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An Entrepreneur's Guide to Successful Trade Press Coverage
by Jim Schakenbach, Managing Partner, SCT Group, Inc.
Some wag once said
Dealing with Rejection in Cold Call Selling
by Mark Sanford, PhD
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
by Jeff Kostermans, CEO, LeadGenesys
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
by Jeff Kostermans, CEO, LeadGenesys
"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
by Jim Schakenbach, Managing Partner, SCT Group, Inc.
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
by Erwin Ephron
Cosmology is as Confused as Advertising.
On Entertaining Your Customers
by Dave Kahle, The Growth Coach®
How 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
by Eric Nitschke, Launch International
If you
Are You Unknowingly Sabotaging Your Sales Hiring Plans?
by Marie Warner, President, Warner Sales Architects
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
by Dave Kahle, The Growth Coach®
The exceptional professionals share certain characteristics. Here
Barbarians At The Gate
by Naseem Javed, President, ABC Namebank
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?
by Jim Kasper, President & CEO, Interactive Resource Group
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
by Jim Kasper, President & CEO, Interactive Resource Group
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?
by Jim Kasper, President & CEO, Interactive Resource Group
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!
by Jim Kasper, President & CEO, Interactive Resource Group
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!
by Jim Kasper, President & CEO, Interactive Resource Group
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
by Michelangelo Celli, President, The Cornucopia Group
Your marketing strategy in a really important way actually is your business strategy.  Advertising is a tactical way to progress toward your strategic objective
Lean Marketing
by Michelangelo Celli, President, The Cornucopia Group
Consider six sigma and other lean manufacturing concepts to bring more science to the problems of improving the sales process and measuring marketing
CEO Dashboard Management
by Michelangelo Celli, President, The Cornucopia Group
Why creating visual reports you can
Objections: Questions in Disguise
by Jim Kasper, President & CEO, Interactive Resource Group
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 anxiety
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