|An Entrepreneur's Guide to Successful Trade Press Coverage|
Some wag once said
|Dealing with Rejection in Cold Call Selling|
Perspectives and understandings that will help in dealing with rejection when cold call selling.
|How To Improve the Quality and Cost of B2B Leads - Optimizing the Responses|
If you've read Part One of this tutorial or already have the foundation in place for a carefully sequenced, multi-touch campaign, you're ready to start capturing leads. But before those elusive prospects come running to beat down your door, be sure you have a plan in place to accelerate the sales cycle. Here are five ways to optimize the capture, management and conversion of those new leads.
|How To Improve the Quality and Cost of B2B Leads - Before the Campaign Launches|
"I don't care how stretched the marketing budget is or how tough the market is, we need more and better quality leads ASAP!" Ask any marketer responsible for lead generation whether she or he has heard this from someone in senior management or sales lately and you'll most likely hear an exasperated "Yes, of course".
|"Getting Found" Out There|
It seems to be getting harder and harder to achieve
visibility for your company without spending a lot of money, but it can be
done. The trick is knowing how to
|WE ARE NOT ALONE|
Cosmology is as Confused as Advertising.
|On Entertaining Your Customers|
much time should I spend entertaining my customers? Good question. The world of the field salesperson is
changing rapidly these days, and everything is in question.
|Five Quick Tips for Creating Conversations Salespeople Will Use|
|Are You Unknowingly Sabotaging Your Sales Hiring Plans?|
Recruiting sales talent has become
increasingly difficult.Yet many sales managers unknowingly
sabotage their own recruiting efforts by making these four common mistakes
during the interview process.
|Characteristics of a Successful Professional: A Propensity to Take Risks|
The exceptional professionals share certain characteristics. Here
|Barbarians At The Gate|
What is in store for the future of United States with a weak science and math education policy PLUS a immigration policy that
rejects engineering and science graduates and
foreign professionals who seek to enter the US ?
|Your Customer's Behavior: What Makes Them Buy?|
Understanding how, why, what, and when our customers buy has been the
life study of many academicians and professional marketing researchers
|Pulling Out Of a Sales Slump|
Whatever the cause of the sales slump, the most important thing is to not over react, but to be proactive
|What's Your Referral Efficiency Ratio?|
As we all know, referrals are the lifeblood of every sales
professional. So, it makes sense to
stop and take stock of how we're doing in our referral efforts.
|Making Sales Presentations That Count!|
Most of what we do in the practice of sales involves a presentation at some point in our sales activities.
|Pre Call Planning: The Key to Call Success, Every Time!|
Pre-call planning has its origins in tactical military battle field
planning. If the enemy makes a certain move, their opponent has a
pre-determined counter movement
|CEO: Marketing is Not Advertising|
strategy in a really important way actually is your business strategy.
Advertising is a tactical way to progress toward your strategic
Consider six sigma and other lean manufacturing concepts to bring more
science to the problems of improving the sales process and measuring
|CEO Dashboard Management|
Why creating visual reports you can
|Objections: Questions in Disguise|
In the sales world, the word "objection" has been given a bad rap. Just
mentioning the word sends some sales veterans into a state of frozen