Every Sales VP wants to know what their competitors are doing. You want to keep a competitive advantage. Knowing how your competitors are enabling their sales force can provide an advantage. But most Sales VPs like you don?t know how to do it. They confuse competitive profiling and benchmarking…
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http://www.associationofmarketing.org/articles/view.php?article_id=14392
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Preparing for the New Year requires decisions to be made. As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Knowing who to promote is the first step. They can help you make the other decisions. But which person on your team has the best chance for success?…
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http://www.associationofmarketing.org/articles/view.php?article_id=14391
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The first half of the year just ended. Sales Manager dashboards have been updated. The numbers could be better. The end result: Making the number for the full year is in jeopardy. ?How can I get current SMs to perform and get them involved?” the Sales VP asks…
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http://www.associationofmarketing.org/articles/view.php?article_id=14390
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Receiving the email or phone call from your boss is never pleasant. ?All hiring is on hold until further notice. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year. This means no hiring except in extreme circumstances. You have to make the rest of 2013 with the sales heads you have.? Now you must make the number with less than a full team. Getting a hiring freeze from corporate is out of your control. But what you do about it is not…
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http://www.associationofmarketing.org/articles/view.php?article_id=14389
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Finding leads through cold-calling can often seem relentless, and at times, pointless. A sales referral can come to your aid during such times. A sales referral is one of the best lead generation techniques, as many selling tips have been claiming for ages. Trust is something that doesn’t come that easy to most people when they’re dealing with a sales professional. It?s like they’re perched to flee at any moment as they doubt everything that’s said by the sales professional, as if it were a carefully planned conspiracy. Sound familiar?…
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http://www.associationofmarketing.org/articles/view.php?article_id=14371
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If you’re like so many conscious/heart-centered entrepreneurs, a lot of traditional copywriting probably makes you pretty uncomfortable. (Copywriting is writing promotional materials, nothing to do with protecting your intellectual property.) But everyone tells you that you need it if you want to make money. So what do you do?
Read on for 3 keys to writing copy that attracts, inspires and invites so you make money AND feel good doing it.
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http://www.associationofmarketing.org/articles/view.php?article_id=14349
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A new feature from Google, called AdSense Direct, will ensure direct sales of ads, with no change in the code required. As part of the new feature, a publisher sets up his or her own ad campaign through AdSense ? this link will then be sent to the advertiser with whom the publisher has arrived at a direct ad transaction. However, the advertiser will not be able to…
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http://www.associationofmarketing.org/articles/view.php?article_id=14333
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There has been a marked change in the attitude of customers over the past few years with regard to privacy concerns. Customers are slowly getting accustomed to seeing ads that speak to them directly and encountering sales experiences that boast of personalization. Personalized Marketing is the new mantra in the world of sales professionals and marketers, who aim at targeting customers using the data and information collected on the customer.
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http://www.associationofmarketing.org/articles/view.php?article_id=14499
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Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn?t working. In as little as one quarter, sales and morale are down. You are considering abandoning the process. Yet last year the sales management program you did implement is producing results. You followed the same program with sales process as you did with sales management. Sure some things are different on your team this year than last year. But how can it turn bad so quick?…
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http://www.associationofmarketing.org/articles/view.php?article_id=14395
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