Quick Reads: Sales

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Tip Your Hat to the Tried-and-TrueB2B Marketing
"Too often, we are looking for silver-bullet systems or recipes for success, while ignoring the basics," says Bill Rice in a post at the Better Closer blog. "In my experience, ...
Who Invited You?Email Marketing
Last summer, Morgan Stewart of ExactTarget quizzed 2,400 people on their attitudes toward marketing and made an interesting discovery. "70% of consumers who visit Facebook at least once a month ...
Successful Selling: Hitting the TrifectaHigh-Tech Mktg & Sales
There are three elements to selling: access, influence and delivery. Whether you work in sales or marketing, whatever you do must impact one of those elements—that is, give you access to ...
Enjoy Some Good Holiday CheeseSocial Media
As the goblins and ghouls out there munch away on their Halloween bounty, fond memories arise of one apparition we saw a lot of this season—the Monster Mash JibJab "sendable." The ...
Don't Leave Me This WaySmall Business
It's the bane of every retailer with an online store—somewhere between adding products to shopping carts and finalizing their purchases, some customers vanish into thin air. According to Brendan Regan ...
I Prefer a Smooth BlendSearch Engine Marketing
To be free or not to be free? That is the question many content providers are asking these days. Says SEO Book author Aaron Wall in a Search Engine Land article: ...
Mind the Big Three Be'sMobile Marketing
Fun fact: Only 13% of the mobile market has an iPhone. That sounds like plenty when you consider how long the phone's been available, but it merits remembering that the ...
Why Salespeople FailHigh-Tech Mktg & Sales
"It's a battle of the plans, and the person with the stronger plan wins," says Steven Kraner at Hightechguru.com, and it's the main reason why high-tech salespeople fail. Technology buyers ...
The Ho-Ho Heat Is OnEmail Marketing
"The holiday season is the most important time of year for retailers, when aggressive goals are set for increased traffic and sales, both in-store and online," says eROI's Alex Williams ...
It's All in the PresentationCustomer Insight
At this time of year, food merchants—from purveyors of gourmet treats to large-scale grocers—are focused on one goal: getting customers to add more items to their shopping carts. 'Tis the ...
Good Design Doesn't Just HappenSearch Engine Marketing
Ever wonder how great search results end up that way? Well, in a recent post at the User Interface Engineering blog, Jared Spool says there are no shortcuts to search-result ...
What Would We Do Without You?Mobile Marketing
You've probably heard a lot that the days of "push" messaging—a mythical golden age when marketers could feed passive viewers whatever rigmarole the ad department pleased—are dead. So true. But for ...
Does This Look Like Spam to You?Email Marketing
"We all have opinions about what constitutes spam," begins a post at the Marketance blog. Indeed, while some would argue that meeting the letter of the CAN-SPAM law puts you ...
Cheer-in the Holidays!Email Marketing
"The pumpkins come out, the days grow shorter, the weather cools, and there's no mistaking that the holiday season is upon us," says Karen Talavera in an article at MarketingProfs. ...
Be a Devil This HalloweenB2B Marketing
Even though things are starting to look up, companies are still a bit wary about spending limited dollars in a tough economy. Might there be a devilish tactic lurking somewhere ...
Just Show Me What You WantEmail Marketing
When you have products or services that customers don't buy on a regular basis—for instance, big-screen televisions or luxury excursions on the Orient Express—targeted email offers based on previous purchases ...
They Like Us! They Really Like Us!Social Media
Research coming out of Penn State reports that 20% of tweets—those wee messages published on Twitter—are brand-oriented. And not the way you'd naturally expect. While researchers originally thought they'd find ...
Would You Like a Tattoo With That?Marketing in a Downturn
"Hoping to keep its 119 rooms filled," writes Hugo Martín at the Los Angeles Times, "Hotel Erwin on Venice Beach is offering an unusual promotion for its countercultural clientele: an ...
Try an Event-Driven EmailEmail Marketing
In a post at the Email Wars blog, Dylan Boyd praises a recent message from Banana Republic. The minimalist email used simple text on an all-black background to announce an ...
Oh, Yeah? Give Me One Good Reason.B2B Marketing
"Marketers who embrace demand generation and lead nurturing programs must generate a lot of content to keep those programs running," Ardath Albee notes in a recent post at the Marketing ...
Expand Your Local HorizonsSearch Engine Marketing
For the small-business owner, getting your name out via local search is a must. And to many marketers, that means optimizing for Google's universal results. After all, Google is the ...
Consultative Selling: Staying Above the FrayHigh-Tech Mktg & Sales
The economic downturn in the technology sector has put a squeeze on resellers' margins. Not surprisingly, many value-added resellers (VARs) are looking to their professional services—not just products sales—to hit ...
Don't You Dare Dis My Babble!Social Media
This summer, Pear Analytics released a study that got plenty of play in the Twitter/blogosphere. According to the Pear research, 40.5 percent of the messages published on social-media-darling Twitter are ...
Searchers to Subscribers to FansSearch Engine Marketing
"If you're interested in building a flourishing online brand and website that generates links and traffic organically as part of your Internet marketing efforts, it's important to develop an active ...
Get Out On That Dance Floor!Marketing in a Downturn
"It seems to me that this is the time when marketers should be pushing the envelope, yet it seems like most aren't," says DJ Francis in a post at the ...