Milestones Help You Manage the Process
As we all know, if you build objectives and support them with goals, you must have a way to track your progress. Make sure that you build milestones into the process of assessing R
Web Data Is Your BFF for Calculating ROI
The first, best thing you can do to measure ROI is to measure EVERY bit of customer activity on your website. What kind of traffic are you generating? Which products are generating
Long Sales Cycles With Complex Processes Can Complicate Determining ROI
The longer the cycle, the more difficult it becomes to separate out all the factors involved. Did the new ad campaign cause a big bump in Denver-area sales over the past year? Or w
ROI is a Great Tool – But Only in Specific Uses
Return on investment, or ROI, has proven to be an excellent gauge of marketing effectiveness when it comes to lead tracking and generation. This is a quantifiable process and lends
ROI Is Not (And Can Never Be) An Exact Science!
ROI, or Return on Investment, is a buzzword that has been hanging around business conference rooms forever, like a bellhop waiting in a hotel room for a tip. It’s one of thos
If You Talkamileaminute, No One Will Listen!
Your choice of words is always important when you are conducting business. The right choice can help you soothe an angry customer, close a sale, or earn a raise. But also important
The 5 R’s of Sales Success
Here’s how the five R’s – Relevance, Receptivity, Recognition, Responsiveness, and Relationship – can help you differentiate your compan
Don’t Forget the Powerful Sales Letter
In spite of the multitude of communication options available today, the sales letter remains a viable vehicle for reaching your prospects. Here are a few tips to help you revive th
Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer.
People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they
