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07th September 2009
Can't wait to get started updating your wardrobe for fall? Start now with small pieces like cocktail rings that will make a big impact. Having seen the costume jewelry trend explosion over the past year, it's easier than ever to imitate the style of your ... Read >
Author: Click For30th August 2009
Sales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due dili... Read >
Author: Sam Manfer26th June 2009
Customers are more sophisticated and better informed than ever. Competition has increased; even the venerable "old" names (like Microsoft) have upstarts nipping successfully at their heels. Deals are larger, more complex, increasing buyer's concerns about... Read >
Author: Gulas Group23rd June 2009
Does this sound familiar? You are the Director of Marketing at your company, and as you know all too well, you have your work cut out for you. Maybe you go by a different title, VP of Marketing or Senior Sales Executive, perhaps. What does distinguish yo... Read >
Author: Elaine Zlotkowski18th June 2009
The past four years of my experience in the real estate sector have been fairly eventful. We have been privy to three sales cycles in the project marketing. I call these the “realization cycle of the components”.
Let us have a look at all the thre... Read >
Author: RameshMenon08th June 2009
There are many factors that contribute towards creating a successful enterprise. From the building blocks of the business plan, through to the recruitment of key personnel and the targeting and securing of a new customer base, each stage of the growth pro... Read >
Author: Daniel Collins06th May 2009
Every so often it makes sense to step back and look at how we are doing things. Evaluating the way we sell is no exception. But sometimes, because with all the other business challenges we face, it's easier to procrastinate. This has been true of the sell... Read >
Author: Gulas Group17th March 2009
SPQ Gold is a psychometric assessment tool that will help you hire the best sales team. It is the only psychometric tool in the world for the diagnosis of sales call reluctance. Whenever a company hires a person and in particular a sales person, they basi... Read >
Author: Robert Palmer04th March 2009
Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to... Read >
Author: deakon04th March 2009
Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to... Read >
Author: deakon15th December 2008
CRM applications like salesforce.com can show you what deals you have in your pipeline, but they don’t help you prioritize the deals or identify which ones are at risk. The CRM application can track your forecast, but it doesn’t help you accurately c... Read >
Author: George Scifo27th October 2008
The traditional business practice of storing personal information of clients, like their name, mailing address, and contact number serves no good purpose in today’s world. With rapidly strengthening consumerism and a competitive marketplace, you, as a b... Read >
Author: mary18th July 2008
A critical part of building your CRM strategic plan should be an effective “Customer Profile” to identify up-sell and cross-sell opportunities. While new customers come at an extreme premium today with longer sales cycles, existing clients would be m... Read >
Author: Lang03rd June 2008
Network Marketing Leads are a critical part of many networkers tools for success. To be the best, you need to invest in your understanding of the leads industry. They are acquired many different ways depending on the company you are using. Let's just say ... Read >
Author: Tsuyoshi E. Suzuki06th May 2008
A client of mine emailed me the following question, which opens up the discussion around "who are you targeting... and why?" Keep in mind, this is for a photographer not your typical corporate/government sales environment.
Question: "I can see the pow... Read >
Author: Troy White25th April 2008
Ever heard of the term "The One Man Band"? Well, I don't know who this "man" is, but I can tell you that he will set you up for failure.
If you look at most of the books out there on running a small business, or becoming an independent sales consultant... Read >
Author: Schott Cultural Consulting26th February 2008
Many new entrepreneurs and small business startups who are optimistic about the potential of their business and have a strong vision for its future are held back by one rather inconvenient detail: Money.
The key to overcoming your financial problems is... Read >
Author: Startup-Business13th July 2007
In the consulting industry, if there's one thing that causes people to ignore online marketing, it's the belief that you can't sell professional services over the web. This is both true and false, so read on if you want to look at this from an entirely di... Read >
Author: Tony Rice31st August 2006
Copyright 2006 Top Dog Consulting
Frustrated with rejection at the top? Wondering who's greasing whose palm to get access to the million-dollar decision-makers? Working at convincing yourself that the CEO/President isn't really THE Top Dog for your par... Read >
Author: Leslie Buterin17th August 2006
Copyright 2006 Frank Rumbauskas
I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they've seen my website or hear... Read >
Author: Frank Rumbauskas06th August 2006
Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with i.e. decreased product uniqueness, increased competition within 'safe' market... Read >
Author: Jonathan Farrington01st August 2006
Relationship marketing is a better way to market. It benefits you and it benefits your prospects. Producing a win win situation is always advantageous so relationship marketing just makes good common sense.
What does relationship marketing mean for yo... Read >
Author: Computer Consulting Kit Home Study Course24th July 2006
Sales cycles vary but it is important that you understand how much revenue your average small-business client is going to generate during a 12-month period. You need to know how long it takes to earn revenue from the point your prospect enters the sales c... Read >
Author: Computer Consulting Kit Home Study Course03rd July 2006
Let's face it, everybody has exhibited at a tradeshow and at the end of the show said, "I'll never do this show again". With the proliferation of trade shows these days, which show do you choose? Well, first of all you don't just choose one show and let... Read >
Author: Patrick Altoft22nd June 2006
As you grow, should you go after government, city, state, municipality contracts like school district contracts? Maybe. They are an entirely different business model. When you are talking about selling to medium sized businesses, again go back and assess ... Read >
Author: Computer Consulting Kit Home Study Course31st March 2006
How to drive the right Customer Management software
By, Syed Ali, CyberQuest Solutions Inc.
Feb 21, 2006
As companies battle to win new customers and keep current ones, more companies wanting to leverage their sales and marketing strategies, st... Read >
Author: Syed Ali15th March 2006
In business-to-business direct mail lead generation, sell your offer, not your product.
This sounds like lethal advice to a sales person, and it is, to a salesperson responsible for closing sales and meeting quota. But your direct mail is not responsib... Read >
Author: Alan Sharpe22nd November 2005
Copyright 2005 Lexien Management Consultants, Inc
So how WAS your first quarter of 2006? Wait it's still the middle of 4th quarter; what am I talking about? One of the things that salespeople and sales managers tend to lose sight of is the factor tha... Read >
Author: Mark Dembo14th October 2005
Customer acquisition and customer retention are important issues for any company today. A simple definition of "customer acquisition" is the process of acquiring or obtaining new customers, and/or converting prospects to customers. "Customer retention" is... Read >
Author: Dave Boggs04th August 2005
Short Term vs Long Term Marketing
By S. Housley
Short Term Vs Long Term Marketing
In order to create consistent sales cycles and a positive growth trend businesses usually engage in both short and long term marketing efforts.
Short-term marketin... Read >
Author: S. Housley
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