Tips for Leveraging Inbound Marketing for B2B Entrepreneurs

by Michelle Lanter Smith February 14, 2012
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It’s no doubt business to business marketers still need to deploy traditional outbound marketing such as cold calling, networking and direct mail to meet their revenue goals.  However, inbound marketing, coined by the company HubSpot, is not to be skipped in today’s digital world.  Inbound marketing is defined as the marketing strategy that focuses on [...]

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Discover New Opportunities by Managing and Eliminating Threats

by Michelle Lanter Smith December 6, 2011
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Often times I find my clients are itching to execute a marketing program to generate sales but really don’t know what the plan should be or why their focusing on one opportunity over another one.  That’s when I suggest we take some time to assess their current situation and critique their competitive abilities to meet [...]

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Getting the Most from Your Customers…They Are More than Just a Revenue Stream

by Michelle Lanter Smith December 6, 2011
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Market research is an effective way to determine what the attributes of your product line should be and who are likely to be your customers. Sometimes, however, time or budget constraints preclude the use of market research. Fortunately, if you already have customers, then you have the means to do on-going research right at your [...]

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Key Networking Tips…Build Your Business through People You Already Know

by Roula Crews December 6, 2011
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Let’s face it—cold calling doesn’t work.  Nonetheless, many companies encourage their salespeople to waste a tremendous amount of time using this obsolete sales technique.  Let me suggest a much better way to go after sales . . . networking. Networking has been described as “The process of developing and using your contacts to increase your [...]

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Sales Success Takes Skill, Not Luck

by Roula Crews November 30, 2011
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Wouldn’t it be great if all it took to be a great salesperson was luck? But we all know there’s more to it than that . . . it takes hard work, dedication and skill!   Successful salespeople understand the importance of educating themselves in two areas:  their prospects and their own products and services and [...]

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Tips on How to Sell Today…The Old Ways Just Don’t Work

by Roula Crews November 30, 2011

We can’t seem to go a full day without hearing at least one person mention that we are in a recession.  Today companies are more conservative about purchasing additional services and products and forced to lay off employees.  So, how do you sell today?  The old techniques still apply, but the sales people need to [...]

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So how did you do? The year-end company appraisal

by Teri Latter November 30, 2011

If you’ve ever worked for a large corporation, you’ll remember that this is the time of year for the dreaded “performance appraisal,” when you were evaluated on what you had, and hadn’t, accomplished over the last 12 months. Now, as a business owner, you’re probably relieved that you don’t have to deal with that anymore—but, [...]

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Preparing a Direct Mail Campaign . . . Six Steps to Get You Started

by Teri Latter November 30, 2011

Direct mail is not cheap, but sometimes it’s simply the best way to get the word out. Especially in these rocky times, making sure it is effective becomes a top priority.  Before you even get to the writing and design of your postcard or letter or email, there’s some homework you need to do to [...]

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Overcoming Sales Objections – Five Tips on what NOT to do

by Roula Crews November 30, 2011

While many salespeople hate hearing “No” from the prospect, the good ones know that a negative response is just another opportunity to close the sale.  Here are five things NOT to do that will help you win the sale: Don’t argue You won’t win even if you’re right, and you’ll probably lose the sale. Make [...]

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Eliminate the Worms, Make your Marketing Efforts Bear Fruit

by Michelle Lanter Smith November 30, 2011

Often times for many small businesses, lead generation really just amounts to “picking the low hanging fruit.” To me, that’s not marketing. Marketing takes a look at the whole buying process: from the customer’s Awareness that there is an issue, to his Interest in investigating solutions, to his Desire to fix the issue, and finally [...]

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