The Salesperson's Guide to Gift-Giving
by Michael Dalton Johnson, SalesDog
A carefully-selected gift shows your customers how much you appreciate them.
Sales Managers: Take Control Of Your Time
by Bill Brooks, CEO, The Brooks Group
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 backward.
Entrepreneurial Business Practices
by Ken Wisnefski, President, VendorSeek.com
Are you presently or thinking about becoming an entrepreneur? Entrepreneurs exhibit particular characteristics in relation to customer relations.
What's The Plan?
by Lee Salz, President, Sales Architects
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
by Hannah Martine, Ad Alchemy
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?
by Steve Hoffman, President and CEO, Hoffman Marketing Communications, Inc.
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
by Lee Salz, President, Sales Architects
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
by Helen Berman
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
by Helen Berman
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
by Helen Berman
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 marketing tools.
Free Added Value is Dead: Long Live For-Profit Integrated Media
by Helen Berman
With today's integrated media, the whole meaning of "value-added" has changed.
Sales Lessons From... My Parrot
by Helen Berman
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
by Helen Berman
What works for tennis, I've found, often works for sales.
Listen Your Way Into Better Selling
by Helen Berman
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
by Helen Berman
All of us in sales are really in the personality business.
To Sell Your Advertiser, Look To Your Editor
by Helen Berman
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
by Bob Rentsch, Vista Consulting
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?
by Debra Murphy, Masterful Marketing
To make the most effective use of your list, you need a communications strategy.
Connecting You with Your Customers: The Value of Relationship Marketing
by Debra Murphy, Masterful Marketing
The purpose of all businesses, regardless of what it offers, is to create and retain customers.
Create Your Company's Identity
by Bob Rentsch, Vista Consulting
Using this as a framework for discussion provides interesting insight on what you want your brand to stand for.
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