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B2B Marketing
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[2004-10-27] Reach vs. Frequency
Reach and frequency are terms generally used when planning advertising campaigns. However, the concept of reach and frequency applies to any promotional activity you undertake: direct mail, direct selling, and even networking.
[2004-10-26] Assumptions - The Hidden Sales Killer
Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process.
[2004-10-26] Creating Sales Conversations
You've got a great product or service that beats the competition by miles. Once you get in front of people or get them on the ph0ne, they're sold. The only problem is you're not getting enough of those initial conversations with prospects started so you can convert them to clients. Instead of having your ph0ne ringing of the hook with requests, you feel like your firm is the best kept sëcret in your industry.
[2004-10-26] Better Listening Skills = More Sales
Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness.
[2004-10-26] 7 High-Powered Selling Tactics To Boost Your Sales
Here are 7 high-powered selling tactics many businesses overlook or ignore. How many do you use?
[2004-10-25] Searchable Enhanced Seller Listing
For a number of years, the "pay-per-click" search engine model has allowed participating organizations to pay for click-throughs to their websites. The higher the bid per click, the higher on the list a company's description is displayed.
[2004-10-25] 8 “Must Questions” to Ask in Every Sales Situation
Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer's current business challenges.
[2004-10-19] Ask Jeeves Advertising Products and Sales Division
Ask Jeeves has formed AJinteractive, the company's new U.S. advertising products and sales division.
[2004-10-18] Customer Service: Stop Sabotaging Your Customer Relationships
If you've called for customer service recently you're familiar with this recorded message "This call may be recorded or monitored for quality purposes." I immediately think to myself, "Oh great, here comes the game of 20 questions."
[2004-10-13] Are You Selling or Refusing to Sell?
Some businesses unknowingly set up barriers which make it difficult for customers to purchase their products.
[2004-10-13] How Testimonials Can Kill Your Sales
What I'm about to reveal to you can be shocking. It may even turn your entire marketing education upside down...
[2004-10-13] How You Can Use Pain and Pleasure When Selling
I bought a new notebook computer yesterday.
[2004-10-13] Why I Absolutely Hate Writing Sales Letters
Rather, I hate calling the stuff I write "sales letters" because it's so much more than that. In a recent article I wrote, I mentioned that Internet sales letters should actually be called webpages more than anything else.
[2004-10-12] How to Increase Sales with Automation Improvements
How popular is online shopping? And is there room for improvement? Let's check out some pros and cons of automated shopping and see.
[2004-10-12] Use Bundling To Increase Your Profits And Sales
An effective way to increase your profits and sales is to bundle many products or services together into one package.
[2004-10-06] Maximizing AdSense Revenues via Up-Selling
If you go into any Blockbuster Video store, you quickly notice the company's use of a classic marketing technique - up-selling correlated products.
[2004-10-04] 10 Power-Packed Ways To Spark Your Sales
1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested.
[2004-10-04] The Seven Secrets of a High-Sales Marketer
If you want to boost your website sales to the next level, you've got to think and act like a High-Sales Marketer. Here's how:
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