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Marketing can increase the efficiency and effectiveness of sales reps, leading to shorter sales cycles, larger deal size and higher win rate. How else can marketing help sales?

In sales, it’s all about closing, and here are four sure-fire ways to help seal the deal.

In a world where prospects know more about what they're buying than most sellers do, B-to-B marketers need to rethink their role and their value add. Sherri Leopoard, CEO of Leopard, says forget about moving prospects through the sales cycle, and focus on

For many businesses the holidays are the busiest time of the year. But now that the holidays are over it’s time to plan for this year’s activities. Jerry Heisler, president of the Heisler Group, Inc., strongly suggests that you plan ahead to b

If your sales people are going to be top performers there is one thing they must have: passion. It’s the key to getting your customers excited about buying your product or service. If your sales team doesn’t have passion, read on and learn how

The saying, “nothing is free” isn’t necessarily true. Especially when you’re talking about added value services you can offer your client. These services help increase customer loyalty, and your most important client is your curren

You sent out the best direct mail piece you've ever seen. Your catalog belongs in the Smithsonian. Your brochure is so great you framed it and put it next to the pictures of your kids. So what’s missing? Apryl Duncan reveals nine techniques guarante

Too often, business owners and their employees fail to recognize that the written communications they send can significantly affect how customers feel about the business. Janis Fisher Chan and Natasha Terk list tips to help excel in customer communication

Have things slowed down for your business now that the warmer months are upon us and people are on vacation or otherwise taking a break from their usual routines? Don’t know what to do to keep yourself busy? Alicia M. Forest shows you eight ways to

The most difficult task of any start-up company is building a client base. Many prospective clients are already established with other companies, or not interested in taking a risk with a new business. These types of challenges are typical and to be expec

Trust is important to leaders. With more trust a leader is able to create higher levels of productivity and team cohesiveness. Being trustworthy and trusted are two of the most valuable attributes remarkable leaders possess, and here are six actions you n

It’s not a sale until you get the commitment. Here are seven proven ways to help you lead your prospect to a commitment so you can close more of your sales opportunities.

The saying, “nothing is free” isn’t necessarily true. Especially when you’re talking about added value services you can offer your client. These services help increase customer loyalty, and your most important client is your curren

Have you ever been in a meeting that seemed to drag on endlessly and lacked focus or discernable objectives? Save staff time and increase the efficiency and effectiveness of your meetings with these six proven strategies.

If your sales people are going to be top performers there is one thing they must have: passion. It’s the key to getting your customers excited about buying your product or service. If your sales team doesn’t have passion, read on and learn how

The following are four tips that are sure to help you and your business become more productive. Put them into practice today and increase your efficiency immediately.

In order to be successful, your company must continually search for growth opportunities. The question is how to grow smarter and faster at the same time. These two proven strategies are a great way to start.

Harry Beckwith (Selling the Invisible) said that if customers can’t tell you apart from the competition they look for the trivial things to eliminate you. Are your salespeople guilty of any of the following?

Canadian doctor and psychotherapist Gabor Mate suffers from attention deficit disorder. He lectures on that topic, but his advice works for everyone who wants to stay focused:

Apparently, based on the response to my recent article on the subject, the notion of saying thank you to your best customers and prospects struck a chord. Clearly, reasonable business people know the impact of a personalized thank you note, yet it remains

The words ‘thank you’ create a magical effect on people. Thanking your customers is a powerful strategy for turning the one-time buyer into a longer-term customer and a fountain of referrals.

If you want to generate leads, include a premium. Whether marketing business-to-business or to consumers, this critical but often-overlooked strategy will increase your response. Test after test has shown that the very best premiums are those that areR

Like sand slipping through your fingers, so it goes with customers. They get bored. They have a bad experience and go elsewhere. They move away. They die.

Forget, for a moment, all of those rehashed formulas for writing a great sales letter. Sure you want to follow those tried and true rules of direct marketing, and you need to know which rules you are breaking when you toss them out the window, right?