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Sales & Marketing
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The accidental marketer
How a good marketing strategist can make the customer think it was his idea
If you're like me, you have, at some time, found yourself reading an ad about a product and thinking, "It's about time someone figured out how to ...
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E-mail effectiveness
Don't eliminate your marketing budget, stretch it.
When the pressure is on to cut expenses, some feel marketing budgets are fair game.
Many business decision-makers erroneously pull back their mark...
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Boiler room blues
Defending the sales trade amid disparaging stereotypes
I went to see “Boiler Room” and was troubled by comments from my colleagues about salespeople after the movie. One woman said she wo...
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A higher calling
Why salespeople should aim for top executives when selling business to business
I have heard that I should call at the top of an organization and avoid the purchasing department. However, my counterparts tell me that if purc...
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The lasting impression
How to make special events more special
The special event is a marketing technique that can make a favorable and long-lasting impression.
Annual meetings, open houses, dinner meetin...
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The problem with problems
How to convince your prospects that they have a problem you can solve — without insulting them.
I know for a fact that a company I have been calling on has a problem I can help with, yet its principals won’t admit it’s a probl...
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A productive 2000
Ask yourself these 10 questions to make the new year more productive in sales.
What’s waiting for you in 2000? The answer, of course, is that it’s up to you. Here are 10 questions to ask yourself to help make 2000...
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Communicating in black and white
Sometime the simplest ways of communicating with your employees work better than elaborate newsletters or state-of-the-union monologues.
Want to challenge and motivate ordinary people to turn in an extraordinary effort? Share information with them. Lots of information. And encoura...
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More Sales & Marketing
Coddling customers
How to hold onto your customers with more loyal employees and better communication
Taming the talker
What your sales representatives should be doing on sales calls instead of talking so much
How to manage managing
You’re the sales manager and you want your reps to perform. Here’s where to begin — if you can handle coaching, motivating and accounta...
Reputation reality
Why your customers’ perception of you is the reality you have to deal with
Taming the talker
What your sales reps should be doing on sales calls instead of talking so much, and what the sales manager should be doing when tagging along on sales...
Writing right
Five steps to improving your written communication
Lamenting loyalty
When buddying up to your customers doesn’t bond you forever to them: A guide to greater expectations.
Newsmakers
Here’s how they made it into the news.
You had to ask
How to get to get to your prospects’ true motives and concerns by answering questions with questions; and how to ask the right questions.
Those fishbowl leads
You’re home from another trade show, and your fishbowl is full of business card leads. So why do your cash registers remain empty?
Voice mail adventure
How to reach a sales prospect when the receptionist dumps you into his voice mail system
See all articles in Sales & Marketing
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