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Marketing Craftmanship

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How to Grow Your B2B Firm by Making Every Employee a Sales Rep

Marketing Craftmanship

Providing all employees with basic marketing and sales skills can help your B2B firm to grow and succeed. From the front desk to the corner office, “Every Employee a Sales Rep” should be fully ingrained as part of your company’s operating culture.

B2B Sales 130
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The Power of Insulting Customers: Confessions of a Vacuum Cleaner Sales Rep

Marketing Craftmanship

Ogilvy claimed his door-to-door sales experience provided insights into the mind of the consumer that earned him acclaim as an advertising wizard. I credit my door-to-door experience with an appreciation for the power of insulting people as a sales tactic. Sales Trainer: Let’s see how well your vacuum cleaner handles this mess. [

Paper 100
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Sales Tips from PR Legend Lee Levitt

Marketing Craftmanship

Paging through Lee’s “ Manual of PR Sales Strategy & Tactics ,” the insights he offers are as relevant today as when he wrote them in 1992, and apply across all professional service disciplines, not just PR.

PR 100
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How To Make Marketing An Invaluable Function

Marketing Craftmanship

In my experience, the sales team typically forgets to ask prospects how they’ve learned about the company or product. The Holy Grail of Sales and Marketing Alignment. Marketing and sales alignment must be the highest strategic goal for every marketer. Gain a firsthand understanding of the sales process.

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Debunking the 80/20 Rule…and 4 Other Sales Force Myths

Marketing Craftmanship

The most recent issue of Chief Executive magazine features an insightful piece on “Raising Sales Force Effectiveness,” by the CEO of the Chally Group , and Ohio-based firm that focuses on sales force potential and performance measurement. Lesson: Sales force training and development has a tangible ROI.

Rules 100
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What the US Marines Can Teach Your B2B Firm about Marketing and Sales

Marketing Craftmanship

B2B companies – professional service firms in particular – can benefit by creating a culture similar to the Marine Corps; training all employees with basic marketing & sales skills that can help the firm to grow and succeed. Every Employee a Sales Rep” will not be achieved simply by establishing firm-wide mandates. Semper Fi.

B2B Sales 100
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Why Most B2B Companies Don’t Use Earned Media (Public Relations)

Marketing Craftmanship

Travelers Insurance sold whole life coverage through full-time professional insurance agents, while Primerica sold term life insurance through its part-time sales force, consisting of teachers, fire fighters and other “blue collar” workers.