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Overcoming Doubts - Doing Business
Prospects have doubts; they get cold feet. Doubts are barriers to doing business. One of the best uses of your time is removing those barriers. It's a tough job but, in marketing, you've got to do it.

Everybody Loves a Happy Ending: Using Stories to Sell Your Products and Services
Once exclusively used in hi tech companies, case studies are compelling sales tools for your prospects and customers

Ten Tips to Improve Your Writing in 2010
Everyone's writing these days but few are doing it well. These ten tips will enable you to quickly improve your writing and reduce your stress over writing your next email, web page, proposal, sales pitch, news release, article, case study, or any other written communication.

Face-To-Face Vs. Phone Sales: A Case Study

I recently was halfway around the world, meeting a new business partner, and found myself in the midst of a seller’s nightmare: I had to do an in-person prospecting call on one of the world’s largest banks, with an unfamiliar business partner, with no idea of the reason behind the cold call, or the people who would be there. When I was picked up from the airport I was told of this meeting, and there was no one available to discuss anything with me until we were at the client site. Nightmare.

Profile Customers to Manage Opportunities

Customer Profiles can be used in conjunction with Key Account Plans to strategize and report on revenue opportunities with senior management. Additionally, these tools can be further leveraged to internally communicate target customers for training purposes. The equivalent of this tool for external uses is a Case Study. Use Demand Metric’s Customer Profile Template to more effectively manage sales opportunities by providing a simple reporting tool for senior sales management.

What’s the buyer’s responsibility?
I was going to call one of my books “I’d close more sales if it weren’t for the buyer” thinking that people would laugh at the silliness. But when I got an immediate standing ovation from 600 people when I said this, I realized that sales people believed it, ridiculous though it is. It’s like saying I’d have had a better birth if it weren’t for my mother.

A Case Study: The Man Behind America Online
“Anything is possible if you put your mind to it and you really work hard and you bring the right perspective to it,” says Steve Case. “You shouldn't focus on why you can't do something, which is what most people do. You should focus on why perhaps you can, and be one of the exceptions.”

Is internal competition eating away at your sales results?

Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st Century! There are a growing number of businesses adopting more collegiate, lead team approaches. However, despite different types of cultures, sales performance and results are usually derived from the efforts of individuals. Harnessing those individual efforts to achieve synergy (the sum is greater than its individual parts) is a key task of management, yet so many get it wrong. Let’s take a look at one case study and see why.

Business Reinvention: A Surprising Case Study

Business reinvention can happen for economic reasons, or to take advantage of new technology, or to reposition the business in the market. It can also happen organically, from life changes, as it did for Genece Hamby, a former packaging and branding specialist who reinvented her business as a digital artist and poet with a branded line of art and gift products. I share Genece's story with you because I think you'll be inspired and encouraged as you consider the reinvention of your own business. Her story is a prime example of how life circumstances, when seeming to be negative, can actually help us to find and use inherent strengths and passions we can apply to our business.

Internet Marketing Success by SEO
Every case study of Internet marketing success shall have high traffic site in front of them either by organic search or by paid search. Free traffic generated by SEO will be more powerful than pay-per-click traffic.

SEO Case study : PAD Submitter
We have many software tools on our website, however it feels bore to explain all of my products SEO success. Instead, i thought of sharing SEO experience of my PAD Submission Software.

Innovation In A Static World
Everett Rogers' theory on the Diffusion of Innovators. Rogers was a sociologist who, at the age of thirty, wrote that diffusion is, "the process by which an innovation is communicated through certain channels over time among the members of a social system." Rogers basically demonstrated that change agents can be broken down into their rate of adoption.

Tips to create and administer successful 360° performance appraisal assessments

The 360° performance appraisal is the buzz word and many multinational organisation is adopting this mechanisam to make vibrant work culture and to satisfy their employees.. As 360° feedback has evolved, the range of people who give feedback has diversified. Many 360s now include feedback from suppliers and customers, in addition to the traditional sources from within the organization (direct reports, peers, managers, team members). By using our seven steps , you can make the process of designing, administering and analyzing 360° assessments a positive one. Each stages are described in details in this article.Therefore, making 360° assessments a process in your organization can help you keep your leaders on track, enable you to measure the gains in employee performance and leadership, and therefore improve your overall performance.

