|The Salesperson's Guide to Gift-Giving|
A carefully-selected gift shows your customers how much you appreciate them.
|Sales Managers: Take Control Of Your Time|
The key to not getting caught up in doing a task simply for the sake of
doing the task is to start with the end result you desire and work
|Entrepreneurial Business Practices|
Are you presently or thinking about becoming an entrepreneur? Entrepreneurs exhibit particular characteristics in relation to customer
|What's The Plan?|
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
|How to Get More Clients Through Networking|
Networking is one of the most effective techniques for small companies or sole practitioners to attract new clients.
|Who Else Benefits from Reading Your White Papers?|
Organizations typically target white papers to a defined external audience. However, organizations can also use white papers to educate and inform a broad array of secondary audiences.
|The Most Underutilized Strategic Advantage|
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
|Overcoming Sales Objectives: Real life Scenarios|
The focus of these scenarios is on exhibition booth sales, but it could be on any type of advertising media sale.
|Integrated Marketing: The Client's Point Of View|
Today's advertisers aren't simply interested in choosing the "best"
magazine, Website or TV program for
bringing their product to their end users.
|The Integrated Media Sales Team|
Now that publishers have spent years, even decades, training
salespeople to sell the value of print, they're faced with having to
sell something entirely different: multi-media advertising and
|Free Added Value is Dead: Long Live For-Profit Integrated Media|
With today's integrated media, the whole meaning of "value-added" has changed.
|Sales Lessons From... My Parrot|
Getting the upper hand with my mischievous, wily bird companion is a lot like gaining control of a sales call.
|Sales Lessons From... My Tennis Coach|
What works for tennis, I've found, often works for sales.
|Listen Your Way Into Better Selling|
Once we apply patience and insight to the sales process, however, we'll
find soon enough that we won't have to chase our clients. Eventually,
they'll come to us.
|"Personality" Makes The Sale|
All of us in sales are really in the personality business.
|To Sell Your Advertiser, Look To Your Editor|
To sell the value of their product, every salesperson needs to convey what's special, unique and different about that product.
|Direct Mail that Works|
Over the last few years, the growth of on-line marketing campaigns -
especially email marketing - have pushed more traditional off-line
marketing efforts to the background.
|Once You Get Their Permission, Do You Have Anything To Say?|
To make the most effective use of your list, you need a communications strategy.
|Connecting You with Your Customers: The Value of Relationship Marketing|
The purpose of all businesses, regardless of what it offers, is to create and retain customers.
|Create Your Company's Identity|
Using this as a framework for discussion provides interesting insight on what you want your brand to stand for.