Business Management - Marketing/Sales

MSP: Path to the Future or Rotten to the Core?
October 9, 2012

Is your business becoming a marketing service provider (MSP), or is it in the process of dying? The thinking behind the MSP evolution is this: if you’re an expert in direct mail, you might be capable of providing expertise in email or social media execution.

Want to Sell More? Try Customer Loyalty Programs
October 5, 2012

It’s much easier to get more business from existing customers than to sell to new ones. Consider giving customers a real incentive to do more business with you by offering a loyalty program that provides perks, discounts and other benefits.

Selling Past the Close; or When to Shut UP!
October 3, 2012

Do you ever sell past the close? To put it more bluntly, Do you know when to shut the hell up, recognize that you have won, and get the hell out of there? Remember that you can screw up even after the customer says yes.

The Luckiest Sales Rep I Know
October 2, 2012

He was lucky to consistently see year-to-year sales growth when everyone else experienced decline. He was lucky to have such great customers; customers who were loyal to him despite the fact that there were always lower prices to be found.

Unleashing the Power of 'Why' –Farquharson/Tedesco
October 1, 2012

Apple creates market differentiation, influences public perception and helps ensure that every Apple product, every Apple store and every Apple marketing campaign all work toward one memorable, admirable goal: thinking differently. Why don't printing companies talk about themselves that way?

Want to Sell More? Try Strategic Up-Selling
September 28, 2012

Up-selling is another great way to increase your share of customer. This approach entails targeting existing customers with a message focused on selling a higher-priced product. Branding, discounting, incentives and long-term value propositions can be used as tools of persuasion.

Stick to One Brand Strategy…or Else!
September 28, 2012

Today, not only do you need to have an intriguing value proposition, you need to find a way to say something, blog something, market something or publish something with truly unique wording. Here are five quick marketing tips:

Why I fired My Sales Rep
September 27, 2012

Although I sensed I had a problem on my hands even before my mother reported seeing my sales rep at her beauty salon getting his nails done during business hours, I realized I needed to do something about it now.