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The #1 Reason Sales Cycles Stall After a Demo |
by John Mansour |
02.18.2010
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The short answer is most product companies don't understand the "real reasons" buyers are evaluating their products.
No Comments |
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Last Updated ( 08.01.2010 )
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Positioning & Messaging - Do it Twitter Style |
by Kurt Ballard |
12.17.2009
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If it takes more than 140 characters – a Twitter post known as a "tweet" - to explain the value of your product, go back to the drawing board.
No Comments |
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Last Updated ( 12.17.2009 )
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Your Product is Whatever Google Says It Is |
by Kurt Ballard |
11.19.2009
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Your positioning and messaging may be the only way to differentiate your products from the competition. Or is it?
No Comments |
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Last Updated ( 03.29.2010 )
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Three Rules of Powerful Positioning |
by Kurt Ballard |
10.16.2009
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The only way to differentiate in today’s hyper-competitive economy is your positioning and messaging.
No Comments |
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Last Updated ( 08.01.2010 )
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Five Sales Scenarios When Dead Air is Good |
by Kurt Ballard |
09.14.2009
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Dead air is a broadcaster’s worst nightmare because it ultimately results in lost revenue.
In sales however, dead air can be the key to winning more sales.
2 Comments |
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Last Updated ( 09.14.2009 )
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Integrated Marketing and the Roles of Product Management & Product Marketing |
by Kurt Ballard |
08.11.2009
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Integrated marketing initiatives are becoming more attractive as organizations look to gain mindshare and maximize revenue at minimal marketing cost. The objective is to integrate all marketing messages, campaigns and channels into one compelling voice that resonates with target customers.
No Comments |
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Last Updated ( 08.01.2010 )
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Positioning, Sales and the Nobody Zone |
by Kurt Ballard |
06.16.2009
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If you’ve been in sales more than a month you’ve experienced a situation where buyers are calling relentlessly to gather some must-have information to make an informed buying decision. As highly motivated sales professionals, we drop everything and respond appropriately. Then something strange happens. We never hear from these frantic, gotta-have-it-now buyers again. No response to phone calls or emails, and requests for meetings never get past the gatekeeper. It’s as if you’re invisible. No Comments |
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Last Updated ( 07.30.2010 )
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Three Ways to Get Better At Selling Products You Have |
by Kurt Ballard |
06.03.2009
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It's easier to sell products that don't exist because they can do anything buyers want.Unfortunately, no one makes money selling products you don't have.Here are three ways to get better at selling products you have and grow revenue faster.
No Comments |
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Last Updated ( 08.02.2010 )
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Cowboy Sales Messaging & Ways to Avoid It |
by Kurt Ballard |
05.27.2009
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Studies have shown that up to 90% of marketing collateral is considered utterly useless by sales. Frustrated sales people feel like they're not getting what they need to succeed from their product marketing team so they create their own freelance messages and sales tools.No Comments |
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Last Updated ( 07.29.2010 )
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The Relevance Quotient (RQ) for Sales Presentations |
by John Mansour |
03.25.2009
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The phrase "making the most of every opportunity" is no
longer cliché as many organizations stare at thinner sales pipelines, looking
for creative ways to push reluctant buyers over the proverbial hump.
No Comments |
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Last Updated ( 03.26.2009 )
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