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B2B Marketing
Innovation, Guides, Information... |
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Finding Prospects
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Internet Sales
Marketing Campaings, Boosting Sales, Opportunities |
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[2004-02-23] Maximize Selling Efficiency By Minimizing $PACE ($ Per Active Customer Established)
Contact ALL the market niche customers once - Play the percentages. Do it in such a way they will want to talk to you.
[2004-02-17] Client Demands That Are Tough or Impossible to Meet
In spite of your best efforts to meet client expectations, requests, and demands, there are times when you can't deliver exactly what the client wants and/or exactly when he or she wants it. When you can't meet a client demand, meet a time line, or deliver in spite of your best efforts, how you handle the situation can make a tremendous difference in how the client feels about it.
[2004-02-11] Lead Generation: What is it Worth?
Sales has become an ideology with the following obvious facts denied (in service of the status quo):
[2004-02-11] Business Ethics: How the Sales Function Can Transmit Company Values
I recently got a "thank-you" call from a man who read my new e-book Buying Facilitation. "Boy," he said, "this method sure helps me close more deals and make more money. Thanks!"
[2004-02-06] Sales Call Reluctance
I recently read of an Award winning salesman who in 1951 was known as 'The King of Cold Calls'. The article analysed his approach and the key to his success was that to him cold calling was actually fun.
[2004-02-05] Save Your Breath: How to Sell in Trade Shows Without Pitching
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice.
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