Newsletter Archive: 2012

Selling From A Salesman's Point of View
For those of you who have never been in sales, I would like to take you through a sales process (or some aspects of one) from the sales representative’s point of view. In sales, we are trained to look at situations as if we were sitting in the prospect’s chair. The reason for that is that it makes it easier for a sales person to recognize what is REALLY important to the prospect.

Date: 2012-11-26
B2B Marketing Myth-busting, Redux
It’s always good to examine what beliefs we are operating under–if we have false beliefs that are not examined, then we continue to act on them. B2B marketing is no different–what are the myths that we might believe that are possibly guiding our actions in the wrong direction? With a tip of the hat to Bob Bly, whose June article in Target Marketing magazine dispels 7 B2B marketing myths, I’d like to tackle some myth-busting of my own.

Date: 2012-11-02
eBook: salesforce.com's secrets to account planning
And now Data.com is pleased to present a free ebook on how account planning is used by salesforce.com to create detailed, calculated and-most importantly-highly successful plans of attack.

Date: 2012-10-30
7 Useful Tips From Real B2B Brands On Using Social Media To Drive Sales
When it comes to social media, it is popular to talk about the importance of reputation. The better your reputation, the more likely people are to trust you. The more trust you have, the more easily you can sell anything to anyone. This logic makes sense. In most cases it works. But it has been used so often that it is starting to cause an unexpected side effect. Thanks to the steady drumbeat of discussion around reputation, more and more senior leaders are under the impression that building reputation may be the ONLY thing that social media is good for. That’s just plain wrong.

Date: 2012-10-19
The Difference Between Showing and Telling
This one is from the archives, but still very relevant. If you want your marketing to really sell to your customers you have to make sure your copy sells, not tells. This post explains how

Date: 2012-09-07
7 Questions That Lead to Incredibly Effective Marketing Campaigns
f you’re launching a new product, designing a sale or getting your business ready now for your version of Black Friday or Small Business Saturday, there are series of steps that you need to include in the planning process in order to create the most effective campaign.

Date: 2012-08-17
eBook: salesforce.com's secrets to account planning
And now Data.com is pleased to present a free ebook on how account planning is used by salesforce.com to create detailed, calculated and–most importantly–highly successful plans of attack.

Date: 2012-08-16
Learn what it takes to create a successful online store from John Lawson AKA ColderIce
This month on Ecom Experts we are interviewing successful online store owners and learning from them:

Date: 2012-07-20
Calculate Social Media ROI with Ignite Social Media's Purchase Equivalency Calculator
As a social media agency, we've been thinking about social media ROI for five years. It's a complex question, made more complex by the fact that many companies cannot draw a direct line between a marketing action and a purchase.

Date: 2012-06-29
Is Improving Sales And Economy Bad For Social Media?
Back in 2009, I wrote a blog post forecasting that when the economy finally improved, it would have a deleterious impact on the social web.

Date: 2012-06-08
How to Create a Bold, Daring and Utterly Irresistible Pricing Model
There's a traditional, somewhat logical, pattern to how business has always been done.

Date: 2012-05-25
Google Play App Publishers Get New Sales Reports
Google Play changed how people access the Android market alongside every other Google app. In that spirit, Google has created new sales reports for app publishers. It should give publishers the tools they need to serve themselves and their customers.

Date: 2012-05-11
10 Easy-Peasy Conversion Optimization Tips That Make Visitors Happy
If all our clients considered conversions to be as important as top search engine rankings, I think I would pass out. Or pass the beers!

Date: 2012-04-13
How Do You Make Money from Your Blog?
I have a full time job, but I'm very passionate about staying healthy, eating right, and exercising, all on a limited budget.

Date: 2012-03-30
Are Your Google Rankings Based On Your Conversion Rate?
One of the oddest things about all the updates that Google has made over the last few years concerns the lack of impact that some of the changes have had on some businesses I know.

Date: 2012-03-02
Copywriting Tips for Increasing Sales
Please Read the Following:"My service is the best. I promise that I will deliver everything I say I do. I have been doing this for a long time. All my clients love me.

Date: 2012-02-16
Does Social Media Help Increase Sales?
This post is part of the Social ROI Blog Carnival at Think Customers: the 1to1 Media blog. Visit the blog carnival post "Calculating the ROI of Social Media" to check out the full lists of posts from numerous well-known social media thought leaders.

Date: 2012-01-26
How to Sell Anything Using Social Media
One of my predictions for 2012 is that more people will come to understand that you can indeed do business using social networks and, frankly, I'm already seeing it.

Date: 2012-01-06
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