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Two Questions That Matter Most
When you consider writing marketing copy, throw out all your notions about features and benefits, riveting, detailed descriptions and techno jargon and focus on answering the only two questions that really matter - and do it before you pass go.
Are You Making This Valley-Girl Voice Mistake???
Are You Making This Simple But Annoying Mistake? For some reason so many women struggle with this habit. They are making solid statements at sales presentations, in meetings, at networking functions...and yet they end EVERY SINGLE SENTENCE with their voice "going higher....and it sounds as if they are continually asking a question????"

3 basic steps to finding & developing top prospects
1. Prospect Generation: How to develop more good prospects 2. Prospect Qualification: How to identify more REAL prospects 3. Prospect Development: How to cultivate prospects so they'll choose to buy from you
Positioning: The core of corporate communications
Positioning is a lost art in Business Development today. It reached its zenith in the 1980s -- before "1-Minute Management" replaced in-depth analysis and planning. A truly good Positioning Statement will be 12 words or less, and in one forceful sentence state the proven strengths that give you dominance in the markets you want to sell in. Once you have it perfected you can easily develop highly effective Mission Statements, Elevator Pitches, Ad Campaigns, Publicity, Sales Materials and Websites.
Seeing the world from your client’s perspective can make for easier sales
Each week we meet and speak with a variety of prospective and/or existing clients who have problems they need solving in our area of expertise. It is more than likely we will deal with a mix of clients: some with little or no understanding about what we really do and those with previous experience, knowledge and opinions in our area of expertise. And then there are those clients who are in between. Whatever their level of sophistication, how well we understand and identify our clients' key priorities and problems, and what they value about working with a credible business partner is crucial to developing, attracting and retaining healthy client relationships and growing sales. However, most businesses tend to view the world from their own perspective and not from their clients'. This means:
Failure of HQ & Sales to Communicate Effectively
Sin #4 of the "9 Most-Deadly Sins in Sales & Marketing" is Failure of HQ & Sales to Communicate Effectively * HQ/Marcomm sees forests, not trees * Sales sees trees, not forests Perspective is everything in business and in everything we do. It's essential that Sales and Management agree on what's best for their customers -- and their company. They must start by agreeing on the best "Positioning Statement" they can make for their company. All messages the company conveys -- Mission Statements, Elevator Pitches, Ads, Websites, etc -- should all have their origins in the Positioning Statement. All parties must also agree that the Positioning Statement is the best message the company can make.

The 9 Most-Deadly Sins in Sales & Marketing
If business can be described as "war without guns" then Sales & Marketing are the military arm * Salespeople are the ground forces: Infantry, Cavalry, Armored * Marketing is Intelligence (Research & Market Data), Strategy, Planning, Artillery & Air (ads & promotion) Because most companies don't think of Business Development in these terms, they continually repeat the 9 Most-Deadly Sins listed below:
The Case for Outsourcing
As virtually every marketing manager will tell you, any marketing program is only as good as its implementation. Whether you're talking promotional or sales programs, effective implementation can make the difference between success and disaster.

Marketing & Sales tools – going back to basics
During this time of economic downturn, it is a great time to get ‘back to basics’ in all aspects of your business. From a marketing perspective, I have been focusing on this for a number of my clients. All of these efforts have not only delivered immediate sales results, but has helped to position each of the businesses as strong market players for the future as the economy starts to bounce back and boom once again.
Develop Your Positioning Statements
Your positioning statement is used in literature, your website, and other sales materials. It should capture how you are positioned versus your competitors -- your value proposition, the core of your brand, the critical thing that you stand for. You should have three different lengths; a 25 word , a 50 word and a 100 word statement.
Launching a New Nontraditional Offering
KLA is often introduced to companies that want to launch a new offering outside their traditional suite of products and services. These companies have developed a valuable service, but aren't sure how to generate awareness and drive leads with their customers and prospects.

