Wednesday, March 31, 2010

Cold Calling - It's Still The Right Thing To Do

Cold calling is still a part of good business strategy. One of the reasons a sales person can make more money than many other professions is because some of what a sales person has to do is difficult. Cold calling is part of what is difficult. Inc. magazine back in 2000 wrote a great article on the many different skills needed for effective cold calling.

In the article, the writer profiled Pat Cavanaugh and his cold calling techniques.

Tuesday, March 23, 2010

Developing A Personal Brand

Do you have a personal brand? Is there anything about you that stands out in other people’s minds? What do people say about you when you leave the room? How to people describe you to others? In Columbus, Ohio the big school is OSU and the President of OSU is Gordon Gee. When someone mentions Gordon Gee they almost always mention his bowties. That’s the surface unique element. Deeper down they mention his ability to raise money for the school. Those two things dominate the personal brand of Gordon Gee.

What about you? How can you develop a personal brand that sets you apart from the crowd? Mike Stenger wrote a guest blog for a personal branding website that has three great tools.

Tuesday, March 16, 2010

Well-Oiled Sales Team

“Sales needs to be managed just like any other business function” according to a Business Week article from 2008. In this article the author hits on three key areas that should be important to any manager or sales person. His first point is that sales is just another function of a company and therefore should be managed as such. Too often sales people are left to manage themselves. In some cases this is good, but in the majority of cases the end result is a frustrated company and a frustrated sales person. Setting goals, doing training and measuring results isn’t just for the non-sales area.

The author next discusses the need for a sales organization to have a formal sales process.

Tuesday, March 9, 2010

Print Is Still A Part of The Mix

Print is still a part of the marketing mix for companies that do advertising. In reading a blog post on Junta42 it became clear that the printing business still has a future. Below are some factoids from a recent seminar:

  • The average time a reader spends with a custom print magazine is 25 minutes.
  • Custom print magazines get an average 44% response rate.
  • On average, custom print magazines see an 8% increase in sales (as opposed to those who don't receive the magazine).