Articles - Sales en-us http://www.ducttapemarketing.com/article N/A http://www.ducttapemarketing.com/article melanie@ducttapemarketing.com 20 http://www.ducttapemarketing.com/article/articles/1358/1/Five-Forces-of-Business-Success/Page1.html drew@drewstevensconsulting.com (Drew Stevens PhD) Sat, 21 Nov 2009 00:00:00 -0500 http://www.ducttapemarketing.com/article/articles/1340/1/How-to-Find-New-Customers/Page1.html This is a synopis of the content you'll find in the white paper How to Find New Customers. To get the full PDF document, click the link. Businesses need to learn how to build trust with decision makers. Marketers simply must develop a strong understanding of their target audience and how they buy in order to be effective. It’s helping the customer solve their problems through buying and implementing your products and/or services. Thus, the better you know how they buy, the more effective you can be. jogden@findnewcustomers.net (Jeff Ogden) Sun, 01 Nov 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1310/1/White-Elephants-on-the-Sales-Call/Page1.html In your selling system, what is it that you need to recognize that you have been afraid to confront?  How many times have you been on a sales call and knew that something was wrong, but lacked the sales courage to do anything about it?• The decision maker isn't there• The prospect isn't being truthful • They have a problem they really don't want to fix • They aren't going to undo a current relationship • They don't have the money or resources to invest to fix a  problem   jeni@anthonycoletraining.com (Tony Cole) Tue, 22 Sep 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1286/1/Tightening-the-Belt/Page1.html At a time when the economy continues to waver and companies seek further ways to tighten the belt, is this a time to slash marketing? Some companies are reducing marketing spend in line with other organizational cutbacks. Others have practically eliminated their marketing budgets. Or, is this a time to invest? pam@maconraine.com (Pamela Taylor) Sun, 09 Aug 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1271/1/Sales-Commitment-and-Shadow-of-the-Leader/Page1.html “You have to understand that people stand in the shadow of the leader.” This comment came from the top executive of a very large corporate client of ours.  And I had to ask, “George, what do you mean, shadow of the leader?  He replied, “It’s pretty simple, Tony.  People will do what they see the leader do, not what the leader says.” The profound concept of “Shadow of the Leader” helps us understand where to "fix" problems. The good and the bad of leadership at every level is reflected in the followership of your sales team based on the commitment, work, communication, leadership and management conducted by the sales leaders in the organization. jeni@anthonycoletraining.com (Tony Cole) Tue, 21 Jul 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1249/1/Sales-Mission-Complete/Page1.html I recently had the great honor and privilege of visiting our United States Military Academy at West Point, NY.  I was overwhelmed by the courage and passion of those that occupy this post.  They are truly remarkable people and I was struck by how much the disciplines they practice relate to selling. Yes, it might be a stretch to tie what happens at West Point to sales and selling, but not much of a stretch. This group of young people consistently demonstrates at an extraordinary level all of those competencies necessary to succeed in selling:  courage, desire, commitment, persistence and ethics.  They are sales people in fatigues. They spend their day selling others on the connection between athletics and winning on the battlefield.  One of the metrics for success:  bringing everyone back alive.  That is life or death. jeni@anthonycoletraining.com (Tony Cole) Mon, 15 Jun 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1245/1/Sales-Techniques-that-Pump-Up-Your-Presence/Page1.html Whether you own a business or simply sell for a living, it is imperative to be known. Name recognition is the method in which brands are built. The notion of brand building begins with the knowledge that everything in business starts and stops with selling. Selling is the backbone of every organization- profit and non-profit. All focus and energy must be granted to this vital organizational function. drew@drewstevensconsulting.com (Drew Stevens PhD) Thu, 11 Jun 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1242/1/Sales-Tips-for-Being-Proactive/Page1.html The profession of selling requires a different skill set, one based on both value and relationship. People buy from those they trust and those they respect. Selling is not about order taking it is about building a relationship. drew@drewstevensconsulting.com (Drew Stevens PhD) Thu, 11 Jun 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1239/1/The-Top-10-Sales-Leadership-Issues/Page1.html Sales Managers have a myriad of issues to deal with. From generational issues to increased pressure to generate revenue, sales leaders feel constantly under attack. Sales leaders need to produce more than ever, while increasing margins. In addition, the current economic issues challenge leaders with cost containment, talent retention and profitability gains. drew@drewstevensconsulting.com (Drew Stevens PhD) Fri, 05 Jun 2009 00:00:00 -0400 http://www.ducttapemarketing.com/article/articles/1233/1/Practice-Management-Tips-for-Chiropractors/Page1.html The core tactics directly support the major pillars of professional success for any and every organization including chiropractics. In fact, many chiropractic firms are lacking in two areas or more. The turbulent economy requires new methods of reaching patients and retaining those that sit on the fence. Chiropractic like any successful business requires the 3 Strategic Pillars: Sales, Marketing and Customer Service./body> drew@drewstevensconsulting.com (Drew Stevens PhD) Wed, 03 Jun 2009 00:00:00 -0400