Sales & Marketing Articles
More Tactics to Grow Your B2B Email List
List growth is a perennial top priority for email marketers. Today, it's even more important to grow your list with quality sales leads to keep your messages in your readers' priority inboxes and to lessen the risk that an ISP will block your messages because of outdated, nonfunctioning, or bogus email addresses.
May 15, 2013 – ClickZ
CEIR Releases Study on Trends in Exhibitor Sales Lead Capture and Follow-up Practices
The Center for Exhibition Industry Research (CEIR) released a new study entitled Exhibitor Sales Lead Capture and Follow-up Practice Trends.
October 24, 2012 – IAEE
Selling in your sleep
Manage Smarter (February 17, 2010) - Rule #1: It has to be about them. Rule #2: It has to be about them. Rule #3: Never break rules 1 and 2.
February 22, 2010
Making a good second impression
Manage Smarter (February 8, 2010) - I ran a business in England owned by BellSouth Corporation for two years. We were a cellular service provider that sold wireless telephone handsets and airtime service. Once a week, I visited our customer care center and met with Colin, the director of the center. It was always fascinating to me that Colin could never remember my name. No matter how many times I corrected him, he called me "Ian."
February 8, 2010
Grow sales by reducing administration
Manage Smarter (January 27, 2010) - Growth. It's the mantra of sales and marketing managers everywhere. Yet many companies inadvertently limit growth by burdening their sales teams with high levels of non-revenue-generating administrative work.
February 1, 2010
Manage Smarter (January 20, 2010) - Although behavioral targeting has become a popular topic lately, it is not a new idea. Behavioral targeting identifies the behavior of an individual online, collects and gathers data on what their interests are, what they search for, what sites they visit, and uses this information to determine what ads should be displayed for them.
January 21, 2010
How to convince anyone to buy a product or service
Manage Smarter (January 15, 2010) - Did the title shock you, or provoke a response from you in any way? If you are a star sales performer, or are experienced within the sales industry, then you might be thinking I don't know what I'm talking about. Surely modern sales is all about providing an environment where people can buy rather than be convinced to buy something?
January 18, 2010
Manufacturers' Corner: The myths and realities of industrial market research
Manage Smarter (January 11, 2010) - There is a lot of skepticism on the part of small and mid-size manufacturers (SMMs) about doing or using market research. Probably 90 percent of all SMMs have never done a market analysis or competitive research unless they were writing a plan to raise money.
January 11, 2010
Managing the direct marketing supply chain
Manage Smarter (January 8, 2010) - Once upon a time, a direct marketer would come up with an offer for a particular market segment, work with a list provider to focus on likely recipients, have its advertising agency develop a package for the offer, send the package off to its printer, and then mail it.
January 11, 2010
Using PR to develop business
Manage Smarter (December 30, 2009) - There are numerous ways companies can use public relations techniques to complement their investment in advertising and direct mail. In my 14 years in a newsroom and two decades providing public relations services, I've seen how publicity can help a firm develop business.
January 4, 2010
Why magazines won't die
Folio Magazine (December 10, 2009) - I spend more time than most thinking about whether or not magazines will live or die, since my family and I own a few of them. I've been to conferences about whether or not they will survive. I am barraged by consultants trying to convince me magazines are on the verge of death, and therefore I need their services immediately, or else.
December 28, 2009
Closing the gaps: New selling strategies for a new reality
Manage Smarter (December 21, 2009) - Today's organization is faced with not one, not two, but three fundamental "gaps" that limit sales, revenue, and the bottom line.
December 21, 2009
Networking and selling using body language secrets
Manage Smarter (December 16, 2009) - Networking events. Association meetings. Conferences. Regional meetings. Trade shows. Each of these events represents an opportunity for you and your company, whether you want to make the sale, make the right connection, or exchange business cards with the right person.
December 17, 2009
So many people, so many doors: Successfully navigate with a sales map
Manage Smarter (December 11, 2009) - When trying to access the right people in an organization to advance your sales efforts, you may struggle to chart a successful course. Maybe you spend a lot of time cultivating a relationship with one person, only to discover later that he or she did not have "pen power" to sign the deal.
December 14, 2009
BMG Launches Dynamic New Web Site
BMG (November 4, 2009) - BMG (formerly the Barlow Marketing Group) has designed and launched its new Web site directed at manufacturers and service companies serving the North American and global construction, aggregate, mining, environmental and recycle markets.
November 6, 2009
Social Networking and Blog Sites Capture More Internet Time and Advertising
Manage Smarter (September 24, 2009) - Americans have nearly tripled the amount of time they spend at social networking and blog sites such as Facebook and MySpace from a year ago, according to a new report from The Nielsen Company. In August 2009, 17 percent of all time spent on the Internet was at social networking sites, up from 6 percent in August 2008.
September 25, 2009
Nielsen, Facebook Partner for Studies
Manage Smarter (September 22, 2009) - Nielsen has struck a global, multiyear partnership with Facebook that begins with hundreds of studies this year exploring the effectiveness of advertising on the popular online social network.
Nielsen, the parent company of The Hollywood Reporter, will design and execute the studies while data collection and consumer privacy will be handled by Facebook, which boasts 300 million users.
September 23, 2009
Trade Show Leads Cost 42% Less to Generate, Close Than Other Face-To-Face Leads: CEIR study
Skyline Trade Show Tips (June 15, 2009) - The Center for Exhibition Industry Research found in their new study, ÷The Cost Effectiveness of Exhibiítion Participation,÷ that the average cost to identify a prospect and close a sale using exhibitions is $2,188.40. (Meetings and Conventions magazine helped CEIR get to the correct number ¨ see their story here.) ThatĂs about 42% less than the $3,102.10 average cost to get and close a sale when not using exhibitions.
July 15, 2009
Is Your Sales Team Ready for the Economic Rebound?
Sales & Marketing Management (July 6, 2009) - No one really knows when this recession is going to end. It's a safe bet, however, that companies with well-motivated and strategically focused sales teams will be the strongest out of the gate.
July 8, 2009
AEM's Marketing Council announces series of educational webinars
AEM (June 2, 2009) - AEM is dedicated to delivering quality education to the membership. Especially during these economic times, companies need access to the information and tools needed to maintain a market presence. As promised, we are bringing you an exciting webinar series in place of the 2009 live Marketing Council Seminar. The webinars will offer more opportunity to an increased number of participants who are currently dealing with travel freezes or reduced travel budgets. This is the only marketing education specific to the off-road equipment manufacturing industry.
June 2, 2009