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Sales and Marketing How-To Articles Browse Library of Sales and Marketing Articles by Topic (or scroll to view entire list): Sales & Marketing Planning Branding Selling Techniques Budgets, Benchmarks, ROI Websites Customer Satisfaction/Loyalty Sales & Marketing Personnel Public Relations List Acquisition Sales Process, Pipeline Management, Forecasting Product Launches Promotion Vehicles (direct mail, email, tradeshows, advertising, online marketing, social media, etc.) Technology and Tools Sales & Marketing Materials Sales and Marketing Planning Strategize, Devise, and THEN Realize! The Best Laid Plans Really DO work! Revisiting your Marketing Strategy To Plan or Not To Plan...It's not even a question! Strategy Distraction: a sales & marketing epidemic! 5 Biggest Marketing Mistakes Companies Make Is your Marketing Plan REALLY ready? The Most Hated Word in Sales: PLANNING Unless you have unlimited budgets, your Target Market is NOT everyone.. Including Sales in the Marketing Process It's not enough to KNOW your competition, you must BEAT them! Cause Marketing: It's A Good Thing Three Elements EVERY Marketing Mix Should Have How To Identify Your Best Prospects (It Starts With Your Best Customers) Your Guide to Effective Lead Generation Planning The Sales and Marketing S.W.O.T. Analysis —A new use for a traditional tool The Art of Pricing, a 3 plus 1 Analysis Successful Prospecting Integrates Sales AND Marketing Using The Law of Reciprocity to Increase Sales What is Channel Management Anyway? Why Do Most People Buy? Hint: It's One Word! 4 Methods For Holistic Market Research 5 Common Online Survey Mistakes To Avoid Affording the Focus Group—A Market Research Must Budgets, Benchmarks, and ROI Findings from 2009's Sales and Marketing Industry Study Sales Performance Benchmarks Sales and Marketing Benchmarks & Best Practices Ways to Prove the ROI for Sales Inquiries Calculating your Marketing Plan ROI! Calculate Your Website Return on Investment (ROI) Tackling the Marketing Budgeting Process How much can you spend on Customer Acquisition? Lead Generation Benchmarks for Success Recession Data On The Value of Marketing Through Downturn! Sales and Marketing Results? Who’s Keeping Score? Fight the Recession's Impact--Engage your Employees Sales and Marketing Personnel 3 Elements of an A.S.E. Sales Team 3 Concepts To Cover With Your Marketing Candidate Three Fundamental Changes to Sales and Marketing You MUST Make... Finding, Interviewing, and Hiring the RIGHT sales representative for your team! Sales Compensation Plans—The RIGHT incentive! Sales Comp—Revenue or Profit..The Pros & Cons Is your sales team REALLY following up on leads? How do you know? Marketing With Less-Experienced Employees. Maximizing Your Marketing Resources Overcome the Top Five Challenges to Hiring Sales People TWO Critical Tips For Finding the RIGHT Sales Person Sales and Marketing Leaders Must Coach To Win Who's Your Sales & Marketing Mentor? The Sales Training Manual—Decrease the Ramp-Up Time of New Salespeople. Improve Consistency with your Veterans Sales Training—The Missing Link The Unprecedented Sales Management Challenge for 2009 Sales—A Strategic Boardroom Issue Translating Customer Wants Into Sales Excellence Sales Process, Pipeline Management, and Forecasting What is your Sales Process? From Lead to Sale—Do you know your numbers? Lead Qualification Call Downs: Qualify, Qualify, Qualify Lead Qualification: Getting to NO! Lead Qualification: 3 Steps to Success! The Art and Science of Pipeline Management! Sales Velocity—The Missing Link in Sales Forecasting Technology and Tools 3 Steps to Successful CRM for both Big and Small Companies THE STATE OF CRM: Benchmarks and Product Guide (2008) Using Google Alerts As A Sales and Marketing Tool Google's No-Cost Sales and Marketing Tools Branding Brand Audit--Do You Meet The Test? Brand Relevance—Do you have it? Branding Test: Perception vs. Reality Can you really change your brand image? Should you? Defining Your Brand Strategy Can Be Efficient and Fun! Messaging: How to Tell the Story of Your Business! Customer Message Management: Giving Marketing a “Say” in the Sales Conversation Living the Brand-Getting your employees to be brand ambassadors. Successful Branding: 5 Key Elements and 1 Mantra! The Law of Brand Surveys What's Brand Got To Do With It? What's In a Brand Name? Your Elevator Speech is Today’s Essential Business Tool! Website 3 Basics Many Websites Miss! 3 ways to avoid some of the BIGGEST website mistakes! 