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<title>Shannon Kavanaugh - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Shannon_Kavanaugh</link>
<pubDate>Wed, 15 Feb 2012 06:22:37 -0600</pubDate>
<image><title>Shannon Kavanaugh - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Shannon_Kavanaugh</link>
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<language>en-us</language>
<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[EzineArticles.com is Trusted By Millions as The Source For Quality Original Articles]]></description>
<lastBuildDate>Fri, 07 Nov 2008 14:09:06 -0600</lastBuildDate>
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<title>Recession Data on the Value of Marketing Through Downturn</title>
<link>http://EzineArticles.com/1662572</link>
<guid>http://EzineArticles.com/1662572</guid>
<pubDate>Fri, 07 Nov 2008 14:09:06 -0600</pubDate>
<description><![CDATA[I know the anxiety is rising for many of you as the economy falters. I know it is tempting to begin the slashing process of your expenses. And, I know that marketing is one of those areas that typical gets the brunt of those budget cuts. I understand...but you must resist!]]></description>
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<title>Is Direct Mail Dead?</title>
<link>http://EzineArticles.com/1549878</link>
<guid>http://EzineArticles.com/1549878</guid>
<pubDate>Tue, 07 Oct 2008 13:22:26 -0500</pubDate>
<description><![CDATA[With the continued increases in postage, the question has been raised again...Is Direct Mail Dead? And it is not just the cost of postage. With the capabilities of email and Web 2.0, marketers everywhere have simply lost the love for direct mail. Still, while they may not look on direct mail as fondly as they once did, they have not given up on it all together. The DMA study released in June 2008 shows that 75% of marketers still use direct mail and that direct mail still surpasses email in the most important result of all--revenue generation.]]></description>
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<title>Sales Compensation - Revenue Or Profit? The Pro's and Con's</title>
<link>http://EzineArticles.com/1549897</link>
<guid>http://EzineArticles.com/1549897</guid>
<pubDate>Tue, 07 Oct 2008 13:06:23 -0500</pubDate>
<description><![CDATA[Sales Compensation. It's an issue many of us are concerned about. And as they struggle with the many elements they must consider when designing a strong sales compensation plan, one component seems to be more difficult than others to determine. Should you pay on revenue or profit...or both?]]></description>
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<title>Can You Really Change Your Brand Image? Should You?</title>
<link>http://EzineArticles.com/1549858</link>
<guid>http://EzineArticles.com/1549858</guid>
<pubDate>Mon, 06 Oct 2008 16:19:24 -0500</pubDate>
<description><![CDATA[In my line of work, I run into this question quite frequently. Companies wanting to change their brand position from a value brand to a premium brand. Or, wanting to change from targeting small businesses to targeting large businesses. Or, wanting to move from the established brand to the more innovative brand. You get the idea.]]></description>
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<title>Measuring and Monitoring Email Campaign and List Growth Metrics</title>
<link>http://EzineArticles.com/1205431</link>
<guid>http://EzineArticles.com/1205431</guid>
<pubDate>Wed, 25 Jun 2008 13:24:43 -0500</pubDate>
<description><![CDATA[The use of email in sales and marketing efforts is now a given. It's clear to most marketers that the impact of email is increasing--despite the also increasing problem of deliverability. What isn't clear, however, is what that impact actually is to your bottom line. Measuring and monitoring email campaign return on investment (ROI) and list growth metrics is still an ad hoc process...at best.]]></description>
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<title>Want More Website Traffic? Better Position Your Site on Search Engines!</title>
<link>http://EzineArticles.com/1222018</link>
<guid>http://EzineArticles.com/1222018</guid>
<pubDate>Mon, 23 Jun 2008 16:20:30 -0500</pubDate>
<description><![CDATA[So many of the clients who come to me wanting their website designed, or redesigned, also want to know how to get more website traffic and better search engine placement without paying for the "pay-per-click" sponsorships on the engines themselves. There are specifically two things you can immediately focus on to have the maximum impact, for the least amount of investment-HTML Tags and Search Engine Submission.]]></description>
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<title>Your Least Utilized Sales Tool - Voice Mail!</title>
<link>http://EzineArticles.com/1222334</link>
<guid>http://EzineArticles.com/1222334</guid>
