Make Your Follow-Ups Count
The Sales Bible Prospecting can get to be a lot like learning multiplication tables – mindless repetition of the same process. Often we send out letters to our prospects, t
Benefit From Account Reviews
The selling advantage A regular account review is an excellent way to keep in touch with your regular customers and let them know you are interested in their well-being. Set up a
Give Your Customer a Toy!
We often limit corporate gifts to food, pens, and clothing items. Doesn’t everyone have enough coffee cups and mouse pads? What if we lightened up and gave customers desk to
What You Need to Know About ROI
As business owners, managers, and accountants sit down to take stock of their respective budgets, the first place they look is the major expense column. And the major expense item
Trade Show Tips
1. Add eye appeal. Glitz and glamour do work! Smart companies adorn displays with Christmas lights, colorful banners, kinetic scale models – even talking robots. 2. Pique
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
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