Marketing Articles: Sales

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Seven Simple Clues to Recognize a Great Salesperson

by Jeff Thull

Sales
How do you distinguish top sales professionals from the less-dynamic candidates? more
How to Host a Successful Webinar

by Todd Davison

Sales
You’ve decided to add Webinars to your marketing mix. But then come a number of big questions: What will entice customers to attend? When should we hold it? Who is the speaker? How and when do we promote it? more
SWOT Team: Teeing Up a New Product Launch

by Hank Stroll, Yvonne Bailey

Sales
This issue’s dilemma asks: How do you determine the best channel of distribution, when the options are many and your budget limited? Also this week: How does a company assess its CRM shortcomings? more
Know Where Your Leads Come From? Think Again

by Michael Ortner

Sales
re you not able to identify where your leads are coming from? Can you not measure the value of your Web visitors? more
How to Gain Control of Your PowerPoint

by Cliff Atkinson

Sales
Do you control your PowerPoint, or does PowerPoint control you? more
How to Move from ‘Clandestine’ to Creating Collateral that Counts

by Tim Riesterer

Sales
ost collateral and sales messaging produced by marketing today goes unused in the actual sales cycle. more
The Art of Making Offers That Get Accepted

by Jackie Sloane

Sales
Making offers that get accepted is about listening and asking the questions that elicit vital information— knowing what your client really cares about. more
SWOT Team: How Do You Pitch Quality?

by Hank Stroll, Tamara Halbritter

Sales
How do you pitch quality over products that smell like a rush job and look and act cheap? Also: what's the best way to promote high-quality products that require some investment of time and dollars? more
The Delicate Art of Generating Client Introductions

by Marc Lewyn

Sales
The most effective and often overlooked strategy to grow a client base is to encourage referrals. more
Hello, My Name Is Mike... and I Send Out Email

by Michael Fischler

Sales
f you’re engaged in marketing you feel a need to apologize for, stop marketing. more
Mind the Gap

by Tom Barnes

Sales
our CFO is skeptical of your marketing initiatives because he sees them as the riskiest thing your company does. more
A New Marketing Bill of Materials

by Tim Riesterer

Sales
It makes sense that a company’s marketing messages, content and other output work to meet the needs of its sales reps and the requirements of the selling process, right? Unfortunately, this doesn’t always happen. more
How to Write Effective Proposals

by Nick Wreden

Sales
Sales proposals can be your best branding and sales tool. But too often they are a boilerplate mishmash stitched together seconds before the FedEx pickup. And that's a shame. more
New and Improved Can Be Old and Boring

by Linda Kazares

Sales
n the second article in this three-part series, Linda asks: Do your marketing programs pass out over time? more
The Need to Build Relationships in Today’s Market

by Al Fox

Sales
Today’s business environment is difficult at best. As sales cycles become longer and the competition gets stiffer, businesses are looking for the proverbial “silver bullet.” more
From All About You to All About Them

by Cliff Atkinson

Sales
As a presenter, shift away from expressing your individual style of communicating. Instead, adapt your presentation to the audience’s style of decision-making. more
Services Marketing: How to Avoid the Revenue Rollercoaster Trap

by John Doerr

Sales
Many service businesses find themselves trapped in a vicious, no-growth cycle. The firm is either heavily marketing because they don’t have enough leads and new business, or they are heavily billing and delivering—and thus have no time for marketing. more
Get A Grip On Global Sales

by Laurel Delaney

Sales
Tough times call for bold decisions. You slash prices to get a grip on global sales, yes? Actually...no. more
Ask Me If I Care: Reaching Out to Real Customers

by Jim Sterne

Sales
Most companies seem to blithely ignore one set of metrics -- their customers’ feelings. more
Why PowerPoint Quality Is Meaningless

by Michael Fischler

Sales
he difference between a good presentation and a lousy one has nothing to do with slides. more
How to Improve the Quality and Cost of B2B Leads (Part 2 of 2)

by Jeff Kostermans

Sales
efore those elusive sales prospects come beating down your door, be sure you have a plan in place to accelerate the sales cycle. Here are five ways to optimize the capture, management and conversion of those new leads. more
How To Improve the Quality and Cost of B2B Leads (Part 1 of 2)

by Jeff Kostermans

Sales
hat’s a marketer to do when budgets and staff are stretched extremely thin, qualified prospects have become even more elusive, and resource-constrained sales teams simply need a better mousetrap to accelerate the sales cycle? more
Services Marketing: Does Yelling Help?

by John Doerr

Sales
How does a CEO fix a company’s technology problems? He yells louder at the IT manager. Is the same true in services marketing? more
How to Addict Your Audience to Your PowerPoint

by Cliff Atkinson

Sales
PowerPoint can become a powerful force to addict your audience to the mind-expanding content of your presentation. Follow this three-step prescription. more
The Biggest Reason Why Customers Are So Indecisive

by Sean D'Souza

Sales
Do you know why your customer won’t buy? You’ve given her the best price, possibly even the best options. What gives? more