Newsletter Archive: 2013

More Time for Selling
How many salespeople understand their customers' business challenges and how to solve them? More than half? Less than half? Would you believe that only one out of ten do (13% to be exact)?

Date: 2013-12-13
Google Nielsen Study Mobile Path To Purchase
5 Key findings from Google’s Nielsen Study on the Mobile Path to Purchase Google yesterday released a newly commissioned study by Nielsen regarding consumer search behavior on mobile devices.

Date: 2013-11-22
How do you optimize paid media?
How do we optimize biddable media where almost no consumers click on ads and even fewer purchase directly from clicking on an ad?

Date: 2013-10-25
PayPal Policy Encourages Deceit, Fraud, and Theft by Buyers
Here’s an interesting case of fraud, deceit, and outright theft by a PayPal buyer against the seller. By siding with the buyer in this particular case, PayPal is encouraging fraud and deceit, allowing buyers to steal merchandise from honest sellers. I am usually a fan of using PayPal, but this case makes me not want to sell any merchandise: ever, using PayPal.

Date: 2013-09-27
How to Deliver Extreme Value Through a Collaborative Sales Process
The idea of a “sales process” is not a new one, most sales people either figure something out that works and it become the de facto process for them or their organization hands down and trains around a specific method or moving a lead from inquiry to close.

Date: 2013-09-06
7 Ways to Cut the Cost of Sales
Examine each customer's profile. Note their profit margin and whether they and their industries are growing. Determine what is specifically needed to service each one. Do not follow traditional practice, such as assuming that big customers want big support. With a better understanding of customers, sales resources can be focused more appropriately, thereby increasing value while cutting cost.

Date: 2013-08-16
Make billing painless with FreshBooks
Built for small business owners to track time, log expenses and invoice clients in record time

Date: 2013-08-13
Why people buy from you AND how to make more sales
There are a number of things, which motivate people to buy from you or hire your services. This post covers maybe the most important. It’s for those of you who sell products or services to businesses.

Date: 2013-07-26
Make billing painless with FreshBooks
Built for small business owners to track time, log expenses and invoice clients in record time

Date: 2013-07-16
What If How You Sold Was as Important as What You Sold?
So, for starters, the title to this post poses a bit of a trick question because significant research suggests it is in fact a fact.

Date: 2013-07-12
Get Passionate: 3 Great Ways to Monetize on Facebook
Facebook’s platform changes quite often. The constant changes can make us forget what we already knew or just feel like giving up. Facebook can be frustrating. So let’s go over some quick points you may have forgotten or just never knew that can help you with overall marketing efforts.

Date: 2013-06-21
Make billing painless with FreshBooks
With FreshBooks, your business is accessible everywhere, on your desktop, your smartphone, and your tablet. Hellooo cloud!

Date: 2013-06-18
Cold Calling Tips for Better Cash Flow
Mention cold calling to a bunch of entrepreneurs and most will grimace as if they were in pain. I get it.

Date: 2013-06-07
Make billing painless with FreshBooks
Discover the fastest way to invoice your clients, log expenses and track time in the cloud.

Date: 2013-05-21
What everybody needs to know about Value and Trust
If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact: If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you!

Date: 2013-05-17
Sales Is a Function of Marketing Pure and Simple
Now it might be tempting to conclude that what I referring to is a lack of sales, but what I’m really getting at is a misunderstanding there’s actually a distinction between sales and marketing.

Date: 2013-04-26
How to Get Your Company Selling More
As a copywriter you would expect me to harp on about how the copy across all your marketing materials is essential if you want to engage and encourage your customers to buy. Of course that’s true, but this post is going to look more at your company as a whole and how its entire marketing ethos should work.

Date: 2013-04-03
7 Obligations of the New Sales Manager
I’ve been spending some time writing about how the job of sales has changed dramatically over the last few years. In recent posts I outlined what I called the Disciplines of the New Sales Professional and followed that up with the Practices of the New Sales Professional.

Date: 2013-03-22
The 7 Essential Practices of the New Sales Professional
Last week I wrote about what I called the Disciplines of the New Sales Professional. What I was describing more than anything was a mindset shift or maybe even the strategic approach to sales that must exist these days.

Date: 2013-03-01
[eBook]: 7 ways your sales reps win
7 Practical Sales Tips is a compilation of the best sales ideas from a variety of successful sales execs, and it's designed to help you make a big impact on sales productivity. Take a minute now and download your free copy.

Date: 2013-02-26
The 6 Disciplines of the New Sales Professional
The art of selling has evolved tremendously over the last few years. This is in large part because markets have immediate and deep access to the kind of information once delivered as a primary function of the selling process.

Date: 2013-02-15
New Developments In B2B Marketing List Acquisition
To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list suppliers. Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle.

Date: 2013-01-24
3 Potent Ways to Use Social Media in Sales
Smart salespeople have learned to tap the power of social media, but sadly, many companies still see social media tools and networks as a pointless and even scary place for their sales teams to focus.

Date: 2013-01-04
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