Is Your Marketing Missing the Cookie Factor?Sean D'Souza
Is your marketing pouring some serious money down the drain, because you don’t have the cookie factor? But first--just what the heck is a cookie factor anyway? And how can ...
Answer the E-MailDana Blankenhorn
echnology will get you only so far these days. Responsiveness gets you further. When a customer e-mails you, get back to them. Immediately. Now. Pronto. Drop everything.
Why Most Large Technology Companies Will Continue To Fail!Paul DiModica
In today's economy, many large technology and professional services firms are failing. Even worse, you hear about two unproductive firms merging together to combine assets into one large unproductive IT ...
Is Your Technology and Service Sales Model Ancient?Paul DiModica
Many of us still have annual sales projections that are based on backroom conversations with unsubstantiated forecast logic or rolled forward from last year's commitment to investors, compensation plans that ...
Marketing in Troubled Times – Part IGuy Smith
The party is over. The gluttonous technology buyers of the '90s are on strict diets and are not stopping by our candy stores anymore. Selling technology will require nothing less ...
“Writing the Book” on Your Market Creates a Competitive Selling AdvantageJim McBurney
Here's a great summer project: Gather your sales brochures, product bulletins, Web page copy, white papers, news releases, sales presentations, annual and quarterly reports...and so on. How clearly and consistently ...
Turn Hollywood Secrets into Blockbusters Sales (Part 1)Cliff Atkinson
Like a movie, every sales presentation you give is a performance. You are the talent, your PowerPoint is your media, and your potential client is the audience. When you give ...
How to Sell IT and Professional Services in 20 MinutesPaul DiModica
o sell more IT and services efficiently and effectively, you need to value your time more than the prospect does.
8 Clues To Get You Global: Start By Building An Export Dream TeamLaurel Delaney
In a recent survey, most executives believe the Net will be vital to their future export strategy. Are you ready? Here's how to get a jump start.
The 10 Worst Methods for Calculating IT Sales QuotasPaul DiModica
Here are the top ten most common methods firms use to calculate their technology sales quota - and they're all wrong. Did your method make the list?
Can You Convert Your Marketing into a Religion?
Some brands of religion can breed fanatics. If it works for the fervent, why not make it work for your product or service?
12-Step Foolproof Sales Letter Template
You don't have to be an award-winning copywriter to create effective sales letters. Here's the secret template that all top sales people use.
Ten IT Sales Myths
It's hard enough to sell in this economy, isn't it? That's
especially true when you need to battle age-old IT sales
10 Deadly Sins To Global Sales Failure
There's no salvation, so make sure you don't get caught making these stupid mistakes.
Eight Ways to Close a Technology Deal in a Down Economy!
In this economy that old excuse "We just can't afford it" might actually be the truth. Now, find out how to get around the truth.
Don't Duplicate ... Differentiate!
Avoid the trap of trying to be all things to all people? While you're at it, beware of focusing only on price.
The End of PrestalgiaFrank Quinn
The future has arrived. Dot-com mania, driven by prestalgia, was the sizzle. What will be the steak?
Selling is Like DatingWendy Comeau
The behavior of consumers is complex, but there is a systematic set of steps you can take to help turn browsers into buyers. And it's useful on and off the ...
Nomads in the DesertKathy Foley
Many of today's trend reports sound like a bunch of research analysts backpedalling as fast as they can. Remember it wasn't too long ago when they were predicting that just ...
"When I opened the shipping box I found a piece of peppermint hard candy. Wow, did that change my mind." See what you can do to enhance your customer's experience.