Marketing Articles



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Selling to the Bottom Line
  By: C.J. Hayden
If you've ever wondered why more people don't respond to your sales attempts and marketing messages, here's the first place to look -- are you selling something that people are willing to spend money on?

Success With Cold Calling
  By: Robert Middleton
Cold calling isn't the easiest thing you can do, and often not the most appropriate or effective, but many times it is very appropriate and very effective as well.

Successful Upselling
   How to super-size every sale to double, triple, and quadruple your profits instantly
  By: Kevin Nunley
Successful upselling needs to be at the core of every business or professional practice. It can instantly multiply your profits. You might well go from just getting by to living comfortably, and from living comfortably to rolling in wealth.

Taking a Fresh Look at Selling
  By: Robert Middleton
Good, professional salespeople are very persuasive but they don't use these outmoded persuasion techniques. So how does one succeed in "being persuasive" instead of "using persuasion?" Good question. Here's a few ideas.

The High EQ, Low EQ Sales Quiz
  By: Susan Dunn
EQ—Emotional Intelligence—is all those “soft” skills that drive a hard bargain in the marketplace. Research is showing what a powerful performance differentiator it is, separating the outstanding performers from the average performers.

The Power of Asking Questions:
   7 Strategies to Discovering What Your Prospects Really Need
  By: Susan Friedmann
Make no mistake -- you're in a rough spot. Exhibiting is a competitive environment. You're vying for attendee's attention, against companies that are larger, better-funded, with newer exhibits and cooler ideas than you've got.

The Seduction of Low-Hanging Fruit
  By: Jill Konrath
The lure of low-hanging fruit never completely goes away. The chance to make easy money is just too seductive.

The Struggle to Decide: The Paths Customers Take to Solve Problems
  By: Sharon Drew Morgen
Usually my essays discuss the issues that the ‘sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation:

problem + appropriate product + professional sales effort = sale.

This is a Sales Call: How to Begin Prospecting Calls with Integrity
  By: Sharon Drew Morgen
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.

Three Ways To Close A Sale
  By: Kevin Nunley
Here are three simple ways to close a sale.

Three Ways To Sell Anything
  By: Kevin Nunley
Here are three simple ways to sell anything. You can use them in person, on the telephone, or with email. Email strategies to get thousands in free media publicity.

To Make More Sales, Try Making More Friends
  By: C.J. Hayden
If you want to win people over to your way of thinking, they need to like you. And the way to get them to do that is to take an interest in them.....

Train Your Sales People
  By: Kevin Nunley
Imagine how hot your sales could be if ALL your sales people could sell like a master. You can make big strides in that direction by training your sales force to do certain things.

Turn Your Customers Into a Sales Force For Your Product or Service
  By: Ron Sathoff and Kevin Nunley
No matter how large or small your company is, you could benefit from more experts selling your product or service. The easiest and cheapest way to build your sales force is to give customers a chance to promote your products and services.

Use Chemistry with Customers to Sell
  By: Kevin Nunley
How a customer feels with you is a big part of whether they will buy or not.

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