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Tag Archives: marketing

TODD SMITH: Master your crisis communications online

You have to do more these days to shift into gear when a crisis arises. It has to be a combination of positive PR, comprehensive and transparent messaging and a carefully articulated response statement – and in today’s fast-paced, plugged-in world, it must absolutely include a strategic social media response. With nearly two-thirds of American adults on social networking sites, ...

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JEFFREY GITOMER — What is the key that unlocks the sale?

Is there a one word answer to making more sales happen? YES! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, pain, objections, and especially not manipulating. The key that unlocks sales is harmonizing. But you’d never know that from most salespeople’s actions. Selling is about understanding the other ...

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JEFFREY GITOMER: The proposal and the sale are miles apart

Sounds good, send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). Or do you? REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence ...

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TODD SMITH: Newspaper ads triple campaign success

Forget their differing opinions on marriage, home ownership, and politics – the most telling differences between younger and older generations is how they prefer to get their news. A new Pew Research Center’s survey on modern news consumption trends, conducted in partnership with the Knight Foundation, shows that, when it comes to news consumption, the old and young look very ...

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JEFFREY GITOMER: The non-secret formula that makes a great salesperson

What makes salespeople great? What makes salespeople successful? What characteristics make up a sales superstar? Wouldn’t you like to know the answer to these questions? So would every salesperson. So would every sales leader. So would every person who hires a salesperson. By understanding what criteria sales managers and business owners look for in a salesperson, you may be able ...

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JEFFREY GITOMER: The most coveted prize in selling besides a sale … is a referral

Everyone tells you to get referrals. And most people tell you to “ask” for them. “Don’t forget to ask for a referral.” Horrible strategy. Totally offensive for the most part. Borderline rude. And asking the same customer twice is a death wish. MY DEFINITION OF A REFERRAL: A name and contact information provided proactively by someone you have a relationship ...

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