Business Management - Marketing/Sales

You actually have an opportunity to go cold call free, and I am living proof that it’s possible, having gone 11 years without ever calling on someone whom I did not know or have a connection to. Here’s the formula.

I am a fan of all sorts of printing companies. What I’m no fan of is fake journalism. On Google News, I saw an interesting headline that appeared to be an objective educational piece about the basic printing services that every business needs.

Companies with sales of more than $100 million tend to be procedural. They often have purchasing agents, perhaps even purchasing personnel who just specialize in graphic arts. Medium-sized companies are less rigid, so the CEO and senior management are more accessible to the aspiring prospector.

One of my recent posts talked about the myth, reality and truth of becoming a marketing services/cross-media provider. My intent is not to discourage anyone from considering this transition, but rather to emphasize that it does take a certain commitment in time and resources.

The “rifle” approach involves crafting marketing touches that hone in on the needs of specific key business influencers at well-targeted prospects. The delivered message should be personal, informational and speak to the needs of each recipient.

With the economy still in the trenches, knowing how to couple mobile media with online and print communications can be a true source of new revenue. There’s a wide range of new communication tools companies can use to interact with customers.

What can you do with just 10 minutes? Well, here are five things you can do in 10 minutes that will help you drive sales, increase your momentum, and make you feel better about what you accomplish in a day.

When a college kid signed up for one of my free training programs (time management), and mentioned the fact that she is considering Sales as a career, it gave me the chance to sell Sales and remember why it attracted me in the first place. As I recall, there were three reasons.

Groupon is a one night stand for businesses. Now I know I shouldn't feel sorry for the lemmings out there masquerading as business owners—but I kind of do. How can you not be mesmerized by the all attention and media fawning Groupon's been getting.

You should be investing a minimum of 30 percent of your time building a prospect database, updating your prospect intelligence, conceiving strategies to penetrate accounts and implementing your strategies. Spend some time listing all the reasons to call prospects.