Sales

Topics » Articles » Sales

• i can sell just like you
  For customers, web-based shopping can be lonely and impersonal—not like shopping in stores, where they can chat with salespeople, tell them more about what they're looking for, and get advice ...
  Customer Behavior, Market Research, Sales
• What Does Sales Really Think About Marketing?Paul Dunay
  Does sales really care about leads? Maybe If you ask Bill Binch, VP of Sales from demand generation provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much ...
  Content, Sales
• Beyond YouTube: Getting Started With Video for Marketing and SalesGary 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 ...
  Sales, Videos, YouTube
• Case Study: How a Web-based Company Increased Leads 90%—and Sales 23%—via PPC-Visitor Profiling, Landing Page PersonalizationNettie Hartsock
  Continental Warranty used pay-per-click ads to generate leads by providing free quotes for extended-warranty coverage. But lead volume had plateaued. So it began to profile its web visitors, then direct ...
• Case Study: How a Retail Company Increased Web Sales Order Value 60% via Automated PersonalizationKimberly Smith
  For personalized gifts retailer Personal Solutions, matching up complementary items for a monthly catalog was one thing. Manually serving up suitable recommendations and keeping up with seasonal inventories for real ...
• Case Study: How a Digital Input Device Manufacturer Increased Engagement With Customers, Upped Holiday SalesLaurie Lande
  Wacom's digital pens and their capabilities are well-known in the business world. To continue growing, however, the company needed to address the consumer market. Here's how it effectively reached a ...
• Case Study: How a Rental Car Firm Upped New York Revenue 24%, Improved Customer ServiceLaurie Lande
  In late 2006, Dollar's business was slowing at New York's LaGuardia airport. With some outside help, the local marketing manager developed an email survey, then used the answers to pinpoint ...
• Case Study: How an Online Business Increased Conversions (Sales) on Landing Pages by Up to 12%Laurie Lande
  AutoAnything.com, which sells custom-made automotive accessories and performance parts, designed its homepage almost a decade ago. But as e-commerce has become more competitive, the site needed a strategy. After testing ...
• Sales is from Mars and Marketing is from Venus: A CEO's PerspectivePaul Dunay
  Nothing focuses the sales force on sales like a quota. But what does a CEO use to focus Marketing? Can Marketing really begin to source leads for Sales? And how ...
  Content, Sales
• Case Study: How a Technology Firm Upped Webinar Attendance, Improved Lead NurturingLaurie Lande
  By hiring an outside expert in lead optimization and leveraging its full range of data, San Francisco-based Objectivity increased turnout for its webinars an average of 10%. The quality of ...
• Ram Charan Turns to Sales: Is Marketing Next?Dana VanDenHeuvel
  Ram may not (yet) be a household name in business, but he's not far from it. Consider him, "the man behind the man." He's advised iconic leaders like Jack Welch ...
  Content, Sales
• Case Study: How a Patient-Support Program Increased Therapy Participation 20%, Upped SalesKimberly Smith
  Tracleer won approval in 2001 as the first oral treatment for pulmonary arterial hypertension, an illness difficult for patients to grasp. Tracleer helps patients control the symptoms, but it has ...
• Case Study: How an Ice Cream Company Increased Revenue More Than 8% a Year With Low-Cost BlogsLaurie Lande
  Denali Flavors creates and licenses premium ice cream flavors for regional and store brands. Its most popular flavor is Moose Tracks, which is made by more than 80 dairies nationwide—but ...
• Case Study: How a Web-based B2B Niche Service Increased Revenue per Sales Rep by 9.3%Laurie Lande
  Online service ShareBuilder 401(k) provides retirement plans exclusively for small businesses. But retirement plans are usually sold in person, not virtually. Here's how ShareBuilder discovered a way to market to ...
• Case Study: How a Seasonal Business Increased Off-Season Sales With Five Simple Email TacticsJennifer Natsu
  Business for Blooms Today boomed around Mother's Day and Valentine's Day. But the company needed a way to drive sales during non-peak times. Via a new email strategy, it increased ...
• Fueling the Engine of Sales Success: Five Keys to Sustainable Self-MotivationDavid McNally
  Beaten down by a constant stream of customer "No's," some salespeople find it difficult to pick themselves up and jump back in the game. But there are other salespeople whose ...
  Career Management, Sales
• Selling Professional Services? It's All About LeverageBarbara Bix
  Attracting—and ultimately closing—deals with new clients can take professional service providers anywhere between several months and several years. Since most firms rely on their partners and principals to bring in ...
  Customer Acquisition, Sales, Services Marketing, Thought Leadership
• Case Study: How a Hearing Aid Company Doubled the Percentage of Sales to Valuable First-Time BuyersLaurie Lande
  The hearing aid industry has suffered from an image problem, because the devices were perceived as ugly and just for the elderly. As a result, just 23% of those who ...
• Case Study: How a Tiny Manufacturer Convinced Apple to Stock Its Product and Tripled SalesLaurie Lande
  Wi-Gear, an independent manufacturer formed in 2004, was focused on one product—a wireless Bluetooth headset—geared toward the Apple iPod. It had a tiny sales and marketing budget and no outside ...
• The CFO as Brand Ambassador? It's Possible, and Here's HowStuart Itkin
  Kronos had an obvious identity problem that clearly impacted its sales performance, so getting support from the executive suite for a branding initiative should have been a slam-dunk. Except not ...
  Brand Ambassadors, Brand Awareness, Brand Positioning, Branding, Customer Engagement, Sales