selling

HeadOn Spots Effective in Driving Sales

Continue Reading

Best Practices in Lead Management

by: Jon Miller

The most crowded session I attended at Dreamforce 07 was Best Practices in Lead Management. The room was PACKED beyond capacity, and to make matters worse, the AC was broken so it was sweltering.

Continue Reading

Effective Negotiations May Sometimes Mean Staying with it even after You've Lost

Continue Reading

Selling the Unsellable

by: Roger Dooley

Can you imagine a more difficult marketing task than selling books written by long-dead authors like Plutarch or Pliny the Younger to middle-class Americans? To make the challenge even more difficult, the books are priced well above most hardcover books, and you have to sell not just a few volumes to each customer but dozens and dozens.

Continue Reading

Cold calling with dignity (yours and the prospect's)

by: John Caddell

I had to do some cold calling today, so naturally I worked from Jeff Thull's script. It's simply the best approach I know to keep the dignity of the customer intact while you're interrupting them with an unsolicited pitch.

Continue Reading

Big List of B2B Marketing Blogs

by: Jon Miller

Here are over 50 blogs that talk about B2B marketing, as well as a few that focus on selling, search engine marketing, and copy writing. I will update (add or remove) the list as I change the B2B marketing blogs that I track.

Continue Reading

Price Tag Psychology

Continue Reading

Memo to Malcolm Gladwell: Is Payless Shoes the new Hush Puppies?

by: Dominic Basulto

One of the most interesting examples in Malcolm Gladwell's landmark book The Tipping Point was the case of shoe retailer Hush Puppies, which experienced a hipster revival in the mid-1990s, thanks to the efforts of the "cool kids" in Manhattan.

Continue Reading

What's a 'strategic alliance' or a 'partnership' anyway?

By: John Caddell

When people in business say they want to be your partner, they usually mean this:

I want you to sell my stuff.

Continue Reading

IPod Vending Machine

Continue Reading
Subscribe to RSS - selling