Paul

Sales Training Is Practice, Do It Before the Game

Ready to sign the advertising contract, I called the sales rep to verify the numbers and get a premium ad position but the rep was out of the office for sales training. How ironic! Unavailable to close the sale to attend training to learn how to sell?

How to generate B2B leads with PR for content marketing

Industrial companies relying on high profile public relations programs for lead generation already understand the power of PR in commanding visibility and driving their sales efforts. But thanks to the Internet, these savvy marketers are enjoying access to ever larger numbers of prospects and generating ever larger numbers of highly qualified sales leads. Their PR has become immortal as online content. And from an epr analysis of Google Analytics referrers, this PR content sends traffic to the company Web site month after month after month – year after year. Here’s how it works.

Customer service: really worth going the extra mile?

It was the clear, cold, windy prelude to the next day’s blizzard and our firewood pile wasn’t going to last through the storm. I tried to call the guy around the corner with the gigantic firewood pile but could not remember the name of the company. Finally, he showed up, then this customer service lesson happened.

Airlines and oil prices – is media anti-biz or really that dumb?

Newscasters on CNBC, Fox, CNN, Bloomberg and other stations have asked their guests in recent weeks why airlines won’t cut their prices since the price of oil and, therefore, jet fuel, has dropped. Framing the discussion in this way implies the price of a ticket is determined based on the input costs. Of course, it is not, and to even imply that reveals a stunning lack of business acumen from journalists who claim to be experts in the field. The price of a ticket is based on:

New York Times: Business plans relics of the past?

When I was contacted by a New York Times reporter writing an article about whether startups still need to write a business plan, I was happy to offer what I’d learned after writing two business plans for two, different companies that secured two microloans – and helped get them paid in full. Since the numerous conversations by phone and email were cut to two short paragraphs in the actual article, I thought I’d make use of the time spent thinking about why I’d still recommend entrepreneurs sit down and write a formal business plan and sum it all up right here.

Proper care and feeding of content marketing programs

It isn’t enough to sign onto industrial content marketing platforms such as GlobalSpec, ThomasNet and ChemicalsTechnology and sit back and wait for leads. If these programs are to deliver any results then you need to continually feed them fresh content that’s relevant to the target audience. Here are some examples:

We didn’t have to pay, but I’m grateful we did

We’d agreed to sell our company with the expectation that the parent company would go public within the year. Then the dot com bubble burst. Here’s what happened when the parent company refused to pay our staff.

Marketing by accident – know a gift horse when you see it

Sometimes the most effective marketing happens by accident, and when it does, you just need to recognize that it’s happening and jump on the opportunity. Know when you’re staring a gift horse in the mouth – and enjoy the ride.

One more B2B magazine gives up on print advertising

Publisher Crain Communications recently announced its Waste and Recycling News would no longer produce print magazines, only digital, citing a decline in advertising pages due to industry consolidation, among other factors. As challenging and competitive as today’s business environment may be, several other publishers continue to produce thick print magazines loaded with ads of all sizes. What makes them different?