Quick Reads: Sales

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Solution Selling: The Answer Is in the QuestionHigh-Tech Mktg & Sales
"Judge a man by his questions rather than his answers," Voltaire wrote over 200 years ago. So true, especially early in the sales process, as you and your prospect get ...
Overlay the 'Tube, Dude!Social Media
YouTube recently launched a call-to-action overlay ad, which is exactly what it sounds like: a semi-transparent ad that appears over videos, and—get this—enables advertisers to send users to any website ...
It's Not the Golf Course AnymoreB2B Marketing
"Years ago, a successful sales rep knew how to optimize their time by 'reading' their prospects," says Maria Pergolino in a recent post at the Modern B2B Marketing blog. "A ...
Summer: Time to Slice & DiceEmail Marketing
"Building your own opt-in email marketing list is an accomplishment," says Steve Adams in an article at MarketingProfs, "but don't stop there. Once you start reaching out to your list ...
BuzzkillSmall Business
"Yes marketers," says Christina Kerley (aka CK), "you absolutely want people talking up (or, buzzing over) your brands. And you really want them saying great things. But you want the ...
Double Your FunSearch Engine Marketing
In today's challenging economic environment, marketers are seeking better ways to maximize ROI. One way is to leverage insights from both SEM and email to drive greater success across channels. In ...
Tweet Me to Juicy World Renown!Social Media
Heads-up, all of you out there who market to moms: Food mogul Nestlé is using Twitter to promote Juicy Juice—the super-popular, and now vintage, juice-box brand that caters to kids. ...
A Tale of Two TalesEmail Marketing
You might wonder whether the stories you tell in email marketing campaigns should be long or short. In a pair of posts from Chad White at the Retail Email Blog, you'll ...
The Times They Are A-Changin'—Better PrepareHigh-Tech Mktg & Sales
There's something in the air. There are small and (dare we say) consistent signs that that the economic crisis has begun to level off. Many companies, while still implementing cost-cutting ...
Is This My Fairest URL of All?Social Media
As of June 13, Facebook has made it possible for users to secure a URL for both their profiles and any Facebook Pages they administer. Why this matters: Facebook is ...
I Feel Your Pain—Here's an AspirinSmall Business
"When your visitor arrives at your site," says Pete Caputa in a post at HubSpot, "they're most likely looking to solve a problem. In order to grab their attention and ...
You Have Much to Learn, GrasshopperMarketing in a Downturn
In a post at the Marketing Minute, blogger Drew McLellan admits he gets some rather strange mail. "But I have to say," he notes, "chocolate-covered grasshoppers might just top the ...
Tips for That Pivotal Sales PresentationHigh-Tech Mktg & Sales
Closing an IT sale is a complex process. But in most cases there is usually one pivotal sales presentation that can firmly seal the deal. Darrin Mourer, in a post ...
Nobody Likes a Wild-Goose ChaseEmail Marketing
Chad White of the Retail Email blog was impressed when he recently received an email from Lands' End with this subject line: Free Shipping + 20-50% off summer! Swim, shorts, ...
Yes You Can: Bridge That Sales & Marketing DivideHigh-Tech Mktg & Sales
Squabbling or lack of coordination between sales and marketing teams can lead to longer sales cycles and increased costs—or it can scuttle deals. With so much at risk, why can't ...
Do It Now: Get WhitelistedEmail Marketing
Mailer Alert: A new Yahoo Mail feature—the "contacts button"—should make whitelisting even more important for email marketers. "You get a lot of emails, some good (from friends, family, even favorite ...
Be a Pocket MillionaireSocial Media
Right in time for the much-anticipated iPhone OS 3.0 Software Update debut on June 17, AdMob has introduced a slew of ad units that will help enterprising advertisers make the most ...
Walk a Few Steps in Their ShoesB2B Marketing
"Value, desire, and price rule our lives as salespeople," says Mike Sigers in a recent post at the Simplenomics blog. When a prospect considers a purchase, Sigers explains, the product's ...
Look to Your Own DNAMarketing in a Downturn
Different people have had different reactions to our hobbled economy. Some are heartsick over tough choices made to keep a company solvent; others might thrill to the thought of newly ...
Think of It as Scaling DownCustomer Insight
"It's not all doom and gloom in the U.S. economy," Deb Riechmann says in a recent AP article. "Some products are bucking the recession and flying off store shelves." Folks ...
Latest List-Growing StrategiesEmail Marketing
In cooperation with Ball State University and the Email Marketers Club, ExactTarget studied 18 methods used by marketers to build an email list. Among the results published in its 2009 ...
Short, Sweet and Clicked-ThroughEmail Marketing
In a post at the DIRECT website, Ken Magill discusses the results of a survey conducted by MailerMailer. Among its more interesting findings: Subject lines containing up to 35 characters ...
You Talkin' to Me?Social Media
Once in a while, a digital ad grabs you just like that. And one thing that really boosts its impact is if the person featured in it is—you. Read on: Last year, to sell tickets ...
Subject: Rock On!Email Marketing
"A subject line … invites others into your email marketing open house," says Josh Nason in an article at MarketingProfs. "If you have something to sell or a message you ...
Meet the SEO Royal FamilySearch Engine Marketing
We all know that content is king in search engine optimization, but in a recent Search Engine Land post, Daniel Waisberg reminds us that "usability is queen." According to Waisberg, ...