<pubDate>Wed, 04 Jun 2008 15:08:46 -0500</pubDate>
<description><![CDATA[So many sales people I've worked with or interviewed have told me..."I never leave a voice mail. It's a waste of time. They'll never call me back." There is some logic in this response, but only some. ]]></description>
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<title>Your Guide to Effective Lead Generation Planning</title>
<link>http://EzineArticles.com/1222311</link>
<guid>http://EzineArticles.com/1222311</guid>
<pubDate>Wed, 04 Jun 2008 15:07:16 -0500</pubDate>
<description><![CDATA[In today's economy with ever tightening marketing budgets, many companies are throwing their precious few marketing dollars into one marketing basket-Lead Generation. While this "all-in-one basket" approach isn't recommended, I do recognize the importance of sales lead generation during these times. Investing in a strong direct marketing program is critical to both short-term AND long-term success, and it must be well planned.]]></description>
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<title>Your First Steps to SEO-SEM Success!</title>
<link>http://EzineArticles.com/1222284</link>
<guid>http://EzineArticles.com/1222284</guid>
<pubDate>Wed, 04 Jun 2008 15:05:39 -0500</pubDate>
<description><![CDATA[Over 85% of people use search engines to locate what they need on the web. So the importance of search engine optimization (SEO) and search engine marketing (SEM) is obvious to most. And with so much being written on the subjects, I figured the tactic was well understood. To my surprise, I've found the opposite.]]></description>
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<title>Your Biggest Asset - Customer Success Stories!</title>
<link>http://EzineArticles.com/1222269</link>
<guid>http://EzineArticles.com/1222269</guid>
<pubDate>Wed, 04 Jun 2008 15:03:35 -0500</pubDate>
<description><![CDATA[It seems obvious. Your customers are one of your company's biggest assets. Everyone knows that. And, by the same logic your customer success stories should be your biggest sales and marketing asset. Yet, so many companies do not have case studies to support their sales and marketing efforts.]]></description>
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<title>Writing Effective Press Releases</title>
<link>http://EzineArticles.com/1222238</link>
<guid>http://EzineArticles.com/1222238</guid>
<pubDate>Wed, 04 Jun 2008 15:02:20 -0500</pubDate>
<description><![CDATA[Press releases are often a misused part of the marketing mix. While you may be tempted to issue releases at will, you should seriously consider whether the press release is really newsworthy or not. Cluttering the wire, or an editor's in-box, with fluff doesn't gain you anything. In fact, if you send an editor enough useless information, it will get tossed-right along with newsworthy stuff-because you've become a non-credible source.]]></description>
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<title>When Worlds Collide - The Marketer Meets the Web Developer</title>
<link>http://EzineArticles.com/1222218</link>
<guid>http://EzineArticles.com/1222218</guid>
<pubDate>Wed, 04 Jun 2008 15:01:11 -0500</pubDate>
<description><![CDATA[We all know that bridging the gap between the non-technical and the technically savvy can be challenging at best. Who hasn't experienced that sinking feeling when a developer reveals you can't ask customers the questions you planned (and assumed would be possible) during order check out because you need to integrate with a database to do so. And, adding database integration is going to put you over budget and behind schedule. Fortunately, these moments can be avoided with some upfront planning and clear communication between the marketer and the web developer.]]></description>
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<title>What's Brand Got to Do With It?</title>
<link>http://EzineArticles.com/1222204</link>
<guid>http://EzineArticles.com/1222204</guid>
<pubDate>Wed, 04 Jun 2008 15:00:26 -0500</pubDate>
<description><![CDATA[I've said this before, but it is so important-I'm saying it again. Branding is bigger than just a logo. The brand is the company's promise. The process of branding is built over time by the company supporting its Brand Strategy in everything it does.]]></description>
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<title>What is Your Sales Process?</title>
<link>http://EzineArticles.com/1222128</link>
<guid>http://EzineArticles.com/1222128</guid>
<pubDate>Wed, 04 Jun 2008 14:59:40 -0500</pubDate>
<description><![CDATA[Do you have one? Is it working? Do you need one?  My answer to this last question is a loud YES. Not all sales people are rainmakers. ]]></description>
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<title>What is Channel Management Anyway?</title>
<link>http://EzineArticles.com/1222084</link>
<guid>http://EzineArticles.com/1222084</guid>
