Salespeople Must Bring the Total Package of Benefits
Excerpt from "5 Skills of Master Salespeople" by Michael D. Maginn (Singularity Group, 2009) Every customer has problems to be solved. The point...
Is Your Sales Force Ready for the Dip and the Bounce?
"The customer rarely buys what the company thinks it is selling to them." —Peter Drucker While current market conditions are forcing some sales...
What Do Customers Want Now?
As the Great Recession continues to abate, there are signals companies finally are shrugging off the siege mentality of 2009 and cautiously looking ahead...
Case Study: How Hyundai Beat the Bear Market with Behavioral Segmentation
In an effort to take the bull by the horns in this bear market, Hyundai used behavioral segmentation to identify what was keeping prospects...
Six Smart Tactics for Dealing with the Stalled Economy
This is no time for business as usual! To keep the customer and win the sale, the marketer has to outmaneuver the competition. But...
Driving Value-Based Selling with the Competency Model
Buyer pressure on sales professionals to reduce pricing has reached new levels in the current economic environment. More than ever, the sales force's ability...
A Social Media “How To” for Retailers
Online retail sales have grown at a staggering rate—from $5 billion in the fourth quarter of 2009 to $30 billion in the first quarter...
The Expense Report: American Express Tops J.D. Power Card Study
J.D. Power and Associates' 2009 Credit Card Satisfaction Study, released in September, showed a three-year low in credit card customer satisfaction. The study measures...
Going the Extra Mile with E-Mail Marketing
The ultimate goal of e-mail marketing is to achieve increased sales conversion rates through ongoing top-of-mind brand communications with the customer base. Measuring the...
Smart Management: Five Job-Hunting Tactics for Getting Noticed
My area of expertise is helping companies improve their sales coverage models. I work with firms who are trying to figure out the best...
