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Newsletter Archive: 2005
Prepare Your Seniors
A painfully uncomfortable sales scenario is the team call with a senior that does not go well. Whether the senior has been blindsided or the salesperson just wasn't prepared, a bad call with a senior not only hurts the client relationship, but also internal credibility.
The Tidal Wave Sale
In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers.
Micropublishing: The Next Wave For Advertisers
In its 24 October edition, Business Week has an analysis of the recent sale of Weblogs Inc to AOL from the point of view of the potential for advertising in blogs.
How To Create An Up Selling Advantage For Your Business
Up selling your customers is simply providing the next logical solution to your customer's next logical need. It's your job to always create that next logical need and continually sell and sell. There's always one more thing to sell...
You are one step away from sales success
With no up-front IT investment, you can improve pipeline visibility, close more deals in less time, forecast with higher accuracy, and replicate your top salesperson's success for your whole team.
Life Cycle Contact Relationship Management
Technology and communication advancement has opened the corridor to new markets, providing for a cost effective approach to expanding your customer base while building new relationships.
Sales Effectiveness Is Not Measured By Forecasts Alone
Your company has made a sizeable investment in the training, support, expenses, salaries and benefits of sales team members. You've also invested in a contact management or SFA application to track and forecast your sales cycle - but is the application actually making your sales team more effective?


Do You Fold Like A Taco?
Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.
Turning AAs Into A Competitive Advantage
We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses.


Tips For Maintaining Client Relationships
Consulting is a service business and engineers, administrators and technicians are the heart of it. Sadly, too many of us see customer relations as a "sales" function. While the sales department can be very effective at generating leads and performing a lot of the up-front work that initiates a customer relationship, long term success depends highly on the implementers themselves.
Gain Qualified Leads at a Lower PPC
Reach qualified leads. Generate increased sales. Optimize your ROI with ePilot. Searching for targeted web traffic? With more than 3 billion monthly searches on our network, targeted customers are looking for your products and services right now. Our affordable bid prices and outstanding advertiser support tools are among the best in the industry.
What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood.
Sell Without Feeling Like A Used Car Salesman
Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous.
Think Twice Before Selling ROI
When we're selling to business people, our value proposition has to show a good return. Solid, credible Return On Investment (ROI) calculations are supposed to prove this for us. But if we don't think twice, calculating ROI can sabotage our sale.
Cold Calling Tips For The Complex Sale
When used correctly, the phone is a powerful way to start and develop relationships. Peter Davidson at the BeConnected blog pointed me to Kevin Stirtz's post on cold calling. Thanks Peter.
A Lead Generation Fable
You are stranded in a desert. There is no civilization visible and worse still, you have no food or water.
Are You `Solving' Or Just `Selling'?
Here's a brief survey. How many of you sell something online? It could be a product or a service. Second question: If you sell anything online, do you write any material used to promote that product or service?
How To Call Leads Effectively
When it comes to calling prospects, the telephone becomes a three hundred and fifty pound weight for some individuals. I'm going to share some secrets with you that will rid you of your apprehension to pick up that phone!
3 Buying Obstacles You Must Overcome
Do you know how may sales you lose from customers who almost buy from you? Losing "almost customers" is a major source of lost income for most businesses. But few are aware of the problem and even fewer employ a strategy to prevent this unnecessary loss of income.
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