How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More

The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1. If you have old Inventory, give a closeout sale. 2. Return sales. Sometimes called a scratch and dent sale. Offer any less than perfect inventory at a special discount. Always mention the character flaw with the product -- the corner's... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting... Read More

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Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More