Sales & Marketing Articles For Entrepreneurs & Small Business OwnersSales 101 Doesn’t Get The Job DonePart of what ESR does is to identify, size, and prioritize the gaps that exist between our clients’ sales teams’ skill sets and what is required for them to win more business, sooner, and at higher contract values. There are different ways to categorize those gaps. For the purposes of this post, let’s look at […] What’s the Half-Life of Sales Training?At one point during one of the workshops I facilitated in Ireland two weeks ago, a CEO said, matter-of-factly, “… and you know what the half-life of sales training is…” He was discussing how his company took a more formal approach to sales effectiveness than just sales training, and the benefits that structure and process […] Making Money in an Economic DownturnIf you’re a savvy business person, you understand that an economic downturn is precisely the time you can have a greater impact and get a bigger bang for your marketing buck. SEO Just Add Water NOTSEO – Just Add Water…..NOT! I miss the old days….life was simple. Your TV had just a few channels, your phone was attached to a wall, and the computer was cool thing to have for the few who could afford one. But times change, our world changes and technology grows. TV has 200 plus channels […] Repeat Business – Use This Overlooked Concept and See Dramatic Increases in Happy Loyal CustomersYou may not be familiar with the term “consumption” when it comes to your business, but it is something that is critically important and often overlooked. Let me tell you a story about a recent purchase I made… Like many women, I consider Sephora to be “the place” for beauty products. On one of my […] Plan For SuccessThe best way to create a user-friendly, powerful web site is to plan for it. If you’re going to invest time in building and promoting your site, you want to be sure that once visitors get there, they’re converted into buyers. Start by analyzing where you are at the present, where you want to go, […] Letting Your Customers Off Too EasyThere is great opportunity on your website that is often overlooked by site owners. The opportunity lies on the often ignored Thank You Page. When people are in “buying mode” it is the perfect opportunity to pull out the big guns and really show them what you have to offer. After someone has added one […] Keep Visitors On Your Site LongerIn order to increase sales and the number of subscribers you get, you want to keep visitors on your site longer. If people leave too quickly they aren’t seeing all that you have to offer. Work on keeping people on your site longer and you will definitely notice an increase in opt-ins and sales. Some […] Improve Your Web CopyYour copy (website content) acts as your sales person. Your copy is what makes people take action on your site. Your copy is the most important sales tool you have on your website. Here are some tips to improve your copy. Tell the story. Everyone loves stories. Nothing informs, engages, and entertains like a good […] Effective Landing PagesHow To Create An Effective Landing Page Driving traffic from PPC (pay-per-click), an email campaign or any advertisement to your home page is a mistake. Sending your prospects to your homepage, which is filled with so many different options and hoping they take action is a recipe for disaster. You want to drive your traffic […] Discover The Top 3 Crucial Tips You Must Know To Create Powerful Headlines and Stop Losing SalesYour website copy has several very important jobs. The first and most important job is to draw readers into your site. Additionally it has to answer questions, sell your product or service, get people to join a mailing list and more. To make sure you are writing power copy that is sure to grab your […] Add Emotional Impact To Your ContentWith the number of websites and Blogs growing daily you need to make sure your website stands out from your competition. Your product or service needs to be the best solution for their problem, and you need to quickly and clearly convey that. Previously we talked about the importance of headlines to draw your prospects […] Developing a Marketing PlanWhether you have a new business or one that has stood the test of time, you should create (or dust off) your marketing plan. Developing one doesn’t have to be a daunting task. Investing a little time will yield great dividends. Here are a few things to keep in mind. Your plan should be a […] Two Low Cost Ways to Jump Start Your Marketing ProgramGoogle AdWords You’ve heard of Google AdWords, but have you tried it? It may at first seem daunting, but once you get the hang of it, it can fast become an asset. In AdWords (www.google.com/ads) you can create text, print, radio or even TV ads. Start with a text ad, the kind you find on […] What’s Really Going On With Sales in Your Company?I’ve had the opportunity, over the years, to provide my opinion to CEOs, CFOs, boards of directors, investors, and venture capitalists about what was really going on with their companies’ dysfunctional sales departments. Considering the average tenure of sales VPs these days—less than two years—one can create a timeline for a newly-hired VP that isn’t […] Hey CEO, What If You Get Hit By a Bus?An interesting exchange transpired during the CEO workshop I facilitated in Dublin last Thursday. The subject was qualifying what could be potentially be very large opportunities with Fortune 100 companies. The CEOs and Managing Directors that attended the workshops (Thursday in Dublin, Friday in Limerick) represent small to mid-size Irish companies. Bernie Cullinan, CEO of […] Present with PizzazzA presentation can be one of the fastest and most effective methods of getting your message out to the right people. How successful we are often depends on our ability to communicate effectively and convincingly, yet public speaking is still something many people try to avoid.Like it or not, when you run a business, you […] Selling EssentialsThe success of your business is inextricably linked to the success of your marketing. And one critical component of marketing is your sales process. It’s not something we often consider at great length, but well thought out practices and consistency can be the difference between moderate and significant profits. How do you know if you […] Making More of Your Article Marketing StrategyIt’s all well and good to write a great article. If you’ve done that then you are half way there. The next step is getting it published. Having your articles published on line in different places can build your credibility and increase the number of links pointing to your site – all great things. But […] Getting the Marketing GrooveWouldn’t it be great to have a year where your marketing efforts were streamlined and got the results you were after? None of us want to struggle with marketing, and yet this is the one topic that continues to be highest in the minds of small business professionals. Let’s really consider some of the reasons […] |
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