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The 15 Industries you could sell to in the 2009 recession year
The recession is bad for most BtoB businesses, however some industries will prosper thanks to the recession: Yin Yang. These are the industries you should favor to sell to. If you can generate leads...
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How to sell more to a customer? Use the endowment effect
In any sales deal, instead of starting with the minimal or basic configuration for your products or services, start by proposing the full option or the best complete offering that includes already...
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The product marketing name is Nobody – thus nobody will find it
If your solution hasn’t got a well defined and widely recognized product marketing name then you have a serious problem. Product marketing name required This is exactly the problem that faces...
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Stop looking on LinkedIn, Facebook, Twitter for leads – look on your B2B website
Social Media Since the event of Social Media and the Social Media being praized for the next goldmine, Marketing and Sales have been digging into LinkedIn, Facebook and Twitter in the hope to connect...
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The revolution from transactional to relational advertising
One of the main current problems of marketing is to create relations through the use of advertising instead of just sending out promotional campaigns as marketing used to do. Sales has the advantaged...
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How to keep up the appearances on the Internet
Website essentials The first impression of your website, which is formed within the few first seconds, is utmost important on the Internet. Depending on the source of study, the type of website and the...
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Your sales process should convince your customer not your initial free...
Free consulting is not part of your sales process When a company has a problem to solve it can look for a consultant to fill in the job. Many consultants will or can apply for the job. In order to...
View ArticleGetting the most out of IT-oriented networking events
Generally, there are 2 kind of people at IT-oriented networking events: you’ve got the ‘suits’, who are savvy net-workers and the geeks, who are wondering what the hell they’re doing there and how they...
View ArticleWhy the ROI of email marketing lists is less than generally accepted
Email marketing Email marketing has been embraced by most companies due to the apparent low cost and far reach for their lead generation. However building email marketing lists yourself is a slow...
View ArticleSales hunters will boldly go where no salesman has gone before
Not all salesmen are alike: Sales hunters are very different from the rest of the salesmen. - Sales hunters will come and ask for a job – or the job. - Account managers will wait until the job is...
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The ‘Done Deal’ for your competitor – Even before starting
Done Deals Even before your first meeting, the customer has already decided for your competitor. You are just used for having an additional quote or to comply with the procedures of the company as they...
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