Franchising Advantages in a Bad Economy
This article discusses the half full half empty aspect of opening a franchise business in a weak economy.
Is Marketing On Multiple Levels Right For You
The mere mention of multilevel marketing instantly turns some people deaf to any further discussion as they are reminded of the infamous Ponzi or pyramid schemes of the mid-20th century. With the age of computers and low employment options, multilevel marketing programs often target those looking for work from home opportunities...

Other sales materials Related Articles

Sales Training Materials that Work!
Sales training materials abound. But which materials, among so many, do you select when preparing to train yourself or your sales force on the often complex and sometimes confusing skills of selling? And what criteria do you use to make that selection?

Take The We-We Challenge
Marketing and sales materials need to be focused on the prospect. Evaluate whether your copy hurts or helps your efforts.
Sales Training Doesn't Work
Sales training doesn’t work because it focuses on the wrong things in the wrong way. If you were to research books and training materials on sales for the last one hundred years you would find a vast amount of material on sales techniques, word tracks, objection handling, closing techniques and sales systems. All of those things are good for your sales knowledge and education but they account for only about ten percent of sales success.

Developing Sales & Marketing Materials for Overseas
You’ve selected a target market overseas, and found a distribution partner, who has now asked you for some sales collateral materials to help him or her market your product or service successfully. As you put together your brochures and sales sheets, you’ll want to keep a few things in mind to ensure that your printed marketing materials are culturally and linguistically correct.
A Well Managed Suite of Business Materials
When you’re not around to make a personal impression, your materials are doing it for you. So naturally, you want to be sure that your materials are making the right impression. In this article I’ll go over a few specific bits of advice to ensure that your corporate identity materials are projecting an image of competence and success.
Saying What You Mean To Connect With Prospects! Why What You Say is Just as Important as How You Say it.
Do you REALLY think about what you are saying and how you are saying it, particularly in your promotinal copy? Word choice is a vital component of the copy for your marketing, advertising and promotional materials. In fact, your copy can make or break your sales efforts. I always say “copy counts and actually your sales count on your copy.” The best illustration of how important copy really is was shared by my good friend and mentor Lorrie Morgan-Ferrero. She explains that copy is the DNA of all marketing materials. I have to agree. Imagine stripping all of your marketing materials of words. How well would your website, brochure, print ads, sales letters, press releases or broadcast scripts work without words?

Five Ways to Test Your Sales Messaging for Greatness
What grade would you give yourself on the quality and effectiveness of the sales support messaging and materials you prepare for your staff? Not an “A+”? Don’t feel bad, you’re hardly alone. According to a recent poll that appeared in BtoB magazine, some 70% of the marketeers polled gave themselves “D’s” and “F’s”. This article gives sales and marketing executives and their staff a sure-fire way to doublecheck that their sales messaging is working to maximum effect, and, if not, ways to improve it.
What Sales Literature Do I REALLY Need?
There is still one piece of sales literature most companies can't do without. While the Web and digital media have made it easier to reduce the amount of printing previously needed to provide product brochures,catalogs, and other sales materials to potential customers, there's still one, virtually indispensable piece of literature you'll want in your sales tool chest to sell your product or service more effectively.

Matchmaking 101: Creating Sales Tools That Build Your Brand
If you’re like other entrepreneurs, you know a good logo is important to branding your company. You may already have a great logo. Now what? How can you create a variety of marketing materials that build your brand? In a word: Coordinate. All your materials should tie to one another graphically. They should convey the same look and feel, or image, and evoke a similar emotional response in your customer. When viewed side by side, your stationery, brochures, and other promotional materials should create a cohesive “family.” Of course, your materials don’t need to “match” each other completely, but some elements should remain consistent from one piece to the next:

Case Study – Create A Great Strategic Alliance
Search for the standout projects/challenges that can showcase how good you are. It’s worth a phone call to ask permission to showcase the client/vendor in your materials. In addition, invite them to publish the same case study in their marketing materials – which will extend your reach too.
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