Archive for February, 2010

The Real Costs of Losing Customers

The Real Costs of Losing Customers

Another customer walks out of the door or hangs up the phone vowing never to return to your place of business again. What’s the big deal? You can’t please everyone, right? There’s more where they came from, right?

By February 26, 2010 0 Comments Read More →
Selling to Purchasing Departments

Selling to Purchasing Departments

One of the most difficult parts of a salesperson’s job is dealing with purchasing departments.

By February 26, 2010 0 Comments Read More →
The Right Five Words are More Important than Five Thousand Words

The Right Five Words are More Important than Five Thousand Words

The right FIVE words are more powerful than five thousand. It’s more important than ever to tell your story—you just have to say it in a couple sentences or less. An interview by Nettie Hartsock with Bill Schley, author of “Why Johnny Can’t Brand” and “Micro-Script Rules”

By February 26, 2010 3 Comments Read More →
Making Sales Collateral and Lead Generation Stronger: Lessons Learned from Social Networking

Making Sales Collateral and Lead Generation Stronger: Lessons Learned from Social Networking

Social networks are re-writing the rules of what best practices in marketing are. Listening is in, shouting is out.

By February 26, 2010 0 Comments Read More →
Are You Contributing to the Big, Fat, Web Site Disconnect?

Are You Contributing to the Big, Fat, Web Site Disconnect?

I am your customer. I have a problem. I am looking for the best solution to my problem. You sell the best solution, but I don’t know that yet.

By February 26, 2010 0 Comments Read More →
Caring for the Care Giver

Caring for the Care Giver

As a career counselor, I learned early on that the presenting problem might be masking the real issue and what a client doesn’t tell you may actually be key to getting “unstuck.”

By February 25, 2010 0 Comments Read More →
The Secret Elements of Persuasive Writing

The Secret Elements of Persuasive Writing

Virtually all persuasive copy contains eight elements described in this article.

By February 19, 2010 0 Comments Read More →
David Meerman Scott: Changing the Rules of Marketing, PR … and Business

David Meerman Scott: Changing the Rules of Marketing, PR … and Business

Featured interview with David Meerman Scott, bestselling author of, “The New Rules of Marketing and PR: How to Use Social Media, Blogs, News Releases, Online Video, and Viral Marketing to Reach Buyers Directly.”

By February 9, 2010 7 Comments Read More →
The Science of Selling as an Art Form

The Science of Selling as an Art Form

All decision making processes are both rational and emotional. These two processes are sometimes hard to separate but they are both at work, especially in complex sales cycle.

By February 9, 2010 0 Comments Read More →