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The
Online Library.
You are welcome to browse
this article archive from Sales
Improvement Insights.
All articles are written by Stuart Ayling, Chief Sales Strategist at Marketing Nous. |
Latest Feature Article... July
2010
Is
Your Sales Process Killing Your Results?
Articles on Selling
How to Overcome the Fear of B-to-B
Cold-Calling
Avoiding
Premature Presentation Syndrome
The Easy
Way to Win New Business
Use a
Competitive Analysis to Win More Business
How
to Avoid Interrogation Syndrome
How
to Use a Service Delivery Model to Win More Business
Does
Cold Calling Really Work? The answer is...
Why
Great Sales Skills Aren't Enough
Get Smart
- Offer a Proposal
How to Make
People Trust You
You
Can’t Serve Everybody, so Disqualify Most
Paint
a Picture - Get the Sale
How to
Find Lists of Prospects
Sales
Trap: We Love to Talk, But Need to Listen
Getting Past The Price
Selling B2B Services - (part 1) ~ Converting warm leads into eager clients
Selling
B2B Services - (part 2)
Sales Partners - Agents, Distributors,
Licensing and Franchises
The Art of Selling
Don't Just 'Make a Sale'
Articles on Marketing Strategy & Pricing
Marketing is About Being Real, Not Being Glossy
Giving
Guarantees - What Can
You Guarantee?
Calculating
Time-Based Fees and Charge Out Rates [includes
fee calculator spreadsheet]
How to
Set Your Fees
Marketing Lessons from Selecting a Business Partner
Finding
New Marketing Truths
Richard Branson, Time, and Future Revenue
Marketing
Advice from Philip Kotler
Good
Marketing Is Like a Bad Habit
The Biggest Marketing Problem
Where Great Marketing Starts
Why
B2B Marketing Should be Subtle
Who's Sabotaging Your Sales and Marketing Efforts?
What's
Really Your Problem?
Key
Results of the "Marketing Challenges" Survey
Who's
Driving Your Product?
Show Them The Money - Marketing HR Services to Managers
Communication is the Key
Strategic Options - What Can You Do?
Articles on Client Retention
9 Ways to
Keep Clients Coming Back for More
What do Your
Customers Want you to do?
8 Ways to
Boost Service Business Revenues (part 1)
8 Ways to
Boost Service Business Revenues (part 2)
Get
Your Share of 'Old' Business
Watch Your Customers Grow!
Articles on Attracting New Clients
Are You Attracting Cheap Clients
Your Service Doesn't Exist... Until You
Create It For Clients
The Stepping Stones from Prospect to Client
Lesson: How to
Earn $4,000 in 15-minutes
5 Steps to
Get Your Marketing Unstuck
7 Steps to
Successful New Client Meetings
Top 12 Ways
to Strengthen Your Marketing Muscle
Marketing
From The Outside-In
Activity Attracts - the Proven Marketing Motto
Attracting
Clients With Incremental Marketing
Client
ahoy! Raise Your Profile
Are Your Clients Really on Holidays?
A Few Good Clients
Does Location Affect Service Businesses?
Articles on Marketing Budgets
Squeeze
Maximum Results from Your Marketing Budget
How
to Save Thousands on Your Marketing
How To Spend
Your Marketing Money
Articles
on Marketing Planning
Can
You Smell Trouble? ... Learn To Avoid It Before it Costs You
Using a
One-Page Marketing Mind Map
Too
Little, Too Late, or Too Busy
Why Having a
Degree Doesn't Make You an Expert
Waiting Can
Bankrupt Your Business
The Easiest
Marketing Plan Ever
5 Steps to a
Live Marketing Plan [Includes
free marketing planner schedule]
7 Ways
to Evaluate Your Marketing Plan
Is Your
Marketing Kitchen Really Cookin'?
Know Your Niche
A
Marketing Myth
Are You a Guerrilla?
Articles on Websites and Online
Marketing
How
to Successfully Use Your Digital Footprint
Website
Evolution - Which Stage is Right for You?
Online
Marketing for Service Businesses
Web Site
Optimisation Tactics Explained [July
2006]
Do Your
Emails Get Read? [Updated
March 2006]
The LWW -
Local Wide Web is Here
To Web or Not to Web [Revised
in August 2004 - new links]
Articles on Advertising, Networking, Word of
Mouth, Brochures,
PR, IP etc.
6
Simple Tips for Effective Promotional Flyers
5 Tips
for a Reciprocal Referral System
Finding
and Managing IP: Your Forgotten Asset
How to
Beat the Fear of Meeting New People
6 Steps to
Create Effective Advertising
How to
Get Client Testimonials When You Want Them
Talking
Behind Your Back is Good
6 Steps
To Creating Effective Brochures
Do
you really need a brochure?
Should
You be Advertising Your Services?
Smarter Marketing in a Slow Economy
Using the Media to Your Advantage
What's in a (Customer) Name?
Marketing for Profit - 6
Vital Steps to Successful Marketing.
Step 1 Have
a specific objective.
Step
2 Understand
why your customers buy from you.
Step 3 Evaluate
your competitors.
Step 4 Know
what to tell customers about your business.
Step
5 Use
the correct combination of communication activities.
Step 6 Be
consistent.
| Interviews &
Case Studies: |
Artizen
Image Design [networking
success story]
BizMagic
[website design service]
e-JAZ
[award winning online business
services]
Skyline
Displays [using
seminars]
Legal
Capital [professional
services]
All About Movies [retail/direct
marketing tactics]
Feng Shui Miracles [starting a
consulting service]
Mini case studies on successful marketing strategies
[various]
PIPERS Patent & Trade Mark Attorneys [protecting
IP assets]
Trevor-Roberts Associates [re-branding
a service firm]
Reprint
Permission
All articles listed on this website
are original works and protected internationally by copyright. You may reproduce any
of these original articles in your own e-zine, web site or print
publication as long as you follow these reprint
guidelines.
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