Newsletter Archive: 2015

Are You Losing Sales By Only Tracking “Big Kahuna” Website Conversions?
Many people think of a “conversion” as a confirmed sale. It is, but that’s not the only thing that actually qualifies as a conversion. Every business is different. When it comes right down to it, a “conversion” can be almost anything...

Date: 2015-11-23

The Marketing Trigger That Will Boost Your Sales
Marketing - you can't run a business without it. Whether you're a social media fanatic, blogging hero, content writer extraordinaire, or a wizard at email marketing there's one thing you must do in order to get your customers to buy.

Date: 2015-10-19

A Sales Pitch isn't A Relationship
It had been pitched as a “get acquainted” call. The CEO really wanted to establish a relationship with me, the PR agency rep said. We would have a dialogue about what interested me and how the company could help me do my work.

Date: 2015-09-25

5 do's & don'ts of B2B lead qualification
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. As an information junkie, I sign up for many webinars and download white papers on topics of interest, and subsequently am called by the sponsoring company to qualify me.

Date: 2015-08-21

Lead Generation Is Now On Slideshare
LinkedIn announced the launch of a new lead generation tool for Slideshare, which it says will enable marketers to identify key consumers of their content and connect with their audience, hence allowing them to build that audience.

Date: 2015-07-31

We're All On The Same Side in Sales
There was a time, a really long time, where selling was compared to winning a game, outflanking your opponent or capturing your prey. And maybe when the seller held a few of the cards there was some truth to the analogies.

Date: 2015-07-06

Attract more sales enquiries with these 4 tips
How easy do you make it for prospective clients or customers, to spend their money with you?

Date: 2015-06-01
Content meets the B2B buying process
We're almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it. But like most good things, such as Texas BBQ or Chicago deep dish pizza, we tend to overdo it! As a result we're into the next inevitable phase of content marketing – content overload. First, let me give full credit to my friend Joe Pulizzi, Content Marketing Institute founder, who in eight years has brought content marketing strategy to the forefront of CMO's campaign plans. We share two things in common – a belief in content marketing, and also are frustrated fans of the Cleveland Browns – he even wears orange! But I digress.

Date: 2015-05-01
What Does the New Sales Leader Look Like?
The current sales leader for inbound marketing giant Hubspot was a self-proclaimed geek at MIT with no sales experience who found that by using data he could grow the organization.

Date: 2015-04-03
The New Sales Playbook
Recently, I was asked to present my ideas on how salespeople can best compete in today's sales environment.

Date: 2015-03-10
How To Create a Great Sales Letter
Sales letters are still widely used despite the growing popularity of email marketing.

Date: 2015-02-13
Checklist: Preparing for your next sales pitch
Delivering a sales pitch is both art and science. It took intense amounts of work by sales and marketing to get to the right person with the right message, and convince them to make time for a conversation. The window of opportunity is small, so your sales pitch needs to sing.

Date: 2015-02-10
Five keys to unlocking successful sales with playbooks
Content is at the heart of the sales process, and sales needs a lot of it. But only a small set of content is used for any given stage of any given deal. How do you get that targeted content to sales?

Date: 2015-01-20
37 facts on the future of Social Selling vs. Cold Calling
Social Selling is the use of social media to interact directly with prospects, answer questions, and offer thoughtful content until the prospect is ready to buy. Social selling is not hard selling. In fact, it's the opposite.

Date: 2015-01-16
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