••••••>Free SEO Tips: Your Website can be #1 on Google! Content Diversity = Great SEO
Keeping your search engine optimization efforts current and up to date is extremely important when striving to be ••••••> #1 in Google and for success on the Internet

Online Marketing Techniques That Produce Result! ~SECRET TO 10K+ a MONTH
Everyone want to know the online marketing techniques that produce results but can't seem to figure it out. It is actually pretty simple to produce results online. Find out the secret and how simple it really is in this article by Omari.

No Excuses
This article visits a powerful advertisement released by Nike'. The theme of the commercial deals with excuses. A couple questions are added for small group discussion.

Socialization and is it all that important?

Socialization is extremely critical for human beings, without it life would be dull. In 1938 it was an unfortunate but true case study of this. A girl named Anna was born to a mentally impaired woman that lived with her father. She was sent countless of places but was then returned home due to financial restraints. She was then forced into the attic and was given only enough milk to live on and lived there until she was five. She wasn’t given no affection, no smiles, no hugs, or anything else, just coldness.

Be Googled Or Die
Companies who don't know the importance of SEO and Google will fade off from the scene in no time.

Exposed - Personality Tests Disguised as Sales Assessments
Yesterday, I met with a long-time client who, in his previous company, used OMG's Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, "I just wasted two years with the _____ Assessment.

How to Write for the Web – A Step by Step Blueprint for Writing Killer Copy (Part 3/3)

This is the last part of the series and I want to share with you some amazing tips to convert website visitors into customers and customers into long-term clients. Why Should I Believe You? Your visitors don’t know you. Give them a good reason to believe you. The most common way of doing this is with testimonials. They are great because your customers’ word, unlike yours, is unbiased. If you can, get video testimonials. Audio testimonials work great too. If you have written testimonials at least include a photo of your customer and the city they live in, website, and any other relevant information. Testimonials signed by “John M.” are not very credible.

Hot Trends in Franchising - Risk and Reward
This article examines the relative risks and rewards of chasing a hot, trendy franchise opportunity. If you tend to look for and follow the latest trends, read this article.

The Self Promotion Piece - Bringing a Graphics Standard into the Business World

All business owners are familiar with the corporate brochure, but rarely is it utilized in the same way by companies in non-creative fields. Most corporate brochures end up serving either as extended ads (too obviously self-serving, unless the ad is the purpose), or dry company profiles (which are, well, dry). I often suggest a more creative approach to my clients… a “show” rather than “tell”.

AoM Presentation: Studies on Developing Leadership / People Skills
At the Academy of Management in 2008, three professors shared their experiences and studies on the impact of a leadership simulation, vLeader.

Can't - Miss Marketing
Whether you call it marketing or not, every single contact you have with a client or prospect is a marketing opportunity, as is every email message you send. So whether you're researching a prospect, following up after a meeting or delivering a proposal via email, treat this correspondence as a marketing tool and it'll have a stronger impact.

The Steps to Brand Greatnessor Purgatory
The process of developing your small business brand is made up of a series of steps - interdependent and progressively connected. Each step requires cultivation over time; represents an important brand building opportunity; and needs to be achieved in the eyes of your customers before you can proceed "up the ladder".

Get Tuned In by Leaving the Office

I just started reading an advance copy of "Tuned In", a new book by David Meerman Scott, Craig Stull and Phil Myers that is due to hit stores in July. Tuned In offers up an in-depth six step process that helps businesses understand and connect with markets in order to provide products and services that customers really want. The first step in the process flushes out a point that I feel is very important to small business owners and managers: "The critical first step to becoming tuned in is to understand, in great detail, what existing market problems your organization could solve. The only way to accomplish this is to get out of your office."

6 Surefire Ways Copywriting Can Build Your Business
AWAI Wall-of-Famer, Heather Robson, reveals six ways people can use their copywriting skills to get clients.

3 Simple Steps to a Powerfully Effective Case Study
The idea here is to give readers an idea of why the client bought your product or service. You want this to really hit home with the reader and get them thinking, “That’s me!”

The Follow-Up Process, Step by Step
Many valuable relationships with contacts and clients never reach their full potential because of poor follow up. This article describes the follow up process, step-by-step, so that all those meetings can turn into productive, ongoing relationships.

What are the 3 biggest challenges faced by supply chain/purchasing professionals today? (Survey Result 7)
There are many factors both internally as well as externally that are affecting supply chain/ procurement practices today. From the growing talent vacuum to the continuing lack of collaboration between Finance, IT and Purchasing relative to corporate initiatives. What in your own experiences and opionions are the top 3 issues that procurement professionals face?

