Is it a Warm Prospect or a Cold Lead?

by Roula Crews November 30, 2011

You’ve been given a list of targeted leads and now it’s up to you to determine which companies on the list are prospects.  One of the best ways to accomplish this task is through the use of effective open-ended questions, the answers to which will allow you to determine if a given company represents an [...]

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Sales Success…How do you view yourself?

by Roula Crews November 30, 2011

Whether you’re getting ready to make that first call to a prospective customer or going in to close the sale, your likelihood of success is much greater if you approach the customer and the task with self-confidence.  How you view yourself can make all the difference. Successful salespeople understand the importance of educating themselves in [...]

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Webinars…Great Reach, Low Cost

by Teri Latter November 30, 2011

You don’t need me to tell you that the high price of gasoline is really putting a crunch on companies’ budgets. Large corporations and start-up companies alike need to find ways to keep costs under control.  In preparing to write the promised article about the most popular mediums for lead generation, communicating messages and building [...]

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Marketing in a [Bleep] Economy…Time to be SMART

by Michelle Lanter Smith November 30, 2011

We’ve all felt it for awhile now.  You know what I’m talking about.  It’s that R word that most of us just can’t bring ourselves to say.  Instead, we prefer words like downturn, challenging economy, or tough times.  But it all comes down to fewer sales showing up on the income statement.  So what are [...]

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Shut Out the Competition, Make your Customer a Friend

by Roula Crews November 30, 2011

We’ve all heard that customers will buy from those they like.  Have you invested time in getting to know your customers?  Are you slowing down the buying process to show your customers that you care about them?  Or do you come in with both guns loaded and firing questions to get your customer to buy.  [...]

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Don’t Leave Profitability Up To Chance. Target.

by Michelle Lanter Smith November 30, 2011
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Don’t Leave Profitability Up To Chance. Target. Now more than ever, it is critical to make sure that you are focused on profitability. Many small business owners are lured into thinking that the right customers are defined as “anyone with money.”  This is a fatal mistake. We all know that it is not possible to [...]

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Free Marketing…Just what the doctor ordered in today’s economy

by Michelle Lanter Smith November 30, 2011

Nowadays everyone one is looking to get their word out without spending a fortune.  Who blames them, times are tough.  But when the economy is rough, it’s time to invest in marketing, not pull back.  You may have read my article a few months ago.  Studies show that companies that increase their marketing efforts during [...]

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The Golden Egg – Why Your Customer Base Can Hatch More Sales for Your Business Consistently

by Michelle Lanter Smith November 30, 2011

So often, clients tell me “I need to increase my sales . . . help me find new customers.”  And my response is: What have you done to get more out of your existing customers? Retaining and growing your existing customer base (or simply put, getting repeat business) is usually the fastest and easiest way [...]

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How Do You Get an Airplane into a Mall?

by Teri Latter November 20, 2008

You expect to see Santa, a couple elves and hosts of twinkling lights in the mall during the holidays, but a full-size airplane? That’s what shoppers at Northbrook Court are finding this season! Skill Aviation, a Waukegan-based flight instruction school, decided to put one of their aircraft at the north shore mall and chose Hi-Impact [...]

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3 Mistakes to Avoid in Interactive Marketing

by Barbara Payne October 30, 2008

If you’re finding it tough to figure out the tricks to Internet marketing, don’t think you’re alone. Even high-paid marketing executives have trouble finding time to learn new things. For you, as your own Chief Marketing Officer in a small or medium-size business, the problem can be worse. Marketing smart has never been more challenging [...]

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