|Good Salespeople are Problem Solvers|
Yes, good salespeople are good problem solvers. However, they are so much more than just problem solvers.
|Compensate to Motivate|
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
|Your Sales Need a Little R & R|
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
|Are You Selling to Customers or Clients? Know the Difference to Succeed as a Consultative Seller|
The terms may seem interchangeable, but for those who recognize the subtle distinctions, you may be leaving a wrong impression.
|Nine Reasons Executives Sleep Well|
Companies of "well rested" executives...
|Protecting Your Good Accounts from the Competition|
Use any of these strategies and you will have enhanced your ability to protect your good accounts from the competition.
|Marketing Communications: Focus on the Fundamentals First|
The most critical, and perhaps most overlooked, fundamental is the general category of content. More than ever, content is king.
|How Empty Words Can Cripple Your Sales Copy|
Nothing will hold the attention of your reader and advance your selling
proposition as well as specific and meaningful benefit-oriented copy.
|Think a Lot|
There was a time, just a few years ago, when it was easier. You could
work hard for awhile, and then you could relax and enjoy the fruits of
|Grabbing Media By The Tail|
Forget the celebrity smile. This year's iconic body part is the long tail.
|Dare to be Different|
In this world of constant marketing noise and more severe competition,
being conservative with your marketing will get you no where.
|Marketing Coach or Marketing Consultant, Which is Right for Your Business?|
Both consulting and coaching involve the use of a skilled, trained
professional to assist you in achieving your goals, but each entity
approaches your business from a different perspective.
|Five tips for integrating marketing and sales|
Integrate business-to-business marketing and sales by avoiding knee-jerk reactions and fostering cooperation.
|Great Time to Spend Marketing Dollars!|
Let's face it, everyone is getting a little nervous about the economy,
and as a result many companies will begin cutting back on advertising
and marketing --- big mistake!
|Nielsen's New Fused Data May Be a Better Way to Target Television|
We should be asking "is using fusion better than what we are currently doing?" It probably is.
|Beliefs That Limit a Salesperson|
Your job is not to impose your opinions on the customer's behavior; it
is to meet the customer's needs with solutions that fit the customer's
|Lincoln, Mark Twain & Lightning: Choice Words On Word Choice|
Follow these recommendations and while your words might not make
history, they will be duly noted, better remembered - and most
importantly, more effective.
|Chaos Isn't For Sissies: It Means Changing Our Plans|
To me Chaos is a confusing jumble of all sorts of interesting and dodgy
things - and what better describes the media world today?
|The Positive "R" words|
The previous recessions have clearly taught us some very valuable
lessons, as this time around, the application of the right game plan
may offer you a winning streak.
|Overcoming Call Reluctance|
The key is to realize when it happens and do something about it