Sales and marketing are a key part of business success
25th November 2008
Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my train...
25th November 2008
I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I’m always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, or any other related subject, especially if I can inj...
25th November 2008
I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most salespeople are surfing the web instead of working s...
25th November 2008
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.
I found the advice given in that article to be deeply disturbing to me, especi...
25th November 2008
I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they’ve become quite successful by it. That's fine - as I've always said, if it works for you, then keep doing it. My materials ar...
25th November 2008
With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, but the question begs: will you...
25th November 2008
There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you’re using will have a profound impact on whether or not you get the sale.
Conflict takes place as the result o...
24th November 2008
In a slow economy it is natural and instinctive for businesses to seek ways to save costs. If sales slow down and cost are not cut the business can find itself in peril. There are many ways to cut costs - the first area that business people look at can be...
24th November 2008
If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I’ve found that they frequently do more harm than good.
Funnels seem like a good idea in theory. The problem ...
24th November 2008
The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods. Managers like to require cold calling because it is done a...
24th November 2008
Every arena has its own experts. It’s not possible for a single individual to have expertise in all the fields, because every division has its own unique feature. To take care of your health, you need a doctor. To design your home you need an architec...
24th November 2008
Gone are the days when people aspired to design flashy sites. People wanted to make them dramatic to attract the users. They also wanted to convey the core objective of their organization to the netizens through a visual presentation. But these flash site...
24th November 2008
The world is changing. New technologies are continuously coming to the market. New innovations are taking place around the world. And at such a time, you need to empower yourself with the new technologies in order to enjoy an edge over your competitors. Y...
24th November 2008
Marketing Campaign email - How To Build A List That pays
When starting any online business there is one thing that MUST be factor in, and that’s the opt-in list, the email database. I’m sure you must have heard the stories by now, how internet ma...
24th November 2008
The smaller a company is the more likely it becomes that a single person is going to be handling all of the marketing design work. I’ve seen many different companies where one person took care of all of it, including the writing and the graphic design a...
