Did you or do you understand the problem of the customer that he just explained?Most people (even in Sales) don't listen or just hear half of the story or the problem.As soon as they see or recognize a pattern, a

PR or Press releases used to be the main non-advertising method of sending out a marketing message: A controlled one-way communication.Content marketing or attraction marketing works as a two-way communication:- You publish content for free and hope that people find

In Brains on Fire Spike Jones claims that "Remember, 90% of word of mouth happens OFFLINE"However as there are both:- Word of mouth offline- Word of mouth onlineWord Of Mouth can be initiated or ignited by messages or events offline

Market research: jumping on the hypeWhenever a new hype emerges, consultants pop up like mushrooms, portraying themselves as specialists.Although hardly anybody has any experience with the new media, consultants claim they have the key to unlock its secrets.The truth is

Interruptive marketing gets blockedTechnology gets ever better in blocking out content that we don't want:- TV recorders jump the commercial breaks- Spam filters filter out spam messages- Browsers have plug-ins that filter out adsPeople also get better in filtering out

After years of success in sales, you want to treat yourself by having one or more luxury goods: a Porsche, an expensive watch, Italian suits, ...However when you park your newly bought Porsche, that you have earned after years of

In any sales deal there comes a point where the potential customer will tell you about the deal: Yes or No.Never ever take the first time No.- Ask for an explication.- Challenge the decision taken.- Determine if there is an

One hit wonders are known in the record industry when a singer or a band scores a world wide hit and all the subsequent records fail to generate any sales.The overnight commercial successThe same can happen to companies: they have

You'd better not encounter The Stig in Sales.The Stig is the best salesman in your business.However as he is only interested in large deals bringing him a big commission, he will pay less attention on the smaller and even medium

The more waves a customer generates, the more breaks there are at the point: inside sales or salesman.Your sales people are just riding those waves.Customers that make the most noise get the most attention. On the one hand there are

Salesmen work hard by concentrating on their products and customers. They mainly see the next lead, the next potential customer, the next deal.They are digging up new leads, pushing aside objections and convincing buyers in order to reach their targets.Things

Even if the customer asks for a certain product or service, qualify the customer and then decide if you should sell or not.If there is no fit - no good qualification - it is probably the best not to sell

E-commerce: consumerConsumer goods have been available on the Internet since the early beginnings of the Internet: e-Commerce was all the hype during the Internet Bubble. The website were and are about consumer goods and consumer web services (in many cases

When the potential customer has an objection, then most sales reps start to feel bad or uncertain: the stress for failure increases.Even if you can formulate an answer correctly or refute the objection, then chances are:- You talk too much

When the officer or manager your are dealing with for the next purchase constantly refers to the past using:- I remember when ...- We used to ...- Formerly the ...- Things used to be better then ...- When we ...-

Although the grass seems always greener on the other side:- The products when needed: get commissions as one can sell- Better customers: not complaining or just easier- More revenue: more commissions- Higher margins: higher commissions- Recurring customers: continuous commissions- Growing

The trend spotters and the marketing guru's promised the social media marketing revolution.As a result every brand:- Needed to have a Facebook page (or a MySpace page in 2006)- Was editing and publishing a blog about their brand (that nobody

If you need to increase your visibility of your company, products or solutions at no cost then a press release is on of the best solutions.Benefits of a Press Release:- The search engines will index it - improving the SEO

We all know what the housewives in 'Desperate Housewives' encounter and react in different situations, but this is nothing what salesmen will do when they get desperate:- for a lead- for closing a deal- for a reorderSalesmen need to get

Social media has been portrayed as the new channel to distribute your marketing messages and to communicate with your customers: the magical formula.However Facebook, Netlog or Twitter will not solve your marketing or PR problems, as Tara Hunt explains in