When Sales and Marketing Work Together, Great Things Happen
“Marketing” is the discipline that strives to bring prospective customers to the “seller.” “Sales” takes the product or service to the “bu
Dangle an Offer That Can’t Be Refused
Three individual businesses solved their prodigal customer woes with twists on the same advice from Los Angeles marketing consultant Jay Abraham: Dangle a freebie. The secret
Remember to Balance Creativity with ROI
Let the heart rule the head – because this is true with 90 percent of your customers. We all like to think that we make our purchasing decisions in a completely rational mann
The Best Response to ‘No’
You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified – but the prospect still went with someone else. Losing a big one is tou
Prepare Yourself for Seminars
A professional conference or seminar can be well worth the time away from the office if you take the right approach. Here’s how to turn your next professional meeting into a
Your Customers’ Perception Is Your Reality: Look at the Marketplace Through Their Eyes
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the “drivers” that influence your cust
Do You Have a Guarantee?
A guarantee isn’t a gimmick; it’s the portal to improving customer relations. When your company has the courage to promise absolute satisfaction or give customers their
Mistake City
If you fear mistakes, you’re bound to make them. Why? Because instead of playing to win, you’re playing not to lose. Taking the safe path can lead you down the wrong pa
Emphasize Your Sales Letter Message With a Positive P.S.
If you use direct mail to market your products or services, you already know that a postscript at the end of your sales letter is a must. Most people will look at the P.S. even if
McKnight Carries on Marketing Innovation Legacy
Skip Carney, founder of CarneyCo, an innovation-focused marketing communications agency, is excited to announce that Jessica Carney McKnight has been named president of the 41-year