selling

Soft Sell in a Recession?

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Another Kind of Value Proposition

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Salespeople, Provoke Your Prospects!

by: John Caddell

A wag might say that many salespeople already provoke their prospects–you know, the old foot-in-the-door technique, the bait-and-switch, etc.

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User Reviews of All Types Benefit Product Sales

by: John Caddell

The Economist, in its “Technology Quarterly” section this week, discusses the value of user comments, and makes some interesting points, this one in particular:

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Five Ways to Sell in a Bad Economy

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I'll Toast Anheuser-Busch

by: Jonathan Salem Baskin

So Anheuser-Busch has come up with a new approach to compensating its marketing agencies, and the trade headlines say it "...whacks retainers..." as a casualty of the InBev-directed strategy to put the screws to said partners (oh, and trim $1.5 billion in costs that need to get trimmed).

I say let's toast Anheuser-Busch.

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Watch out Estee Lauder

by: Dick Stroud

An e-mail newsletter from egenerations (a Web site I must look around one of these days) popped into my inbox containing a long column of banner ads. One of these was for Ageless skin care. The packaging looked a bit like a Dove product (that is my excuse) so I clicked to the landing site and found a little masterpiece in “off the web” selling.

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Then So Should a Car Wreck

by: Jonathan Salem Baskin

If the eyeballs delivered by the viral nonsense coming from Burger King is considered marketing, then so should a car wreck.

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Car Companies as Mutual Funds

by: Jonathan Salem Baskin

I had a chance to present to members of the Luxury Marketing Council of Southern California a few weeks ago, and they challenged my thinking -- and got me thinking -- about how to apply a brand is behavior approach to selling autos coming out of Detroit.

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So Maybe Hogs Can't Fly?

by: Jonathan Salem Baskin

Harley-Davidson's stock price is little more than a third of what it was a year ago, representing a steep decline in the intangible value of its brand.

With motorcycle demand down 30% in the U.S., and a near-total evaporation of the hog-makers ability to write loans for would-be buyers, is the company just another victim of tough times...or is there something flawed in the way the experts routinely celebrated the relevance and utility of its brand?

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