<pubDate>Wed, 04 Jun 2008 14:57:42 -0500</pubDate>
<description><![CDATA[Channel Management. Yet another sales and marketing phrase that is thrown around like everyone knows what it means. But so few companies really comprehend channel management in a way that really helps them. It's really no wonder. Sales channels (being the conduits by which we distribute our products to the end-user) come in many shapes-from direct, to the web, to the traditional retail environment. ]]></description>
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<title>Unless You Have Unlimited Budgets, Your Target Market is Not Everyone</title>
<link>http://EzineArticles.com/1220270</link>
<guid>http://EzineArticles.com/1220270</guid>
<pubDate>Wed, 04 Jun 2008 14:01:10 -0500</pubDate>
<description><![CDATA[Unless you have unlimited budgets, your Target Market is NOT everyone who has money. It is not anyone who could use your product or service. It is not any business. It is not all IT departments, or finance departments, or HR departments, etc. It just simply is not each and every human. OK, now I'm getting carried away, but you get the idea.]]></description>
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<title>Tradeshow Planning - To Show Or Not to Show?</title>
<link>http://EzineArticles.com/1217836</link>
<guid>http://EzineArticles.com/1217836</guid>
<pubDate>Wed, 04 Jun 2008 10:13:51 -0500</pubDate>
<description><![CDATA[In addition to acting as a lead generation tool and a product launch venue, trade shows can provide you with the opportunity to show the market you are solid and professional, while allowing you to have one-on-one interactions with customers, partners, and the media. If you are considering tradeshows in your marketing mix, there are some critical things to consider as you plan and implement your event strategy.]]></description>
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<title>Tradeshow Planning - After the Show</title>
<link>http://EzineArticles.com/1217819</link>
<guid>http://EzineArticles.com/1217819</guid>
<pubDate>Wed, 04 Jun 2008 10:13:02 -0500</pubDate>
<description><![CDATA[It is reported that 80% of the leads taken at trade shows by exhibitors are never followed up on. That has been my observation too. And, given the investment made on tradeshows, this is astounding. But when you look at research showing how tradeshow attendees buy from exhibitors, this lack of follow-up becomes even more distressing.]]></description>
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<title>Tradeshow Planning - During the Show</title>
<link>http://EzineArticles.com/1217812</link>
<guid>http://EzineArticles.com/1217812</guid>
<pubDate>Wed, 04 Jun 2008 10:12:08 -0500</pubDate>
<description><![CDATA[My research shows the average tradeshow budget is between $100,000 and $400,000. Travel represents 18%, services 12%, display properties 11%, shipping 9%, promotion 8%, and miscellaneous 9%. 33% of the budget is for floor space alone! Obviously some companies spend less or more than the average. And, smaller conferences are considerably less expensive. ]]></description>
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<title>Tradeshow Planning - Before the Show</title>
<link>http://EzineArticles.com/1217795</link>
<guid>http://EzineArticles.com/1217795</guid>
<pubDate>Wed, 04 Jun 2008 10:11:06 -0500</pubDate>
<description><![CDATA[An estimated 110 million people attend more than 4,000 shows in the United States and Canada every year-and those numbers are increasing. It's no wonder tradeshows make up such a big piece of most companies' marketing plans.  Yet, this marketing tool is one of the biggest underutilized, wasted efforts made by marketers today. To realize a strong Return on Investment (ROI) from your participation, you must carefully consider both your logistics planning AND your promotional strategy for before the show!]]></description>
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<title>Get Back to the Sales Training Basics - Decrease Ramp-up Time and Improve Consistency With Veterans</title>
<link>http://EzineArticles.com/1214196</link>
<guid>http://EzineArticles.com/1214196</guid>
<pubDate>Tue, 03 Jun 2008 14:18:25 -0500</pubDate>
<description><![CDATA[A recent study shows that it takes, on average, a minimum of 3-months for a new salesperson to ramp up. And, more than 40% of companies surveyed said it took over 7 months for a new salesperson to produce at the level of their predecessor. While this has improved from years past, it is still a costly situation for the sales managers and marketing teams who support them-not to mention a HUGE frustration to your new employee.]]></description>
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<title>The Sales and Marketing SWOT Analysis</title>
<link>http://EzineArticles.com/1214187</link>
<guid>http://EzineArticles.com/1214187</guid>
