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Newsletter Archive: 2006

Sales And Marketing The Six Sigma Way
It's been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one except the sales team knows what is going on inside the black box until a proposal or sale happens.

Date: 2006-12-21

Psychology Of The Sales Professional
One's attitude has a lot more to do with the level of her/his success than one's aptitude, ability, IQ, education or other factors do. I'd like to get into the details of a salesperson's psychology so that, when it comes to building your team and individual team members, you are equipped with the knowledge of what's really going on in there.

Date: 2006-12-07
I hate cold calling - so I don't
SalesGenius takes the guesswork out of qualifying leads. By tracking how prospects respond to your emails, you know who's interested, what they're interested in, and even when they're browsing your website, allowing you to connect with your prospects directly and personally - all before the first sales call.

Date: 2006-12-05
Dealing With Distractions In Sales
In today's business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges.

Date: 2006-11-21
Accelerating Sales through Effective Web Collaboration
Speed is key in the business world. That's why thousands of sales and marketing professionals rely on Web collaboration tools to help them reach more prospects in less time. How can you compete? Only by using those tools more effectively.

Date: 2006-11-15
Landing Page Quick Reference Guide
A landing page is a website page that is created for one purpose - to persuade the site visitor to convert into a customer by making a sale, completing a form (thereby becoming a qualified lead), signing up for a newsletter, etc.

Date: 2006-11-09
Overcoming Voicemail...The Salesperson's Enemy
You've all been in the position where you've left multiple voicemails only to have them not be returned. Frequently the prospect can begin to hear the frustration in your voice as they hit the delete bottom.

Date: 2006-10-26
Become A More Effective Sales Person With Online Video
When marketing online there are some advantages and disadvantages. The main advantage is that you can completely automate the sales process and sell 24 hours a day, seven days a week, 365 days a year without one smidgen of human input.

Date: 2006-10-19
Blogs And Sales: A Natural Business Partnership?
As you can surmise, one of the principal reasons why businesses find blogs effective as business tools is they help generate or increase sales.

Date: 2006-10-12
Sales Speak From Bob Vila
With so many different programs, and reruns and re-packaging of older programs, we can assume there are few people on the planet who do not know about Bob Vila..

Date: 2006-10-05
Why Pay For Advertising That Does Not Yield Sales?
Why pay for advertising that does not yield sales? Before you part with your cold hard cash, consider various ways to increase and maximize your conversions.

Date: 2006-09-21
A Collaborative Sales Model Changes The Seller's Value
Some people believe that the job of the seller is to communicate and offer value, or to differentiate their offering so buyers know how to choose one product over another. I've also heard it said that the products themselves create value.

Date: 2006-09-13

Lead Generation Conundrums
Our client list over at Page Zero is varied. One of the ways we can most consistently add value is in custom work driving paid search traffic and helping with site design and copywriting for "complex" sales, such as B2B campaigns with long sales cycles.

Date: 2006-09-07

Sales Through Storytelling
Sell skills, values and experience with short, powerful success stories that showcase your skills, experience and values...

Date: 2006-08-24

Try SalesGenius and you could win $10,000!
SalesGenius helps sales reps like you close more deals by showing which prospects are most interested and exactly what they're interested in. It's easy to use and there's no programming or IT required. Try it free for 15 days and see exactly how you can use SalesGenius to boost your sales.

Date: 2006-08-17

Featured Download: What Do You Want Your Website To Do?
Ektron CMS400.NET v6 let's you do more than just what you need to do on the Web, it also lets you do everything you want to do on the Web...all with one application.

Date: 2006-08-14

How To Develop A First Class Sales Team
Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable.

Date: 2006-08-10

Offline Sales, Online Ads, Offline Tracking
As Google, Yahoo, and Microsoft ramp up the battle for local search dollars, retailers new to the online world need to track the effectiveness of their online advertising campaigns.

Date: 2006-07-27

Questions To Help You Close?
Knowing all you can about the client's decision process can give you an edge in winning the business. Let's look at questions to ask.

Date: 2006-07-13

Sales Recovery: How To Manage A Sale Going Wrong
Do you know the difference between which prospect you'll close and which one you'll lose?

Date: 2006-06-29

Why Most B2B Sites Fail To Convert Sales Leads
Do you have your web site's good content under lock and key? I've written numerous times that you're wasting your time by trying to force people to become leads before they tell you they are ready to speak to a sales person.

Date: 2006-06-15

Want to Sell More? Ask The-Best-Questions
Three quarters of selling takes place when the salesperson is listening, not talking.  The battle for customer commitment has changed.  Learn to win your customer's heart and mind, by asking "The Best Questions". The salesperson who does that-wins!

Date: 2006-06-05

Sales Using The Law Of Expectancy
Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales.

Date: 2006-05-25

How To Build Trust And Rapport Quickly
If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust.

Date: 2006-05-11

Social Media Drives Greater Employee Engagement
Here's a terrific case study from Swedish/US communication consultants and training firm Gronstedt Group on the role social media plays in helping the sales team at US educational publisher Prentice-Hall improve their sales performance.

Date: 2006-04-27

IT Sales: Stop Selling Commodities And Start Selling Knowledge
The first piece of advice in marketing to strangers is to stop selling products as your lead entrée, as you get your foot in the door with IT sales.

Date: 2006-04-13

Sales Techniques: Create Sense Of Urgency
Sales representatives are always told, and often in not so subtle terms, to create a sense of urgency in their prospects.

Date: 2006-03-30

Landing Pages, Sales & A Life-sized Green Moose
In sales, everyone knows it's a lot easier to call a potential client from a pre-qualified lead, rather than making a cold call.

Date: 2006-03-23

Consistent Lead Generation Pays Over Long Term
In many ways, the disiplines of B2B and B2C marketing and lead generation are different.

Date: 2006-03-09

Will Writing A Business Book Generate Sales Leads?
If you have more than a passing interest in writing a business book, this is worth checking out.

Date: 2006-03-02

CRM users share their business impact lessons
Learn about the vital role that CRM played in this success and how you can improve your own organization's profitability, as well as its ability to retain customers, cross-sell/up-sell, maximize market potential, effectively allocate sales resources, reduce sales rep turnover, and increase account manager productivity.

Date: 2006-02-21

Hot New Lead Generation Strategy: Thinking
I finally caught up on a long overdue "to read" pile on my desk. Each year, there's always hot new lead generation and marketing tactics that get a media attention. Based on the recent headlines, it appears the on-line lead generation...

Date: 2006-01-26

Cross-Selling Takes Teamwork

Progressive company's understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth.

Date: 2006-01-05
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