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by Ernest Nicastro
Any salesperson worth his or her commission check will tell you that landing worthwhile new business takes a repeated and concerted effort—and lots of contact with the decision maker.
This is all the more true with salesmanship in print (or across the airwaves, phone lines and other forms of modern ...
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by Mal Watlington
It's the fourth quarter of the fiscal year. Let the finger-pointing begin!
In truth, the key to accurate lead-conversion ROI calculations is "self-honesty." While every company has the right to create its own definition of "R" to compare with "I," it is critical to look back at the justification that ...
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by Jill Griffin
Your company needs to show its customers, through both word and deed, that it always acts in their interest.
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by Jonathan Sharp
Marketing executives invest a great deal of time and money building the brand, only to see it diluted at the most critical point—in front of the customer.
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by Steve Jackson
Why on earth, in the midst of this information overload, would you want to measure how people use your Web site—another source of data to barrage you with even more information?
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by Steve Jackson
The conversion rate on a Web site is easy to measure. Unfortunately, businesses too busy concentrating on their bottom line most often overlook it.
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by Sean D'Souza
Do you know why your customer won’t buy? You’ve given her the best price, possibly even the best options. What gives?
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by Hank Stroll, Tamara Halbritter
This final article in the series shows how e-newsletters can be used as a tool by a salesperson to close business.
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by Robin Houghton
Marketing isn't a One-Size-Fits-All proposition. Only when you start at the beginning ("What's the objective? What's the question we're trying to answer?") can you expect to solve the problem and achieve results.
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by David Frey
Is a membership program a good fit for your company? Here's a “yes” or “no” membership qualification to see if a program is right for you.
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by Eran Livneh
You’ve been doing the tradeshows. You’ve been spending on a PR agency. You’ve been running ads – both print and now online. You’ve been doing direct mail and now even direct email. But somehow you feel that you could do better. Well...you bet you could.
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by Ron Maggiore
It is no secret that selling is hard...no matter the platform. Consider that when a website is the first contact a potential customer has with a business, the challenges to selling online might be new, but the rules are quite old.
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by Paul DiModica
o sell more IT and services efficiently and effectively, you need to value your time more than the prospect does.
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by Debbie Weil
Would you believe a simple home page makeover can convert visitors into buyers? Here's how.
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by Andrea Learned
If you've been paying attention lately, only a few companies are marketing to women very effectively. Here's why you should be, too.
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by Jason Kassel
There is a rhythm to a prospect's movement into customer that can be controlled through newsletter production. But you have to know how to move to the right beat.
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by Wendy Comeau
The behavior of consumers is complex, but there is a systematic set of steps you can take to help turn browsers into buyers. And it's useful on and off the web.
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If it's not rational, what is it? We often forget this basic idea in marketing, and forgetting it is deadly.
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