. But what's the best vehicle....in-person conversations, email newsletters, blogs, articles? more
  • by Nilofer Merchant
    Do you remember a time when most restaurant meals were the sit down, full-service, dessert-included variety? Even if all you wanted was a cup of soup or a simple salad, you were offered the blue plate special with everything at one price. Then the culinary folks came up with small ... more
  • by Michael Stelzner
    Generating quality leads is a growing challenge for many marketing professionals. More than ever before, legions of marketing materials are competing for the attention of prospects. How can you be sure to stand out from the crowd? more
  • by Jody Costa
    Every time the tradeshow season rolls around, marketers ask themselves the same old question: how can I tap into the special sales markets without using last year's hats, bags, Frisbees, pens, and other boring gimmicks? The solution is so simple and effective—good old-fashioned books. more
  • 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

Results for All Content » Marketing Articles » Sales: 1751 - 1775 of 1949

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