Marketing Articles: Sales

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Natural Search: The Great Equalizer

by Scott Buresh

Sales
mall companies can, and often do, dominate their behemoth competitors in the search world, for a variety of reasons. more
Tell Me a Story: Q&A with Steve Denning

by Cliff Atkinson

Sales
Denning describes how storytelling can serve as a powerful tool for organizational change and knowledge management. more
SWOT Team Ponders Webinars: Ginsu Sales or Quality Leads?

by Hank Stroll, Yvonne Bailey

Sales
This week: How can we develop successful Webinars that generate high-quality leads? Also: One product, three markets. How can you launch at the same time for different audiences? more
How to Launch With Impact

by Alison Chandless

Sales
Launch teams often focus their tools and training on communicating product knowledge and features, rather than communicating a solution’s strategic value to your customer. more
Are You Making a Sale or Selling a Dream?

by Ben McConnell

Sales
Evangelism is more powerful than most traditional forms of selling. more
Cost-Effective Marketing for Emerging Brands

by Ray Podder

Sales
Which areas do today’s emerging brands need to rethink to specifically manage the costs of the entire marketing process? more
Web Measurement: What You Don’t Know Would Make a Great Book

by Steve Jackson

Sales
Why on earth, in the midst of this information overload, would you want to measure how people use your Web site—another source of data to barrage you with even more information? more
SWOT Team: How to Sell the CEO More Than ROI

by Hank Stroll, Yvonne Bailey

Sales
This issue’s dilemma asks, How do you sell the CEO (or other executive) beyond the promise of a return on investment? Also this week: When territorial sales practices have gone too far. more
SWOT Team: Have Your Territorial Sales Practices Gone Too Far?

by Hank Stroll, Yvonne Bailey

Sales
How do help sales consultants preserve and protect their customer relationships, while ensuring valuable customer information enters your database? Also: How do we know when it’s time to grow? more
The Cognitive Load of PowerPoint: Q&A With Richard E. Mayer

by Cliff Atkinson

Sales
Many people have opinions about PowerPoint, but few can speak on the topic with the authority of psychology professor Mayer. more
Without Conversion Rates, You Don’t Know if You’re Mickey Mouse or Mickey Mantle

by Steve Jackson

Sales
The conversion rate on a Web site is easy to measure. Unfortunately, businesses too busy concentrating on their bottom line most often overlook it. more
Did Anybody Show? Seven Tips to Increase Attendance for Short Seminars

by Mike Schultz

Sales
If you take the time and spend the money to produce, prepare and deliver a presentation or mini-seminar, here are seven event-marketing tips that will help you fill your room. more
Using Email Newsletters as Sales Tools

by Jerry Fireman

Sales
Newsletters that simply provide a recap of the latest products and news from the company that issued them will be read only by the most loyal customers. more
Seven Simple Clues to Recognize a Great Salesperson

by Jeff Thull

Sales
How do you distinguish top sales professionals from the less-dynamic candidates? more
How to Host a Successful Webinar

by Todd Davison

Sales
You’ve decided to add Webinars to your marketing mix. But then come a number of big questions: What will entice customers to attend? When should we hold it? Who is the speaker? How and when do we promote it? more
SWOT Team: Teeing Up a New Product Launch

by Hank Stroll, Yvonne Bailey

Sales
This issue’s dilemma asks: How do you determine the best channel of distribution, when the options are many and your budget limited? Also this week: How does a company assess its CRM shortcomings? more
Know Where Your Leads Come From? Think Again

by Michael Ortner

Sales
re you not able to identify where your leads are coming from? Can you not measure the value of your Web visitors? more
How to Gain Control of Your PowerPoint

by Cliff Atkinson

Sales
Do you control your PowerPoint, or does PowerPoint control you? more
How to Move from ‘Clandestine’ to Creating Collateral that Counts

by Tim Riesterer

Sales
ost collateral and sales messaging produced by marketing today goes unused in the actual sales cycle. more
The Art of Making Offers That Get Accepted

by Jackie Sloane

Sales
Making offers that get accepted is about listening and asking the questions that elicit vital information— knowing what your client really cares about. more
SWOT Team: How Do You Pitch Quality?

by Hank Stroll, Tamara Halbritter

Sales
How do you pitch quality over products that smell like a rush job and look and act cheap? Also: what's the best way to promote high-quality products that require some investment of time and dollars? more
The Delicate Art of Generating Client Introductions

by Marc Lewyn

Sales
The most effective and often overlooked strategy to grow a client base is to encourage referrals. more
Hello, My Name Is Mike... and I Send Out Email

by Michael Fischler

Sales
f you’re engaged in marketing you feel a need to apologize for, stop marketing. more
Mind the Gap

by Tom Barnes

Sales
our CFO is skeptical of your marketing initiatives because he sees them as the riskiest thing your company does. more
A New Marketing Bill of Materials

by Tim Riesterer

Sales
It makes sense that a company’s marketing messages, content and other output work to meet the needs of its sales reps and the requirements of the selling process, right? Unfortunately, this doesn’t always happen. more