- "On my honor as a salesperson . . ." Why sales ethics matterEthical lapses can irreparably undermine the best business plans, corporate reputations, and brand building....
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 - "On my honor as a salesperson . . ." Why sales ethics matterEthical lapses can irreparably undermine the best business plans, corporate reputations, and brand building.... - "Revenues are Good - Costs are Bad" and Other Business MythsOne executive’s myth is another’s management magic. Whether or not you agree with Jonathan Byrnes’ pick of the top ten business myths, reading his always-insightful comments will challenge your views and perhaps even lead to a moment of profitable enlightenment. Byrnes’ article resonates with the message recently communicate... - #1 Selling Perspective for Revenue Driven Firms: Across All Industries - Revenue is KingMost people, think the purpose of sales person's sole purpose is to bring revenue in the door no matter what.... - "No Insult": Pricing and PromotionSavvy shoppers know how to get the best deals and savvy retailers know how to create these deals while still turning a healthy profit. But the relentless push by value retailers such as Wal-Mart and Costco means the days of straightforward pricing and promotions tactics are gone. Instead, retailers must begin crafting strategies that build on exist... - 'If Brands Are Built Over Years Why Are They Managed Over Quarters?'That market share for branded products is declining, and consumer sensitivity to price has increased in the past 25 years. This article shows how widespread adoption of easy-to-harness, short-term measures has altered consumer behavior and made it more difficult for brand managers to maintain pricing power and compete in the marketplace.... - 'Why Most Advertising Does Not Work - 10 Essential Strategies to Ensure that your Advertising is a Success'If you are running advertising that is not working, please stop it! This applies to you whether you're running ads in newspapers, magazines, or on radio, television, billboards, posters, taxis or buses....   - 10 Steps To Doubling Your Sales Without Any CostsThis white paper has been compiled by Townson & Alexander Think Tank, comprised of over 20 sales professionals who all have backgrounds in executive sales and national management. By default, they know what works -- especially the 10 steps to doubling your sales without any costs. The 10 steps are as follows: 1. Time Mangement 2. Prospecting 3.... - 10 Tips To Help New Reps Increase Sales with CRMIt sounds simplistic, and in many ways, it is: create a digital version of a scrap of paper and have those notes feed right into the CRM system. "You're looking for ways to streamline functionality and increase productivity," says Gartner analyst Michael Maoz. It's particularly important to save time and ensure that the right information ... - 11 Ways to Build Your Personal BrandIf, as I argued last time, personal branding is now a prerequisite for career success, what does your brand need to offer?... - 12 Steps to Better E-Mail MarketingThe number is no coincidence. The allusion is, of course, to addiction recovery programs. E-mail is abused by "innocent" people, just as alcohol, drugs and food are. Obviously, e-mail abuse does not bear the same dire consequences.... - 12 Things Your Buyers Want Other Than Lowest PriceOf course your prospects would like a low price (or rate or fee). But nine times out of 10, they know that "low price" can often translate as "poor quality." Find out what buyers really want.... - 1200 Marketers Can't Be Wrong: The Future Is in Consumer BehaviorConsumer behavior as a route to effective marketing was a central focus of the largest gathering ever of an influential trade organization. The 1,200 people who attended the 97th annual conference of the Association of National Advertisers, heard speaker after speaker address the growing popularity of what is known as behavioral targeting, as oppos... - 16 proven techniques for better B2B sales leads generation with print advertisingGenerate more qualified B2B sales leads for your salespeople, representatives, distributors or resellers with effective print advertising.... - 17 Costly Marketing MistakesThe sooner you, and all of your employees, realize that your only business is capturing and keeping the right customer, the sooner you'll build a profitable, satisfying business.... - 19 Unusual Marketing Ideas That You Can Adapt For Your BusinessThis idea helps build credibility and leads to more sales! On the reverse side of your business cards, print the names and phone numbers of three of your top customers who will give you great references. Give these cards to your prospects and encourage them to contact your customers for references. Get permission from your customers beforehand, of ... - 2006 Sales Compensation Trends SurveyExecutive Summary of the 2006 Sales Compensation Trends Survey... - 3 Ways to Structure Marketing Measurement ResourcesA common question in marketing measurement discussions between CMOs: Where did you put your measurement group? The question underscores conflicting desires to have measurement people close, but not too close. Our research suggests that there are three primary models in broad use today relative to the organizational structure of marketing measuremen... - 31 content tips and ideas for your B2B email newsletterAnyone publishing a regular B2B e-newsletter knows that a common challenge is ensuring enough decent content to keep readers interested, engaged and impacted by your emails. So here are 10 tips to keep the content flowing and 21 actual content ideas to save yourself some thinking time....  - 3C's Model (Ohmae)Three key factors to create a successful business. Explanation of 3C's Model of Ohmae.... - 4 Keys to M&A Valuations in Emerging MarketsPutting a price on a business asset can be a thorny problem even in familiar environments, but the difficulties escalate when you’re buying in the developing world.... |
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