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Did Advertising Just Sneeze?
by Erwin Ephron
Do recessions loom like a rock or spread like a virus? By most accounts they're a virus. Behavioral economists tell us the fear of economic insecurity infects the minds of consumers before it breaks-out as red splotches in the quarterly numbers.
Managers: Paying for PR-Lite?
by Robert A. Kelly
As a business manager, your public relations expenditure may give you names in the newspaper or product plugs on radio. But what about key stakeholder behavior change
The Ultimate Decision Making Tool
by Timothy F. Bednarz, PhD, American Management Development Group
Inquires become sales: Are you getting your share?
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
I've had the opportunity to personally review dozens of research studies about inquiries or sales leads. All the research points to the same conclusions: Nearly one-in-four inquiries result in a sale within six months.
The Paradox of Product Placement
by Erwin Ephron
Popeye was briefly in the news again as a new cartoon food brand for this Age of Muscle. What
Do You Have an Account Plan?
by Timothy F. Bednarz, PhD, American Management Development Group
Most sales people prioritize their prospects and customers into A, B or C accounts. That's the easy part, but how many sales people develop account plans for their major accounts? Fewer than you think.
A Master Salesperson
by Tom Shay, CSP, Profits+Plus
All of us have experienced the occasion of observing, a sales person demonstrating extraordinary skills. If you have had the opportunity of interacting with this salesperson, a master of legendary service, undoubtedly it was a pleasant experience you will long remember.
The Puzzling Passivity of Print
by Erwin Ephron
Print has never been in a better position to compete for Television dollars. Look at the facts. The job of a medium is to deliver audience to message. That cost-value balance has shifted from TV to Print, dramatically. This upfront, another 10% TV price increase, overall. Every TV planner knows the litany. CPM
Are The Perceptions You Are Creating Communicating a Mixed Message?
by Timothy F. Bednarz, PhD, American Management Development Group
16 proven techniques for generating more high-quality sales leads with print advertising
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
Is one of the goals of your advertising to generate sales leads for your salespeople, representatives, distributors or resellers? Consider these proven sales lead generation techniques gleaned from working with over 170 companies and some of the best marketers in the business.
Assessing the Prospect
by Timothy F. Bednarz, PhD, American Management Development Group
Do you take to time to analyze and understand the behavior of the key decision makers or do you tend to ignore these factors altogether?
Sales follow-up: Are you losing too many sales?
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
Only one in four of the prospects that eventually buy have short-term needs, according to research done by my clients and other marketing communications organizations serving the business-to-business marketplace.
Trust is a Five Letter Word
by Erwin Ephron
The customer/brand relationship is built on performance. When trust becomes an issue consumers call the FTC. You don't build trust by using the profits from old customers to subsidize price-off for new ones. It's not as if they don't read, watch TV or open their mail. It simply shows a lack of respect.
Avoid Buyer
by Timothy F. Bednarz, PhD, American Management Development Group
Sales lead success checklist
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
You've spent a great deal of time, effort and money putting together your sales lead generation programs. How you handle those sales leads once you get them makes the difference between happy salespeople and new customers or unhappy salespeople and lost sales.
Avoiding Objections
by Timothy F. Bednarz, PhD, American Management Development Group
The Wonder of CPM
by Erwin Ephron
If CPM
Beat That Objection
by Timothy F. Bednarz, PhD, American Management Development Group
Seven Steps of Selling: The Track Selling System
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
Having an exact procedure to follow on every sales call can make you more effective and a lot more successful. Knowing exactly what to do without self-doubt or hesitation will also boost your self-confidence during the whole sales process.
An Outdoor Ratings Manifesto
by Erwin Ephron
Try counting grains of sand with your fingers. That
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