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What Not to Do on a Cold Call Email
Sometimes it is truly impossible to reach a prospect by telephone - and for some prospects email is their preferred form of communication. While nothing beats the direct interaction of a live phone call, sometimes instead of a cold call you simply have to send a cold prospecting email. If you do so, however, be careful. Don’t let this happen to you…

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Six levels of competitive readiness: How to get ready for the ambush...
To succeed today you need more than the right product or service. As soon as the market catches on, someone else will find a way to provide a similar product or service. To stay a step ahead of this competition you must already have a plan to move your product or service up a hierarchy of competitive levels. Once you have provided the need at one level, you have to be prepared to provide the need at the next level. This is product readiness for the competitive ambush ahead. This is how to stay ahead of the competition with what Theodore Levitt once described as the generic product, the expected product, the augmented product, and the potential product.
5. Penetration Selling -- Penetrating the Barriers to Understanding
In Penetration Selling, we therefore recognize that the key barriers which need to be penetrated during the presentation are: • Anything that might block the prospect from achieving a full understanding of the product, and even more importantly, • Anything that might block the prospect from gaining a good understanding of how the product will more than adequately satisfy his key needs and wants for owning that product. For a prospect to develop sufficient interest in and desire for acquiring a product, he needs to not only become familiar with the features of that product, but he needs to additionally become convinced that the benefits which that product offers him will more than satisfy his specific purposes for acquiring that product. For example...

When you hear, "Your Price Is Too High!!
When your customer tells you your price is too high—You have made the sale. That’s right. They are telling you • The product you are selling satisfies all their needs • he product solves their problems • They love your product/service • They want your product/service Now all you have to do is show them your product is worth more to them than their money. All you have to do is turn the feature Price into a BENEFITT.
Selling In A Gloomy Economy
What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think. * Your product is the same * Your pitch/presentation is the same * The buyer’s need is the same What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk?
The Weapon
There is always a danger in focusing on the tools used to get a job done. (We all know the cliché about the six-year old with a chain saw...) That said however, a robust CRM system just might be the most powerful tool a sales team can have.

A Gazillion Tweets, but What Makes the Cash Register Ring?
Tweeting gets consumers all fired up. YouTubing is what a pries the credit cards out of the billfold/purse. Facebooking is where it is at to bring seller/buyer together. Blogs have the real street cred where serious people go to find out the scoop. Robust web sites are an absolute have to if you're going to be serious about separating a consumer from his/her dollars. If you think consumers are confused you should be on the other side of the desk! Marketing people are having a helluva time efficiently and effectively reaching the buying public -- corporate and individual -- to sell hardware, software, solutions. It's horrible in the store because everyone is hollering price. Sales people seldom know enough about the individual product to be of real help. Your mom doesn
Seven critical steps to positioning you as a thought leader
The seven key steps in the START IP methodology will help your arrive at a robust thought leadership position for you or for your company and its brands.

3 Reasons Why You Should Use Social Co-Creation To Develop Better Products
Despite the glistening hoopla surrounding the utility of social co-creation in building a robust consumer product strategy (CPS), companies are still not applying the concept to good effect.
Are You Alive? Why Your Blog is the Heartbeat of Your Business.
Websites rarely change, but customers and google spiders constantly search the web looking for news. This is why a robust blog is important to every business.
A Complete Guide To Ways In Which Resource Scheduling Software Ensures Project Success
Because many large organizations often have decidedly complex methods of operation, the use of robust employee scheduling software ensures project success.
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