<pubDate>Tue, 03 Jun 2008 14:17:51 -0500</pubDate>
<description><![CDATA[The S.W.O.T. Analysis, where you evaluate your Strengths, Weaknesses, Opportunities, and Threats, is well known in the business planning process. Many companies use this method during strategic planning exercises as a way to form strategies and make decisions on new business ventures or initiatives. It is powerful because it looks at both internal (strengths, weaknesses) and external (opportunities, threats) forces.]]></description>
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<title>The Most Cost-Effective Lead Source - Referrals</title>
<link>http://EzineArticles.com/1214145</link>
<guid>http://EzineArticles.com/1214145</guid>
<pubDate>Tue, 03 Jun 2008 14:16:55 -0500</pubDate>
<description><![CDATA[Referrals. Everyone I talk to seems to know what an important role referrals play in business development. In fact, many companies would tell you that most of their business comes from "word-of-mouth" or "referrals." And yet, very few actually have a systematic plan for gaining more.]]></description>
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<title>The Truth About Selling &quot;Value&quot;</title>
<link>http://EzineArticles.com/1214212</link>
<guid>http://EzineArticles.com/1214212</guid>
<pubDate>Tue, 03 Jun 2008 13:06:34 -0500</pubDate>
<description><![CDATA[As sales people, we are constantly faced with the pressure to negotiate price. This is especially true for those of you who sell, or want to sell, at the higher end of your market. There are many schools of thought about dealing with this common sales objection/issue, but the general consensus is to steer the prospect away from the conversation of price and toward a discussion of VALUE.]]></description>
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<title>The Most Hated Word in Sales - Planning</title>
<link>http://EzineArticles.com/1211302</link>
<guid>http://EzineArticles.com/1211302</guid>
<pubDate>Mon, 02 Jun 2008 14:49:58 -0500</pubDate>
<description><![CDATA[Sales people generally hate planning. Let's be honest, many of us do. Still most sales people are driven by action. And the time they perceive it will take to plan their prospecting and account management activities is time they perceive they simply don't have! In fact my last survey shows that the biggest obstacle sales people feel they have in achieving their goals is that "they just don't have enough time in the day to do all the things they need to do."]]></description>
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<title>The Law of Brand Surveys</title>
<link>http://EzineArticles.com/1211122</link>
<guid>http://EzineArticles.com/1211122</guid>
<pubDate>Mon, 02 Jun 2008 14:25:00 -0500</pubDate>
<description><![CDATA[I've heard it before... "you know your customers." But do you? I have seen it over and over again. The two monster mistakes to brand strategy 1) defining and promoting a brand identity you can't, or don't, deliver on or 2) defining and promoting a brand you deliver on, but isn't RELEVANT. This last issue can be solved simply-Ask.]]></description>
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<title>To Ensure a Successful Product Launch, Go Back to the Basics</title>
<link>http://EzineArticles.com/1217779</link>
<guid>http://EzineArticles.com/1217779</guid>
<pubDate>Mon, 02 Jun 2008 14:12:51 -0500</pubDate>
<description><![CDATA[While at first glance it seems trite, one way to make sure that you've covered all the bases for your product launch is to revisit the principles taught in Marketing 101; namely the 5 "P's" of Marketing-Product, Price, Packaging, Place, and Promotion.    To a seasoned marketer, these concepts may have been pushed out of mind by the more newfangled focus on web strategy, channel promotions, partnership deals, and what not. If you didn't make it to marketing school, here's the big secret-the 5 "P's" pretty much cover it all.]]></description>
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<title>Three Proven Scenarios For Productive Outbound Calls</title>
<link>http://EzineArticles.com/1214229</link>
<guid>http://EzineArticles.com/1214229</guid>
<pubDate>Mon, 02 Jun 2008 14:11:58 -0500</pubDate>
<description><![CDATA[Sales calls that are made to someone who does not know you with the expectation they will buy from you during that call are foolhardy at best and a tremendous waste of time at worst. STILL, that doesn't mean call-down campaigns do not have a place in the sales and marketing engine. In fact, I have found at least three scenarios where an outbound call campaign makes a great deal of sense.]]></description>
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<title>Seminars As Sales Tools - Increasing Revenues and Sales Leads</title>
<link>http://EzineArticles.com/1209727</link>
<guid>http://EzineArticles.com/1209727</guid>
<pubDate>Mon, 02 Jun 2008 14:11:30 -0500</pubDate>