Development of SAAS Based Applications
Member Question: Many research firm has predicted SAAS is going to become a next level Application Development. 1.How can i convert a existing applications into SAAS based Apps. 2.What are requirements need to develop a SAAS based Applications. Question Submitted By: Rajasekar Nonburaj Business Intelligence Consultant India

When outsourcing warehouse and distribution gets too inefficient and expensive what is the solution?
Member Question: When outsourcing warehouse and distribution gets too inefficient and expensive what is the solution? Rodrigo, Logistics Head Argentina

Freebie Marketing Case Study - Standard Oil In China

The case of Standard Oil in China is an interesting one, particularly from the perspective of freebie marketing. Standard Oil had a monopoly in the American market, and was looking to expand its business by branching out into the Chinese market. Standard Oil's owner, John D. Rockefeller, along with other executives from the company, decided to give away eight million kerosene lamps for free or reduced prices. By doing so, they in essence created a market for their oil in China. The company most certainly lost money at the outset by giving lamps away for free or for less than they were worth, but they more than made up for the lost revenue once Chinese customers began purchasing oil for these lamps from Standard Oil. China went on to become Standard Oil's largest market in Asia.

Standard Oil In China - Freebie Marketing Case Study
As you develop a business today, it still pays to look to the past. Perhaps one of the best freebie marketing case studies of all time, Standard Oil in China shows how freebie marketing can create a huge demand for a product. Freebie marketing is not based on giving away just a sample; it is actually a method of reeling in a market that keeps buying for years.

Why Companies Die Young
I recently had a disturbing conversation with a close friend who has been employed by a Fortune 500 company for thirty years. Upon asking the question, “How are things at work?” this individual replied, “Not good.” The obvious next question was, “Why?”

Small Business Marketing -- Business Lessons Learned in Cabo
The thing about Cabo, Mexico, is you're surrounded by a lot of entrepreneurs. From the people peddling their wares on the sidewalk to the wait staff and crew members serving you (and working for tips), it's a great place to study what to do if you want to put more money in your pocket. Here are 5 things they did and what you can do in your own marketing to increase your sales.

Deciding on Web page elements
You would think that the first thing you decide on, when planning your Web site, are the color palette, font style and layout—what it's going to look like---design components, right? Not so. The same approach that you would use in getting a custom home built also applies to constructing a well-built Web site.

3 Rules for Successful Up Sells
If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more.

Consider Randomized, Real Time Testing
This article talks to the importance of testing various part of your direct marketing campaign to determine the best offer, author, idea, etc. Testing can prove to be invaluable, and can save your business both time and money.

Is there still a use for case studies in PR?
PRs have continually expressed the importance of case studies in PR, especially one that is well written and impactful. But as media is constantly evolving, is there still a need for case studies in the PR mix?

The Importance of Case Studies for your PR Program
How to use case studies to help get PR. It doesn't have to be fancy...just easy to read and get to the point.

LETTING STUPIDITY GET IN THE WAY OF GOOD PUBLIC RELATIONS
A real life case study dealing with the stupidity of an Australian bank. But, of course, many other companies are equally stupid, so the inherent message is universal.

LETTING CULTURE GET IN THE WAY OF GOOD PUBLIC RELATIONS
A case study involving an Australian life insurance company, showing what happens when employees are indoctrinated to believe that "the customer is always wrong".

From $80,000 to $1.2 million per year as an Executive Coach
This is a case study of an Executive Coach from a modest background who has hit the stratosphere, and how he has done it.

Case study of a business coaching business with fantastic potential
This case study shows what it takes to be a successful business coach and advisor.

Emotional Intelligence Training Case Study Medrad
Emotional Intelligence Training: Case Study.

The Power of Search: a Case Study
In this real-world case study, we see how a well executed search marketing plan can have significant impact on the bottom line.

Intel- Intelligent Office Case Study
Intel Case Study on Intelligent Office Canada

2 Take-Aways from a MarketingSherpa Case Study
Centerbeam, a company that delivers technology infrastructure support for mid-sized businesses, was the subject of a case study by MarketingSherpa recently. You can read the case study at Lead Generation: How ignoring 16,896 companies helped improve Sales-Marketing alignment. We wish to share our thoughts on this case study with our fans.

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