Sales & Marketing Articles For Entrepreneurs & Small Business OwnersConcentrate On ResultsI came across a very interesting formula the other day, which was shared by a sales guru based in the US called Lisa Sasevich. She was talking about the fact that when many of us talk about what we can do for customers, we concentrate on how we can deliver the product or service and […] Exhibiting At Trade Shows Is More Affordable Then You ThinkMost marketers understand that exhibiting at trade shows is a very effective marketing technique. The chance to meet face-to-face with most of your biggest prospects in one place over a multi-day period is a marketers dream. If you’ve targeted the right show for your company, you have a great chance of acquiring new business. The […] How To Create And Deliver A Killer Sales PresentationEveryone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales process forward and increase your […] 6 Fatal Email Mistakes That Cost You MoneyEmail is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their business. Here are the top six mistakes they make that […] What Do Animals Have To Do With Marketing?About a year ago now, I went along to a presentation on sales. The presenter advised us to think about people’s personalities when selling as four key animals – Monkeys, Lions, Dolphins and Elephants. Although all of us have a mixture of these personalities within us, we’re all dominated by one of them too. Knowing […] How To Increase Your Sales By AskingToo many sales people don’t ask for the things they need or that could help them increase their sales and grow their business. Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations that sales (and business) people need to summon up the courage […] Increase Your Sales By Avoiding These Lame Sales QuestionsDuring a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, “When I’m talking to a new prospect I like to ask, “What do you know about us?” An uncontrollable groan escaped when I heard […] The YouTube Star Making MachineAccording to a YouTube press release: More than 13 million hours of video were uploaded during 2010. 35 hours of video are uploaded every minute. More video is uploaded to YouTube in 60 days than the 3 major US networks created in 60 years. YouTube reached over 700 billion playbacks in 2010. Less than a […] About SalesStep back for a minute, and let’s look at sales. A small business can survive missing a number of important ingredients. But not Sales! There are as many different ways to do sales as there are salespeople! And plenty of knowledgeable opinions – pointing in different directions. Here’s mine. The Presence Of The Guru There’s […] Intentional ReferralsReferrals – we love to get them, we hate to ask for them! And yet, almost nothing can be more beneficial to the entrepreneur or small businessman. Referrals provide new business at almost no cost, and frequently provide a new customer who’s pre-sold. A referral strategy, regularly executed, can make a colossal difference to your […] Time To Lend An EarListen Up Because It Is Listening Time There are many times when we are ‘listening’ to our bosses as they are explaining some high priority task or a new policy, while our brain is on its own mental vacation to Hawaii. In a few seconds, you are at the beach, relaxing with a nice beverage […] 23 Penetrating Sales Questions You Need To Start AskingA couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid”. It generated some interesting comments and one reader asked, “What questions should I be asking?” What ARE the questions sales people should be asking to increase their sales and improve their results? Certainly this depends on your industry […] WOM … It’s An Art, It’s Science, It’s TheirsEveryone wants to jump into the word-of-mouth (WOM) marketing, communications den. The rewards seem huge. The problem is when the audience starts scratching, chewing divine intervention doesn’t answer the call. Source – Artist Peter Paul Rubens In traditional terms, marketing meant advertising – radio/TV, print, direct mail, shows, etc.—and publicity. But in 2009, Gallup reported […] How To Use The (New & Old) Media To Build Your Business And Land More ClientsIn the last decade the media world has changed in ways few of us could have imagined. Warhol would be proud. Not long ago traditional media and marketing was the only avenue to get your message out there. When it came to the media, a handful of editors and producers decided what was covered. Now […] What Are The Elements Of A Good Sales Letter?Thinking about sending out a sales letter to your contacts this year? Before you do, stop and put in place some things that will prevent you from making some of the basic mistakes that sales letters tend to have in them. 1. Being too short One of the biggest mistakes sales letters include is being […] We’re Starting To Take Virtual Sales To The Real Bank“The leader who stays in the rear, takes it in the rear. Besides, violence is one of the most fun things to watch.” – Mr. Hertz, Shoot ‘Em Up (2007), New Line Cinema A friend just had his PayPal account (hence his AmEx account) tapped for $50. His son had bought a big bunch of […] Broadening Your PR And Media Bull’s-EyeThe best way to launch a successful media campaign is to give the press options. You have a story that you want to tell through the media. Chances are you have one or two main angles or story ideas that you want covered. Those are where your focus lies, they are your primary objectives. But […] 17 Best Practices Of Top Performing Sales PeopleMany people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people. 1. They set HIGH TARGETS and goals. Top performers don’t wait for their […] The Secret To Fast MarketingI often get asked about the process of marketing and how to speed things up. Many business owners get frustrated by the fact that any marketing they do today can take up to three months to get results and ask what is the secret to getting business in through the door fast. Well, actually there […] Controlling Your Media Image: Why Many Celebrities FailGenerally those who have the most trouble trying to utilize the media are those that have no real idea how it works. Simply because someone is a celebrity, or head of state, and has been continually highlighted in the media, doesn’t mean he or she truly understands the inner workings of the press. Appearing in […] |
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