7 Key Takeaways from 2009's Online Marketing Summit CONTENT RICH: The Complete SEO Copywriting Guide Designing your Website for SEO Search Engine Optimization (SEO): Designing your website with an SEO eye The What, Whys, and Hows of Measuring Website Performance Want More Website Traffic? Better Position Your Site on Search Engines! Your First Steps To SEO/SEM Success! When Worlds Collide: The Marketer Meets the Web Developer How to Audit your Website like a VISITOR Public Relations 5 Steps to a Successful Press Tour 5 Steps You Must Take to Obtain Publicity A 3-step Approach To Integrating PR with Promotions Newswires—Beyond The Media Press Releases are a Colossal Waste of Time Writing Effective Press Releases Product Launches Product Promotion: 5-Steps to a Successful Launch Pricing Strategies to Minimize Channel Conflict! Product Launch: The Microsoft Way Some Tough Love on Product Positioning To Ensure A Successful Product Launch, Go Back To The Basics Sales and Marketing Materials 5 Fatal Flaws of Green Communications 6 Tips for a Popular Tool: The Sales Introduction Letter Brochures: A New Point of View Marketing Materials: Top of Mind, Leave Behinds The Essential Marketing Communication Tool Your Biggest Marketing Asset—Customer Success Stories! Learn to Use Sales Writing for a Competitive Edge Taming The Content Beast The Age of Thought Leadership 3 Steps to Successfully Working With Designers Brainstorming: Improving a Classic Creative Process Avoid These Common Printing Mistakes! Selling Techniques 3 Prospecting Mistakes You Might Be Making and How To Recover 3 Sales Tips For A Tough Economy! Are You a Hunter or a Farmer? Are Your Sales Prospects Playing Ball? Assess Your Social Currency for Powerful Referrals The Art Of Networking: It's Not Schmoozing Three Proven Scenarios for Productive Outbound Calls Cold Calling Techniques (That Really Work!) Cold Calling: Don't be A Flash in the Pan Taking the Chill Out of Cold Calling! Your Least Utilized Sales Tool—Voice Mail! GETTING OFF THE “SHORT LIST": Winning Presentations Getting Past The Gatekeeper Get Warmer with Cold Calling 12 Biggest Sales Presentation Mistakes Salespeople Make and How to Avoid Them SALES: Are You Ready To Propose? From Propose to Close in 3-steps Three Best Practices to Minimize Ambiguity at the Bargaining Table Five Down and Dirty Questions You Should Answer Before Your Next Sales Negotiation Always negotiate, but never out of fear Sales Objections: The “AHA” Formula Sales Success: Remember, It's All in the Follow-Through The truth about selling "value"... Selling to Executives: Strategic and Situational Awareness Customer Satisfaction/Loyalty Celebrating Customers Tracking Customer Satisfaction, Loyalty, and Testimonials! Measuring Client Satisfaction Sales & Marketing's #1 Lost Opportunity When did you last say "Thank You" to a Customer? Word of Mouth--Friend or Foe? List Acquisition A Great New Approach to Lead Acquisition Are Jigsaw and Netprospex Good Sales Tools? Promotion Vehicles (direct mail, email, tradeshows, advertising, online marketing, social media, etc.) 3 Ways To Make Direct Mail More Effective 5 Email Marketing Tips We've Heard and Tested 5 Steps to a Winning Lead Generation Blueprint Direct Mail Formats for Maximum Impact! Is Direct Mail Dead? Single Best Way to Guarantee Strong Direct Mail Open Rates! Creative Guidelines for Direct Marketing SUCCESS Email Lessons learned from MarketingSherpa's Email Marketing Benchmark Guide Email Marketing Success Is In The Details How Marketers Are Really Using Social Media/Networking Sites! How To Get The Most Value From LinkedIn How to Write and Promote White Papers as a Sales and Marketing Tool Lessons Learned at A Tradeshow for Marketers by Marketers Online Marketing Techniques EVERY Company Should Use! Pruning Hotmail, AOL, MSN, and Yahoo! (HAMY) email addresses Reducing (or just plain eliminating) those HORRIFIC email mistakes! Tradeshow Planning: BEFORE The Show! Tradeshow Planning: DURING The Show! Tradeshow Planning: AFTER The Show! Tradeshow Planning: To Show Or Not To Show? Measuring and Monitoring Email Campaign and List Growth Metrics Generate Quality Leads through Value-add Content Seminars as Sales Tools: Increasing Revenues AND Sales Leads The Most Cost-Effective Lead Source: Referrals 2009's Online Marketing Summit: 7 Key Takeaways Monitor and Manage Your Online Reputation The Online Sales and Marketing Conversation (Don't speak AT me, speak WITH me) Share This Page! Follow us on Twitter! The Sales and Marketing Toolkits BUNDLED contains: Over 60 sales and marketing templates (DOC, XLS, PPT, and PDFs) Loads of "how-to" articles and examples 8 Training sessions (MP3 audio files) for your computer or iPod

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