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B2B Marketing
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[2003-06-23] 5 Steps to Better Manage Your Customers' Expectations
You have completed your project on time, well within schedule and with great quality deliverables. You can feel your customer trying to distance himself from you. You are at a loss to understand why.
[2003-06-23] Be a Product of the Industry
New distributors hear this as soon as they join, seasoned distributors live it every day, and trainers shout it from the rooftops so their organizations get it loud and clear… "Be a product of the product!"
[2003-06-23] What Do Women Want?
Surely you've noticed. Go to any company recruiting or training event or attend any national convention and without a doubt, you will see… women are the driving force behind the direct selling industry.
[2003-06-23] Business Lessons Learned From The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
[2003-06-23] Customer-centric Business Strategies
"Customer relationship management is a business strategy to select and manage the most valuable customer relationships. CRM requires a customer-centric business philosophy and culture to support effective marketing, sales, and service processes. CRM applications can enable effective customer relationship management, provided that an enterprise has the right leadership, strategy, and culture." -The CRM Primer, http://www.crmguru.com
[2003-06-20] eBooks: Free Marketing Tools That Promote Your Product
When I first decided to publish an eBook I wanted to test the market, so I produced a free eBook just to work through the process. My aim was to do this as inexpensively as possible. This giveaway, titled "How To Sell Your Competitor's Book Online," is downloaded approximately 100 times a month from various locations.
[2003-06-20] Go Niche!
One way to guarantee failure of your Internet business is to try to be everything to everybody.
[2003-06-20] Targetting an audience in Marketing
Some people still underestimate the importance of targeting audiences in marketing. Targeting your audience is a key factor to the effectiveness of your marketing activities online. First, what does it really mean? Targeting an audience in ecommerce simply means concentrating on a particular group of people that are more likely to respond in a positive way to your marketing campaign and what you do.
[2003-06-18] Define a Niche, Then Conquer
Looking for a quality baseball cap? Hey, it's easy. Check out the material and workmanship. Grab a color you like, and maybe a team logo. You don't even have to try it on! Thanks to the little strap in the back, one size fits all. A marketer's dream.
[2003-06-17] Convert Your Traffic Into Quality Leads2
One reason most internet businesses fail, is because people are too tied up on trying to make a sale. When what they really need to be doing is generating quality leads.
[2003-06-17] 10 Tips to Increase Sales Using Premiums
What is the #1 marketing tool used by many successful businesses that propel people to buy a product. And, are you using this remarkable tool to enhance your profits--2 out of 3 businesses are not. Below are 10 tips that will help boost your profit margin using premiums.
[2003-06-16] Choosing The Perfect Direct Sales Business
With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure you choose the right one the first time:
[2003-06-16] Persuade By Plugging Into Their Pattern Of Thinking
What would it be like if just by listening to a person's speech, you could tell how they were think about their reality? If they were to tell you their limitations on how they see the world, can you imagine how this might be useful in any situation where you desired to persuade them to your point of view?
[2003-06-16] Add-on Sales - The Key To Success On The Web
Can you guess the cheapest way to make a sale? Sell to the customer that just bought from you!
[2003-06-16] Can A Single Product Site Make It?
The short answer is no. The difficulty in making this model work is that the cost of generating a sale must be subtracted directly from the net from the single sale. Given multiple products, this cost is distributed over a number of sales, and thus is less per sale. More important, an existing customer is your best prospect for a subsequent sale.
[2003-06-13] Prospecting: Getting through Voice Mail
Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him than most.
Here is the voice mail message: "If you are calling to sell me X, don't hold your breath for a return call."
[2003-06-11] 3 Tips to Shake up your Sales
It's no secret that business hasn't been booming for the last few years. From big corporations to small business owners, companies are feeling the effects of reduced customer spending and a generally soft economy. This is especially tough on small businesses, as they are often run on a shoestring budget which leaves very little room for the cost cutting and expense reductions that corporations implement in times like these.
[2003-06-11] 9 Easy Ways to Skyrocket Your Online Sales
Apply these marketing strategies to skyrocket your online sales.
[2003-06-11] Increase Sales with Easy-To-Read Web Pages
Web pages with readable text will generate more sales than fancy pages that are hard to read. Follow these design tips. Not only will your web pages be easier to read, but you'll keep potential buyers at your site and position yourself to increase sales.
[2003-06-11] Why Your Sales Force Hates Your CRM Solution
Most executives have taken up the mantra that automated CRM systems are a panacea to solving a company's service ills. So, why does the sales force hate the CRM solution so bitterly? If you haven't heard any complaints from your sales force, then you may not be getting honest feedback (or maybe you're not listening very hard). But you say, "The sales team and customer service both serve the customer - why should sales care about the CRM solution?" The answer is easy. CRM actually impacts the sales team solidly, and you should not only realize its impact but also consider ways to use it to assist your sales team.
[2003-06-10] Drive People to Your Site to Buy Your Products
Bring those visitors back for more, applauding you and saying BRAVO! They will create a buzz about your great site, and send you many more visitors through word of mouth. These visitors are your personal marketing force.
[2003-06-09] Attract Buyers to Your Web Site with Power Words
What are power words? Power words elicit emotions and create visual pictures in your readers' mind. Here are twenty of the most important words that have proven to attract attention, motivate prospects to buy, and increase sales. Use them in your web site's headlines and copy.
[2003-06-06] Business Success Is Rooted In Sales 2
When I launched my first business I had a wildly mistaken view of what business actually is. First off, I thought an enterprise was about money. I thought business was about the accumulation, budgeting and the careful spending of dollars. Certainly that's part of business. But it's not the important part. I also mistakenly thought business was about creating a high-quality product or service that was compelling and clearly needed. Nope, not even close.
[2003-06-06] Steps To Implementing A Marketing Program That Drives Sales
Goals
1. Determine your corporate revenue goals. I suggest you set three goals at three levels:
Minimum
Target
Stretch
[2003-06-06] In-House vs. Outsourced Telemarketing Programs
Q: Should I outsource telemarketing programs designed to identify qualified sales leads, or try to do it in-house?
A: It depends on a number of things...
[2003-06-06] The Definition Of A Qualified Lead
Q: What is the definition of a "qualified lead?"
A: Although the definition changes from company to company (and rightfully so), generally you need the answers to the following "BANTS" questions to determine if a lead is qualified:
[2003-06-06] M. H. “Mac” McIntosh Answers Sales Lead Questions
Do you market your products or services to businesses, and have specific questions related to sales leads? If so, ask M. H. "Mac" McIntosh, the Business-to-business Sales Lead Expert™. As successful B2B marketing and sales consultant, Mac is considered by many to be one of America's leading authorities on business-to-business sales leads.
[2003-06-05] Effective e-Sales Copy
Selling online is mostly about psychology of people. Consumer marketing evolves to the extent when right psychology attitude to the customer plays the crucial role in the game called product selling. This process like any other has two opposite effects: positive and negative.
[2003-06-04] How to Build Trust and Overcome Skepticism With Prospective Customers
Would you agree that people are skeptical of any salesperson or business owner? And that this skepticism is part of the marketing problems we all face?
[2003-06-03] Generate Web Site Traffic And Sales Leads With Postcards
Postcards can drive a high volume of traffic to your web site and they can generate a large number of sales leads for you. They're highly effective, easy to use and cost very little.
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