Sales

Topics » Articles » Sales

• Case Study: How a Single Voice Recording Scored Immediate Ticket Sales for Boston CollegeKimberly Smith
  Boston College had just two weeks to inspire alumni and fans to make a last-minute trip to Florida after the school's football team secured its first conference title game. An ...
• Case Study: Four Steps to Spurring B2B New-Product Awareness and Sales via TwitterKimberly Smith
  Twitter isn't the first tool that comes to mind in the B2B marketing toolbox. But COOP Ale Works deftly used it to generate buzz among potential consumers of its specialty ...
• Time to Clean Out Those Pipes
  Are your sales pipelines feeling a bit clogged lately? Well, welcome to the recession, says Scott Gillum in a recent MarketBridge blog post. "With customers delaying and/or postponing decisions altogether, ...
  B2B Marketing, Lead Generation, Sales
• How You Lose Sales With Bad Search Marketing Decisions Based on 'Best-Practice' Web AnalyticsTodd Miechiels
  One of the most dangerous trends emerging is that B2B marketers, and their extended search-marketing resources, are regularly making bad decisions based on "solid analytics data." All too often, marketers are ...
  Measurement, Metrics, Sales, Search Engine Marketing, Search Engines, Web Analytics, Websites
• GM's Biggest Strategic BlunderDavid A. Aaker
  GM's CEO, Rick Wagoner, has opined that the automaker's biggest blunder was to walk away from the electric car. But GM's biggest strategic blunder might have been its failure to view ...
  Customer Behavior, Customer Experience, Customer Relationships, Marketing Strategy, Sales
• Case Study: How an Automotive Dealership Used Voice Marketing to Supplement Sales, Boost Customer RetentionKimberly Smith
  While automotive dealers struggle to survive, Mike Miller Hyundai has reached out to customers via voice marketing, at a fraction of the cost of direct mail. Now: service bays are ...
• Got a Waffling Customer? Push Her Over the Edge!
  "If you want to avoid being stuck with inventory or downtime during a recession," advises Seth Godin in a post at his eponymous blog, "you might profit from realizing that ...
  Customer Acquisition, Economic Crisis, Sales, Small Business
• Case Study: How Branded Social Communities Help Sony Increase Consumer Engagement, Loyalty... and Sales!Kimberly Smith
  Sony Electronics rolled out a series of online, community-focused features aimed at providing value for (and connecting with) personal electronics users. The effort is paying off with high usage, increased ...
• Case Study: How a Viral Campaign Gave OfficeMax Brand Recognition, Drove ShoppersLaurie Lande
  Office supply chain OfficeMax also sells digital cameras and other products popular as holiday gifts—but its customers didn't think of it as a holiday-shopping destination. What's more, it was often ...
• Case Study: How NHL.com's Online Campaign Helped Dodge Launch a New Vehicle, Exceed Sales ForecastsKimberly Smith
  Before any talk of bailouts, Chrysler called on 15 Web sites to help improve consumers' perception of the Dodge brand and launch its first crossover vehicle, the Journey. NHL.com cut ...
• Case Study: How a Nonprofit's Web Site Redesign Increased Functionality, Public Interest, and DonationsKimberly Smith
  For nonprofits like the Acumen Fund, which uses philanthropic capital to help finance foreign entrepreneurs, the human story is key for capturing the attention of would-be volunteers and investors. Here's ...
• I Will Gladly Pay You Today for a Hamburger on Tuesday
  Once upon a time, when customers didn't have enough money to make an immediate purchase, they would put it on layaway. Laya-what? you ask facetiously. "Doesn't that involve some kind ...
  Economic Crisis, Marketing Inspiration, Sales
• Sorry, I Have to Grab That
  Things are going great with your new customer. She's interested in that fabulous product you just showed her. You're about to go into a sales pitch to get her to ...
  Customer Behavior, Market Research, Sales
• Case Study: How a Medical Imaging Company Helped a New Sales Team Establish Client Relationships and Surpass Sales GoalsKimberly Smith
  In tough economic times, one company set out to care for its people in a unique way. Toshiba America Medical Systems efforts to align and nurture its sales team means ...
• Case Study: How a Diving Equipment Retailer Leveraged Targeted Web Site Promotions to Lift Revenue, ConversionsKimberly Smith
  Senior management at scuba-supply outfit Divers Direct weren't convinced they needed to run promotions or offer discounts to increase Web sales. A test using Sitebrand's personalization platform quickly changed that ...
• Case Study: How New Media Helped Auction Direct USA Boost Sales 40%Kimberly Smith
  While auto dealerships across the nation struggle to survive in the new economy, Auction Direct USA's business is expanding. In fact, its fresh approach to online marketing has transformed the ...
• Hands Off!
  OK. This one is for the sales managers. Grab a cup of coffee, and take a minute for a quick quiz. Daniel Sitter at the Idea Sellers blog has come ...
  B2B Marketing, Management, Sales
• Help Me Out, Here
  Customers often want advice when making decisions—particularly if they involve an emotional element. So, they seek the opinions of friends, colleagues, and marketers. Now research is showing that they also ...
  Customer Behavior, Market Research, Sales
• Incentives: 5 Cardinal Rules, 10 Great IdeasKristin 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 ...
  Marketing Smarter, Marketing Tips, Sales
• Case Study: How a Young Company's History-Making Soccer-Jersey Sponsorship Increased Sales, Brand Recognition and MoreKimberly Smith
  CASE STUDY - Here's how a unique Major League Soccer sponsorship helped a new beverage product score big in both sales and brand recognition. What's more, here are three lessons ...