The Sideways Wine Club, launched in April 2005, improved sales 161% year over year through July 2006, despite the fact that most online wine marketers experience an average visitor-to-buyer conversion rate of about 0.0085, or 0.85%, much lower than most other online retailers' conversion rates. The company's founder, Dave Chambers, ... more

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There are many resources on the Web for small budgets, and they can enhance the way you interact with your customers. They key is to understand what you need and find the service that best fits your needs. more

In the world of engineers, where numbers and measurable impacts reign supreme, marketing communications may seem like a bunch of mumbo jumbo, a pointless exercise in corporate frivolity. But not to electronics components manufacturer Minco. more

One of the critical parts of generating a large number of quality referrals is, of course, getting quality referrals, as opposed to just getting names and phone numbers. You can assure yourself of getting quality referrals if you take the time to learn who your client knows prior to asking for ... more

Practicing these eight simple strategies will help reduce your quarterly revenues, delay deals, and consume resources foolishly. But making a few changes may move you from being a "victim of momentum" to achieving your numbers predictably. more

Microsoft's PowerPoint long ago became one of the most popular tools for business presentations. That's likely because of its efficiency and simplicity. But what about cases when PowerPoint's resources are not enough to deliver on the goals of communication? more

Think of personas—customer archetypes—as "stand-ins" representing the needs, goals, and personal characteristics of various groups of your customers. They are invaluable for giving salespeople insight into the behaviors, expectations, and motivations of users and buyers in the buying process. more

There are many challenges in leading a winning sales team, but research has identified 3 key challenges that sales managers most commonly face. How are you currently approaching these situations? Are you getting the results you are looking for? more

Want to make sure your message doesn't get through? That your campaign disappears without a trace? That your communication program suffers a quick, painful death? Then be sure to try one of these attention-stoppers. more

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Once again, it is that time of year... when marketing departments are busily preparing next year's budget. As we all know, chances are you won't be able to get everything you're asking for. But, believe it or not, this may actually be a good thing. more

Salespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects. more

This week, how do you train product salespeople to sell services? Here are three steps. more

Do you have the killer instinct? A small percentage of Web content really makes a difference. It makes the sale, delivers the service, and builds the brand. This is the killer Web content. It probably represents less than 10% of content published on the Web, because—let's face it—most content just gets ... more

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All too often, Web pages, even homepages, provide readers with a variety of choices, but don't really provide a clear way forward. This is particularly true when a site has multiple products or services to sell. If visitors read your homepage and become interested in something you are selling or ... more

Pay-per-click advertising is the biggest lead-generation breakthrough to come about in a long time. For small and midsize companies, in particular—and thanks to its ability to narrowly target prospects, tightly manage spending, and precisely measure results—PPC is one of the most efficient lead generation tools ever developed. It does, however, have ... more

Most people who ask "What do you do?" aren't signing up for the lecture, so don't give it to them. more

Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with increasing competition and diminishing budgets, achieving these goals is becoming increasingly difficult. Fortunately, there is a crucial step that marketing departments ... more

Overall, big brands typically screw up search in two big ways, and Nike is no different... . more

You can do Hollywood tie-ins right. It just takes nerves of steel, the ability to say no to a lot of very charming people, and a ton of planning. But you will live to fight another day if you follow this prescription... . more

If you're able to just snap your fingers and make work appear on command, more power to you. If not, and you ever find yourself having to do some sales, what follows are some musings from a business development department about preparation, organization, getting and staying in touch, and keeping ... more

B2B events are incredibly efficient. Your clients and prospects gather there... in growing numbers. Plus, events like these blend face-to-face selling and broadcast-style marketing, giving you a shot at the best of both worlds. Provided you're smart. And, provided you can overcome the professionals' legendary reluctance to be, well, social. What ... more

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