Sales Archive

Need Something? Talk To My Right Ear

We humans prefer to be addressed in our right ear and are more likely to perform a task when we receive the request in our right ear rather than our left. In a series of three studies, looking at ear preference... 
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Six Ways to Get People to Say Yes

“In Influence: The Psychology of Persuasion, Robert B. Cialdini, a respected social scientist and specialist in the area of compliance psychology, says that “… automatic, stereotyped behavior... 
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Vince the ShamWow Guy is Flawless DRTV

“If you think you see a lot of Vince the ShamWow guy now, buckle up. I recently saw Vince in a new spot selling a kitchen gadget called the SlapChop. His full name, appropriately enough, is Vince... 
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Create Thumbnail Sales Portraits of Your Customer Personas

“Around here, we rarely worry about whether a client’s business is B2B or B2C or any flavor in between. Because any “sale” takes place largely within the context of a customer’s... 
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Do You Know How to Find the Marketing “Ex-Spot”?

“What’s the right time or context to unleash word of mouth or, better yet, consumer-generated media (CGM)? More important, what tactics will increase the odds that CGM works for you, not against... 
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Good Manners Equals Great Business Results

“Etiquette embodies rules for treating people politely and with consideration, she says, and your ability to do so is judged carefully when you are going for a new job or a promotion. Your business... 
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Local Taxation of Online Sales: Only a Matter of Time?

“The majority of U.S. states are moving to end the tax-free ride for most online shoppers, a development that is facing opposition from some members of the public, businesses and a number of federal... 
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Searching for the Why of Buy

“There was an Apple iPod, then a black Aeron chair. A coffeepot by Capresso and a washing machine by Dyson. Christian Dior followed by Versace, Oakley, Honda, Evian and Louis Vuitton. Each icon of... 
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Interview With Bruce Livingstone, CEO, istockphoto.com

Sam Decker has done a really interesting wide-ranging interview with the CEO of istockphoto.com, an unusual stock photography resource in that it is a community of photographers who provide the work. The... 
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Customer Databases and Privacy: Some Shoppers Find Fewer Happy Returns

“As the holiday shopping season gets into full swing, a number of major retailers — including KB Toys and Sports Authority, according to store personnel — are rolling out electronic systems... 
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Why You Should Never Classify Leads as Hot

“[Sales people are] not lazy. They’re pragmatic. Their job is on the line if they don’t perform—in some companies they only have 90-days to close a certain number of sales. If they... 
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Relentless Lead Qualification: How to Do It and How to Track Results Properly

“When Schklar joined the company last October, there were no formal lead generation systems in place to keep a steady flow through the pipeline. And there weren’t any marketing department reports... 
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Revitalizing Lead Creation: Six Strategies That Work

“A survey of 75 marketing executives by Profitable Channels shows that “growing faster at lower cost” is the top problem keeping marketing executives up at night. At the same time, the majority... 
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The Changing Nature of CRM

“Siebel may have picked a great time to make its move. According to a forecast released Tuesday by market researcher IDC, the prevailing method of selling software–offering a perpetual license... 
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Online Forms That Generate Leads

“For many Web sites, obtaining new leads is a critical online objective. Yet few companies take full advantage of a tool that’s probably already part of the site. Often, the lead form, or “Contact... 
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The Big Cheese: Helping Fine Tune Sales

“Mike Johnson is like a top mechanic for an Indy 500 racing team. But instead of tweaking powerful engines to squeeze out the winning extra horsepower, Mr. Johnson fine tunes the engine of business:... 
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Measuring Online Ad Effectiveness

“Google is the latest Internet company to make good on the promise. A new feature allows advertisers to copy a string of software code from Google’s Web site onto pages of their own sites.... 
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Shopping Cart Abandonment Is Not the Issue

“The more time a visitor spends on your site, the more likely she is to buy. Most e-tail sites experience their greatest visitor drop-off in the first two or three pages visitors see. From then on,... 
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Found: MarketingSherpa Articles

By accident I found the URL for MarketingSherpa articles that show up in their email newsletters. These are almost always terrific articles with lots of usable data. However, the email versions of the... 
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Six Ways To Drive SFA Adoption

Six Ways To Drive SFA Adoption: “Selling sales force automation to a CIO is easy — or at least as easy as selling anything new in these budget-conscious times. Indeed, any application that... 
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