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Tag Archives: marketing

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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TODD SMITH: CDC launches comprehensive Zika communications plan

The Centers for Disease Control and Prevention is pushing hard to spread the word about Zika, the first new cause of birth defects identified by the CDC in 50 years and the first time ever that the cause has been spread by mosquitos. CDC communications professionals are working side-by-side with scientists and emergency responders as the Zika hazard grows. And ...

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TODD SMITH — More US journalists working for online only rather than newspapers

There are now more Americans working for online publishers and broadcasters than for newspapers, according to data from the U.S. Bureau of Labor Statistics. Employment at online outlets first eclipsed newspapers in October 2015. As of March, there were 197,800 Americans working in the “internet publishing and broadcasting” sector versus 183,200 people working for U.S. newspapers. The data goes back ...

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Your prospect will signal you when they’re ready to buy

Billy, pay attention!” That was your first listening lesson. Probably delivered when you were too young to pay attention. Fast forward 20 something years (or more) and you’re STILL not listening. Your customer is telling you he or she is somewhere between “interested” and “ready” in your sales conversation, and you’re pressing to “overcome” some bogus objection because your focus ...

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