started my career in sales in the ERP software industry and went through some sales training – Xerox’ Personal Selling System and Solution Selling. The authors recommend another sales approach: in a downturn. don’t like the idea of provoking customers if a seller is trying to create risk or exaggerate costs and resource requirements to provoke a sale. Marketing Soapbox buyer customer sales TrustI hate fear-based selling. Emotion was involved, but we didn’t invoke fear. We provided hope when we solved our customers’ pain. MORE >>

If you do have PPC campaigns running, make sure that someone is not only monitoring traffic but also measuring conversions (sales). Pay-per-click (PPC) advertising is a waste of marketing dollars. It’s expensive, and it’s so ten years ago. think the only reason Pay-Per-Click advertising still exists is because there are so many certified PPC re-sellers who convince businesses it works. Go ahead – do a search – such as “Does PPC work?” ” Most of the answers you will find are from the service-providers who make money on PPC. PPC pro? Or con? MORE >>

There are 3 personalities, however, that I’ve realized are not always productive for improving marketing, generating more leads, and increasing sales revenues! In over 15 years as a marketing consultant, I’ve worked with a lot of great clients. Marketing Personalities You Need to Manage. 1.Myopic Marketer. This marketer can’t see the forest for the trees. If you ask, “Why do you market this way?” ” you may hear, “We’ve always done it this way.” Marketing Micromanager. This marketing personality can’t let go. Pinterest! MORE >>

Wouldn’t it be great if, when your prospects search on LinkedIn for your products or services, your sales team dominates the results? If your sales team not only participates but is able to dominate these conversations on LinkedIn, you can build your brand and stand out as an industry leader. How Can Your Sales Team Dominate LinkedIn for Your Industry? Train your sales team on how to use LinkedIn features. Make sure marketing builds information about your products, services and events on LinkedIn and your sales team champions them in their online conversations. MORE >>

Then, knowing your average sale and conversion rate, figure out the number of leads it will take to generate the science. Marketing Planning analysis b2b consultant marketing results ROI salesBlog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z. Business owners and marketing managers often ask how to figure out what their marketing budget should be. Here’s a classic marketing consultant answer: “ It depends. The Science of Calculating Your Marketing Budget. Yes, marketing can be scientific! MORE >>