Sales

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• How to Promote Your Book to the Top of the NY Times Best Sellers ListEric Gruber
  Although Mark Hyman, M.D, the New York Times best selling author and practicing physician, had a strong, multi-faceted marketing and sales plan in place, the addition of an article-marketing strategy ...
  Sales, Targeting, Thought Leadership, Writing
• The 10 Biggest Mistakes Marketers Make—Number 1: Merely Handing Off Leads to SalesRoy 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 ...
  Lead Quality, Marketing Challenges, Sales
• Five Vital Points for Choosing a Lead-Generation SolutionChristopher 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 ...
  B2B Marketing, Lead Generation, Sales
• Extreme Qualifying: How to Achieve High-Performance QualificationJeff 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, ...
  Customer Acquisition, Lead Quality, Sales
• Telling Ain't SellingAbhay 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 ...
  Customer Acquisition, Customer Engagement, Sales
• It's Time to Sell: Do You Know Where Your References Are? (Part 2 of 2)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 ...
  Case Studies, Collaboration, Management, Press Releases, Sales
• Beyond the Elevator Pitch: A High-Credibility ConversationJeff 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 ...
  Customer Engagement, Positioning, Sales
• Retail's Marketing Management ChallengeRishi Bhandari
  As retailers strive to touch consumers at every step of the purchase cycle, retail marketing has evolved to become a mosaic of mass-media branding, tactics for driving store traffic, in-store ...
  Advertising, Brand Loyalty, Collaboration, Local Marketing, Sales, Targeting
• Five Steps to Connect Marketing to Sales, and Sales to Financial ResultsSherri 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 ...
  B2B Marketing, Collaboration, Customer Relationships, Lead Quality, Metrics, Print Collateral, Sales, Targeting
• Surviving 11th-Hour NegotiationsJeff 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 ...
  Management, Marketing Inspiration, Sales
• Marketing Challenge: Intercepting the Sales vs. Marketing RiftHank Stroll
  Why can't sales and marketing see eye to eye, and how does an organization deal with oftentimes opposing views?
  Collaboration, Customer Relationships, Marketing Challenges, Sales
• What Does Web 2.0 Mean for Your Business?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 ...
  Customer Relationships, Marketing Strategy, Sales, Targeting, Web Copy, Website Design
• Fiction and Fact About 'Killer Instinct'Tom Ehrenfeld
  Mixing business and fiction invariably involves a trade-off. Most business fables by business authors make up in insights what they lack in literary style. And most works of popular fiction ...
  Creativity, Marketing Inspiration, Sales
• Five Components of Effective Sales and Marketing CommunicationMark Organ
  In today's sophisticated marketplace, overcoming communication obstacles is critical—especially early on in the sales process. It is increasingly obvious that the competitive battle for customers is being won or lost ...
  Collaboration, Customer Relationships, Marketing Tips, Sales, Targeting
• Bridging the Gap: Click-to-Call 101John Federman
  With click-to-call, it's now possible to bridge the gap between the online and phone channels, and track the effectiveness of both.
  E-Commerce, Local Marketing, PPC Campaigns, ROI, Sales, Websites
• Database Marketing: It's All About Creating CustomersScott Petinga
  Database marketing is about creating customers. Once you have a customer, you have a first sale and an opportunity to make the second, third, and more sales over time. But ...
  Customer Relationships, Measurement, Sales, Targeting
• Secrets of Tradeshow Lead Management: Quality Trumps QuantityRuth P. Stevens
  In tradeshow marketing, it is tempting to boast about the busy buzz at your booth and how many leads you generated. But don't succumb to temptation. You would be so ...
  Collaboration, Lead Quality, Sales, Tradeshows/Events
• Reverse-Engineer Your MarketingEran Livneh
  Reverse engineering is the process of working back to a solution from an end result. In the era of result-oriented marketing (how did we ever afford to do it differently?), ...
  Collaboration, Lead Generation, Lead Quality, Sales, Targeting
• The Decision to BuyJeff Thull
  How often has a sale been lost after we believed the customer clearly understood their problem and would make a logical, quality decision?
  Collaboration, Customer Experience, Marketing Tips, Sales
• The Best-Kept Secret of the Selling WorldJeff Thull
  Problems cost money. More often than not, however, the only cost that customers and sales people focus on is that of the proposed solution. The most critical cost, the cost ...
  Marketing Inspiration, Marketing Smarter, Sales