2423 Posts Found

Here’s a quick tool to help you prepare for a sales call, and assess you performance afterwards. It’s a simple check list that covers the basics of consultative selling. To use the tool, cut and paste the list into a document and print out copies for your personal notebook. Before and after each meeting, check off the items that you covered. … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

New research revealing a disparity between what shoppers say and what they do debunks the myth of the ethical consumer.

Content: Article | Authors: Giana Eckhardt, Pat Auger, Timothy Devinney | Source: strategy+business | Subjects: Customer Related, Marketing / Sales

Almost 50 years ago Ernest Dichter, the father of motivation research, did a large study of word of mouth persuasion that revealed secrets of how to use social media to build brands and businesses. The study was reported in a 1966 article in HBR.

A major Dichter finding, very relevant today, was the identification of four motivations for a person to communicate about brands.

Content: Article | Author: David Aaker | Source: Harvard Business Review | Subject: Marketing / Sales

Avinash Kaushik’s recently offered a webinar about how to use your analytics to gain insight into acquisition cost, revenue, net profit, micro-conversions, and economic value. The webinar is available to the general public (see link in article) and in it you will learn how analytics can increase marketing accountability. However, just in case you can’t squeeze that kind of time out of your schedule, below … [ Read more ]

Content: Article | Author: Whitney Wilding | Source: GrokDotCom | Subjects: IT / Technology / E-Business, Marketing / Sales

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A more productive salesforce offers one of the biggest opportunities for growth. But what company can afford to shut down its sales engine for an extended overhaul? Among 25 leading companies that successfully managed this dilemma, Bain & Company found that six frequently used tools consistently produce the most value.

Content: Article | Source: Bain & Company | Subject: Marketing / Sales

Gregory Unruh introduces a passage about the price of critical resources from The Price of Everything: Solving the Mystery of Why We Pay What We Do, by Eduardo Porter.

Content: Article | Source: strategy+business | Subject: Pricing

While experience is vital in growing any business, there are preemptive steps you can take to optimize success when launching a new product or service, such as developing a “marketing plan.” If you’ve had experience, you may find you’ve already considered these questions in some capacity.

Content: Article | Author: Tina Wells | Source: OPEN Forum (American Express) | Subject: Marketing / Sales

Here s a short engagement strategy checklist to help elevate engagement in your email programs.

Content: Article | Author: Ryan Deutsch | Source: MarketingProfs | Subjects: IT / Technology / E-Business, Marketing / Sales

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For years, sales managers have debated the difference between “hunters” (who take qualified leads and close them into customers) and “farmers” (who develop the account, expands contacts and engage in up-sell/cross-sell activity. What’s funny about that debate is that it’s entirely obsolete… at least in the most successful large firms.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

Most of us like to buy, but we don’t like to be sold. Therefore, treat your customers with respect, and don’t try to sell them all the time. One of the easiest, most helpful things you can do is make it clear who your product or service is NOT for. This kind of filtering helps you as much as anyone else, because it’s never good … [ Read more ]

Content: Quotation | Author: Chris Guillebeau | Subject: Marketing / Sales

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The following is a list of 26 DIY Marketing strategies that you can try to build your sales back up to where they need to be.

Content: Article | Author: Ivana Taylor | Source: OPEN Forum (American Express) | Subject: Marketing / Sales

How do you produce content that is useful, engaging and/or entertaining? And how do you do that when budgets are tight and your time is limited?

Let’s start with four general guidelines, before looking at some specific ideas.

Content: Article | Author: Mark Brownlow | Source: Smart Insights | Subject: Marketing / Sales

With so much money at stake, it’s hard to understand why so many companies neglect pricing, leave it to the sales force, or rely on lower level analysts instead of moving it onto the CEO’s agenda. If your company’s view of pricing isn’t high-level and cross-functional, we believe it’s wrong.

Our research has consistently shown that pricing has up to four times more impact on profitability … [ Read more ]

Content: Article | Source: Deloitte | Subject: Pricing

Rather than putting consumers in arbitrary “buckets” for targeting, marketers should join them online in communities of passion and interest.

Content: Article | Author: Nick Wreden | Source: strategy+business | Subject: Marketing / Sales

Master the innovation life cycle with a jobs-to-be-done perspective of markets.

Content: Article | Authors: Joe Sinfield, Scott D. Anthony | Source: Innosight | Subject: Marketing / Sales

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Paul Adams worked in the UX team at Google and was the user research lead for social. He spend a lot of his time doing research with people on how they use social media, sitting down with people, and having them map out their social network, and looking at how they use tools like email, Facebook, Twitter, their phone, and so on. One of the … [ Read more ]

Content: Multimedia Content | Author: Paul Adams | Source: SlideShare | Subjects: Customer Related, Marketing / Sales, Organizational Behavior, People