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    Why I Hate Closing Techniques

    Why I Hate Closing Techniques
    "My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...
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    What To Do When Your Customer Is Wrong

    For several years I have been teaching seminars on dealing with difficult people. Whether it is an employee, colleague, or boss, simple established steps usually work. But what do you do if the difficult person or the one that is wrong is your customer? How can you tell a customer he or she is wrong without losing the business? Is the ...
    Rated: +7
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    8 Closing Mistakes You Can't Make

    Mistake #1: Not earning the buyer’s trust. If your prospect doesn’t trust you, 98% of the time, you won’t make the sale. There are two important things to remember about trust. First, trust extends from you. If you begin the sales process by building rapport so that the prospect starts to like you, they will soon begin to trust you ...
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    Secrets of Top Sales Achievers

    Secrets of Top Sales Achievers
    As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths, and what differentiates them? Over the past fifteen years I have trained and developed thousands of sales professionals, from foundation right up to ...
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    When Digital Marketing Strategies Go Wrong

    When Digital Marketing Strategies Go Wrong
    The internet loves a marketing disaster. It makes few allowances for the brands that try and fail. It never forgets. And it rarely forgives. The dreadful irony of these digital catastrophes is that they frequently befall companies that are doing their best to innovate. If Skittles hadn't been attempting to engage with user- generated content, it would never have exposed itself ...
    Rated: +3
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    12 Ways to Get Your Prospects to Call You Back

    No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. If you want to get more return calls from your ...
    Rated: +1
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    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
    Rated: +1
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    Projecting an Expert Image

    Projecting an Expert Image
    Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this expert status to prospects and clients. Why is everyone so anxious to get the ...
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    OpenX Inks Deal With Microsoft

    OpenX Inks Deal With Microsoft
    Nov. 3- PASADENA - Microsoft's customer base could get even bigger - but so will a local company's footprint in the $50-billion world of online advertising. Pasadena-based ad technology firm OpenX just inked a deal with the software giant. Under the partnership, through OpenX, Microsoft will get access to a huge new distribution channel - a community of 150,000 Web ...
    Rated: +3
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    Creepy Sells? Creator of Palm Pre Ads Defends Campaign.

    Creepy Sells? Creator of Palm Pre Ads Defends Campaign.
    By now, you've all probably seen at least one or two of Palm's new commercials for the Palm Pre (or one of the popular parodies). Instead of getting to the point of talking about the Pre's features in brief little snippets, the ghostly female protagonist often goes on about jugglers and reincarnation in a creepy, monotonous voice. Whereas Apple's iPhone 3G ...
    Rated: +1
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    Google Announces Its First Advertising Campaign

    Google Announces Its First Advertising Campaign
    Google has been slowly expanding its reach to challenge traditional software firms like Microsoft on many fronts. Google offers its own smartphone OS, Android, to battle Windows Mobile. The search giant will be rolling its Chrome OS out to fight Microsoft in the operating system market, and Google has its cloud-based software products fighting Microsoft's productivity app Office. In some minds, ...
    Rated: +1
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    Gradualism: Leveraging Time To Get What You Want

    Gradualism: Leveraging Time  To Get What You Want
    "Great ability develops and reveals itself increasingly with every new assignment." -Baltasar Gracian We live in a world that wants everything now --- or yesterday. We have little patience and seem to be constantly in a hurry. Just look at “rush” hour traffic and listen to the horns blaring away. Nature has a way of achieving greatness over time. The myth ...
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    Top 5 Viral Video Ad Campaigns (Week of August 3rd 2009)

    Below are a list of the top 5 Viral Ad Campaigns of the week ranked by views.The list features dancing eyebrows, extreme feats, & dancing babies! Rank: #5 Brand: Cadbury Campaign: Eyebrow DanceWeekly Views: 306,232Agency: Fallon Source:VisibleMeasures.com "Designed to help brands and their creative, media, and viral agencies better understand -- and embrace! -- the landscape of viral video." [page] Coming ...
    Rated: +1
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    Is the ‘Free’ Model the Smart Way to Do Business Digitally?

    Is the ‘Free’ Model the Smart Way to Do Business Digitally?
    First, a little confession. While this story pretends to be about things becoming free, that’s only in the sense of free samples; buy one, get one free; bare bones for free in hopes of selling the deluxe version; free but with advertising. You know the drill. But now free is the new black — chic, essential, even sexy. A few years ...
    Rated: +3
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    Wipe Out Shopping Cart Abandonment

    Wipe Out Shopping Cart Abandonment
    Imagine you owned a store where half your customers left their purchases on the checkout counter. That, in effect, is happening all too often to online merchants. Potential customers go shopping on their site, like what they see, and put merchandise in the shopping cart. But somewhere during the checkout process, they "abandon" their cart and depart the site, sometimes never ...
    Rated: +1
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    Why Twitter? An Introductory Guide for Entrepreneurs

    Why Twitter? An Introductory Guide for Entrepreneurs
    I am confident that if you have heard of Twitter, you might have wondered: “What is the big deal anyway?” As many of my entrepreneurial followers know, I am a big fan of Web 2.0 and beyond for growing your business. Social networking has become a powerful way for solopreneurs to connect on a global business level. Twitter is a part ...
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    Email Marketing Can Boost Social Media Traffic

    Email Marketing Can Boost Social Media Traffic
    Email can be a very boring way to communicate compared to social media's like Twitter and Facebook. With Facebook you can do so much (video, photos, tag photos, communicate with friends and colleagues and more). However, smart businesses know that email is a PERFECT tool to drive traffic. Maybe you want to start using Facebook more, but are challenged in getting ...
    Rated: +3
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    Blog Your Way To a Bigger Business

    Blog Your Way To a Bigger Business
    Education or value-based marketing is an important tool to attracting new customers to your business. Blogging is an excellent tool for sharing that knowledge with potential customers. Therefore, having your own blog or blog posting, commenting on others Blogs is a smart marketing strategy, as long as you implement these tactics. These tips will get you started increasing your education-based marketing ...
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    Are You a Net-Worker or a Net-Beggar?

    Are You a Net-Worker or a Net-Beggar?
    As Executive Managing Director of two Northern California chapters of eWomenNetwork, and sponsor for three other chapters within the organization, I meet these two types of people all the time. And I see a distinct difference in the progress of their careers because of their approaches. Whether online or in-person, there are key characteristics that clearly differentiate net-workers from net-beggars. You’re ...
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    Make Your Business Thrive: Network!

    Make Your Business Thrive: Network!
    Smart entrepreneurs network. They understand that networking is a key marketing component to their business success. But are they doing it right?  Are they attracting more business? Have they learned to use techniques that accelerate networking success? Find out if you have, as an entrepreneur, with these tips:   *1. Be prepared for every networking event.* Don’t just show up and ...