Return to the Customer With CRM
Whether you call it an uncertain economy, a down economy, or a recession, one thing is definite: buyer behavior is quite a bit different...
BMW: Luxury Auto, Meet DRM
BMW is kicking the tires on a direct response campaign targeting luxury auto enthusiasts, turning to an often undervalued marketing platform as a means...
TNS: Ad Spending Sinks in Q3
Despite indications that the country has begun heaving itself out of the Great Recession, media proved to be a lagging indicator, as third-quarter ad...
The Sales Clinic: Why You’re Not Converting Your Sales Inquiries
This will hardly come as a news flash, but over the last few months, lots of salespeople and business owners have seen the number...
The Sales Clinic: Why Buyers Lie To You (and What They Really Mean)
I'm often amazed at how many salespeople and business owners are surprised when, after we've de-briefed their sales meeting or phone call, they realize...
The Sales Clinic: Sales Lessons From An Art Fair
The inspiration for this month's column came from a sponsored "art fair" lunch I was invited to by my accountant, which was put on...
The Sales Clinic: Why People Don’t Buy From You
It's interesting to note how many sales opportunities salespeople or business owners miss out on—offers they likely could have won. Were they only to...
The Sales Clinic: Sales Lessons from the Dubai Sevens
For the benefit of American readers who may be unfamiliar with the sport, rugby sevens is a variant of traditional rugby—so named because teams...
The Sales Clinic: Learning from 2009’s Sales Mistakes
Last year was quite the interesting one for many salespeople and business owners I've spoken with recently. While a lucky minority had a successful...
The Sales Clinic: Sell Like an Egyptian
Although objection handling, negotiation and closing are some of the most critical areas of the sales process, it is not uncommon to encounter sales...
