|
|
 |
B2B Marketing
Innovation, Guides, Information... |
Content Ideas
Creative, New, Fresh... |
CRM
Operational, Collaborative, Analytical... |
Customer Service
Tips, Training, Phone Skills... |
Finding Prospects
Suscriber Lists, List Brokers, Targeting... |
Internet Sales
Marketing Campaings, Boosting Sales, Opportunities |
Lead Management
Managing, Distributing Leads, Systems... |
Marketing
Strategies, Advice, Online... |
|
|
|
[2003-04-29] Increase Newsletter Readership: Make It Easy To Subscribe
Everyone puts out an e-newsletter these days. I'm getting more calls from companies who want someone to either write articles or oversee the project from start to finish. Which led me to a simple question -- what types of product newsletters are companies putting out these days? You know, your typical company that manufactures instrumentation or software or that esoteric widget.
[2003-04-28] Tips for Writing Effective Sales Copy
Without fail, every single time I lead a Search Engine Workshop (http://www.searchengineworkshops.com), I get a bevy of questions on how to write effective ad copy. Obviously, the many elements involved have received voluminous regard in myriad books, lectures and seminars spanning more than seven decades. So, to simplify such a wide ranging subject is difficult, to say the least.
Regardless, there are many easily identified basic elements and strategies that can be applied to lay the foundation for solid and effective sales copy. So, without further adieu, here's a grab bag of recommendations that I've gleaned from my own experience combined with the tips I've received from other well respected authorities on the subject.
[2003-04-18] Sales Letters
Although e-mails have taken a front seat in business communications, the business letter remains an important communication medium for salespeople for more formal or complex situations. Also, since the business letter is used less frequently than even a year ago, writing a letter can be a way to differentiate yourself. One client puzzled me when he said he appreciated the handwritten note I sent. When I looked confused, he corrected himself by saying, "It was a real letter."
[2003-04-17] 7 Innovative Tactics to Increase Your Site's Ad Sales Revenues
It is both incredulous and understandable, that many successful web publishers (in terms of building web traffic) have little or no regular advertising revenue based on their site's traffic. Incredulous, because in other forms of media, publishers are paid advertising on a cost per thousand basis (CPM). Understandable, because most web publishers do not come out of traditional publishing backgrounds and therefore, do not fully understand how advertising is sold. While some web publishers make meager revenue from the so called "pay for performance" advertising programs, and endeavor to increase their traffic using banner exchanges, most make no ad fees based on their site's traffic, impressions, or unique visitors.
[2003-04-17] Linda Richardson Answers Sales Questions
Linda Richardson is the founder and president of Richardson, a premier provider of sales training and consulting to the Global 500. Linda is a thought leader in the sales training industry and is credited with the movement to consultative sales selling. Linda began her career in the sales training industry in 1979 as a manager sales training for a regional bank. She consults on enterprise sales solutions and sales force effectiveness in all areas of sales and management.
[2003-04-17] Strategies For Passing the Gate Keeper
Question:
In telemarketing, if a gatekeeper, without transferring me over to the decision maker, says that we should send information across via e-mail and then says that they will get back to us if there is any need, how do we as telemarketers handle it? It just seems to be the best way of avoiding things adopted by assistants or gatekeepers, right?
[2003-04-17] Tips For Selling In A Highly Competitive Marketplace
I am selling in a highly competitive marketplace. My biggest challenge in prospecting is creating interest and getting the appointment, since we really do not offer anything that is special or more beneficial than our competitors.
[2003-04-17] Advice For The Shy Salesperson
I am very shy. As a salesperson, what should I do to persuade my customers?
[2003-04-17] Negotiating The Final Agreement
Question:
When I am negotiating a final agreement, should I do my negotiating by e-mail or over the phone?
[2003-04-17] Skills + Stories: Two Solutions For Handling Sales Objections
Question:
My institution is small and not very well known among customers at this point. How can I handle fundamental objections such as, "We prefer to work with organizations we already have a relationship with," or "I haven't heard of you before"?
[2003-04-17] Always Ask about Competitors
Sometimes you can get so caught up in learning about the client's needs and so excited by your own enthusiasm for your solution, that you can miss asking about the competition even if the client mentions "competitors." Although you can, you may not want to ask about the competitor the minute the client brings it up, but you must get back to it.
[2003-04-11] Relationships with Inactive Clients
Most salespeople work hard to find business, identify new prospects, and close the deals that are in the pipeline. As much as salespeople truly want to sell, it is surprising how few keep track of inactive and/or former clients.
[2003-04-09] The Problems with Motivational Psycho-Babble Sales Training
It has been said before that one of the great ways of learning about anything is to teach it.
[2003-04-09] 10 Ways To Form Lasting Customer Relationships
A profitable business starts and ends with the customer. Without this focus your business fails to deliver what the customer wants.
By placing the customer at the center of all your thinking you create an environment which fosters long term success. A key component of success lies in your ability to generate repeat and referral business, and a sure way to do this is by forming lasting relationships with your customers.
[2003-04-08] How to Schmooze When You're Scared Silly
Fact One: The world is full of strangers.
Fact Two: "Meeting strangers" is the #1 fear of Americans.
Fact Three: With preparation and practice, it is possible to stay cool, calm and collected - and even enjoy yourself - at business mixers, tradeshows, and conventions.
[2003-04-08] Six Core Secrets Of Persuasion
Have you ever had the feeling you just don't have what it takes to influence anyone you come in contact with? I know I once felt that way until I started studying persuasion and influence. The truth is, we all have persuasion power, and it builds on core mechanisms of how our minds work. This article has some key aspects of influence that anyone can access immediately.
[2003-04-07] Closing More Sales - The New Age of Autoresponder Use
When Internet marketing was in its infancy, we all marveled at the ability of autoresponders to deliver information to our customers with lightning speed. Without any effort on our part, information was distributed to prospects at the click of a button. Then came "smart" autoresponders that could personalize emails and send repeated messages. Nothing could be better, right? My, how times have changed!
[2003-04-01] Grow Sales Using Image Tactics
In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are.
|
|
