Tagged 'Sales'

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Virtual Partnering: Amplify Your Client List With This Three-Step Strategy

Virtual Partnering: Amplify Your Client List With This Three-Step Strategy

Eighty percent of the industry’s promotional products distributors are small businesses with annual sales of less than $250,000. To make those sales, most call on other small businesses (those with annual revenues of less than $5 million) to help them with projects as needed. Many companies at this size cannot afford to employ a full-time or even part-time marketing manager. That’s where you come in. Read More »

Structuring An Effective Sales Agreement

Structuring An Effective Sales Agreement

Does Yours Protect, Motivate And Reward? Double Check It. Read More »

Probe, Don’t Pitch

Probe, Don’t Pitch

Questions Every Salesperson Should Learn To Ask Read More »

Relationship Selling Is Not Dead

Relationship Selling Is Not Dead

Reviving In-Person Contact In A Technology-Mad World Read More »

The New Selling Paradigm

The New Selling Paradigm

“People buy emotionally,” said the veteran salesperson. “So you’ve got to form relationships with customers. I like to play golf with them, I buy them game tickets and so forth. That makes me their friend, and then they feel like they have to buy from me.” Read More »

Time Is Money

Time Is Money

One day I picked up a call. “Hello, Scott & Associates, Joe speaking. Hey Tom, okay, okay, I’ve got it! We’ll take an imprinted bowl, top it with a CD that looks like cereal and milk, stick a laser-engraved spoon through the hole and send it to journalists instead of your media kit. I’m glad that you liked the idea. I’ll get you pricing.” Read More »

Start A Conversation With Procurement

Start A Conversation With Procurement

It’s time to engage and educate purchasing agents. Here’s how to begin. Read More »

Dial Up More Sales

Dial Up More Sales

Which advertising medium is growing the fastest—television or promotional products? Which advertising medium is larger—radio or promotional products? I hope you didn’t bet against promotional products. Sales in our industry grew by 7.8 percent in 2011 (the most recent year for data) compared to a negative slide for television and an anemic one-percent uptick in growth for radio. Promotional products industry sales ($17.7 billion in 2011) surpassed total advertising revenue for radio advertising ($17.4 billion in 2011) as well. Read More »

Internal Branding

Your role as a promotional products consultant is to be an expert in generating ideas for brand strategies with your customers. Generally, you offer products, information, resources and tactics to help your customers gain new levels of brand awareness in … Read More »

Command And Conquer Your Day

To borrow from Carlin’s supercharged anecdote: Effectiveness is just organized ambition. Years ago, I read an industry article about a million-dollar sales rep who, when asked about the contributing factors to his success, rated organization as one of the top … Read More »

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