<description><![CDATA[Adding seminars, workshops, or training initiatives to your current product or service offering can be a great revenue stream for your company. Marketing and conducting an effective seminar initiative, however, can be costly and time consuming if poorly planned. And, because it takes about 10-12 weeks to develop, coordinate, and implement a seminar effort, the planning phase cannot begin too soon!]]></description>
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<title>Save Precious Marketing Dollars and Your Sanity - Avoid These Common Printing Mistakes!</title>
<link>http://EzineArticles.com/1209709</link>
<guid>http://EzineArticles.com/1209709</guid>
<pubDate>Mon, 02 Jun 2008 14:11:04 -0500</pubDate>
<description><![CDATA[It has happened to the best of us. We're rushed, we're busy, we're inexperienced in the print process-and we pay for it. Some of us know better, while others are simply ignorant (and I mean that in the nicest possible way). In any event, a significant amount of money can be saved or lost in the print management process.]]></description>
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<title>Sales Training - The Missing Link For Achieving The Sales Edge?</title>
<link>http://EzineArticles.com/1209690</link>
<guid>http://EzineArticles.com/1209690</guid>
<pubDate>Mon, 02 Jun 2008 14:10:19 -0500</pubDate>
<description><![CDATA[As many of you already know, the development of a well-tuned sales team requires a combination of the right people with the right processes and the right tools. And some of you may have even taken the time to carefully develop and put all those elements into place. Meaning that 1) your sales team has the right combination of Hunters and Farmers for your particular product or service; 2) you've outlined a sales process to ensure each lead is filtered through the process correctly and efficiently; and 3) you've created the sales tools to make the sales team's jobs easier.]]></description>
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<title>Sales Compensation Plans - The Right Incentive!</title>
<link>http://EzineArticles.com/1209688</link>
<guid>http://EzineArticles.com/1209688</guid>
<pubDate>Mon, 02 Jun 2008 14:09:48 -0500</pubDate>
<description><![CDATA[Perhaps the item most often implemented incorrectly within sales organizations is the Sales Compensation Plan. Many of the compensation plans I look at have just the opposite effect they're intended to have-sales people hate it, management hates it, and accounting hates it.]]></description>
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<title>Sales and Marketing Results? Who's Keeping Score?</title>
<link>http://EzineArticles.com/1209684</link>
<guid>http://EzineArticles.com/1209684</guid>
<pubDate>Mon, 02 Jun 2008 14:09:17 -0500</pubDate>
<description><![CDATA[Accountability is not just a buzzword. It is truly necessary for success. In order to measure results and, more importantly, REPEAT those activities that yielded the best outcome, we need to track and consistently analyze our metrics. True, the ultimate metric is SALES. But still the best managers (whether managing an entire organization, specific team, or yourself) understand that a smooth sailing to success requires the ability to "tack" your efforts toward your goals. The only way you can do this is to know where you want to go, where you are now, and what changes to your effort are necessary to lead you to your destination. That's where the sales and marketing SCORECARD comes in.]]></description>
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<title>Sales and Marketing Leaders Must Coach to Win</title>
<link>http://EzineArticles.com/1209667</link>
<guid>http://EzineArticles.com/1209667</guid>
<pubDate>Mon, 02 Jun 2008 14:08:57 -0500</pubDate>
<description><![CDATA[Evaluating a sales team or person's performance usually comes down to one key measurement-did they make their numbers? And sure, this is the ultimate measurement. Who can argue with that? But what we miss when we fixate on that metric alone is a monumental loss of opportunity. Unless you have a team full of Michael Jordans, and probably even if you do, you must look at other factors and coach your team toward improvement in those areas where they most need it. It's not babysitting...or micromanaging...it's leadership! And successful coaching begins with EVALUATION!]]></description>
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<title>The Essential Marketing Communication Tool</title>
<link>http://EzineArticles.com/1209807</link>
<guid>http://EzineArticles.com/1209807</guid>
<pubDate>Mon, 02 Jun 2008 10:19:51 -0500</pubDate>
<description><![CDATA[There are so many marketing communication vehicles available to us as marketers, but none more important than the NEWSLETTER. Every company should have one. Whether it is used to stay in contact and top-of-mind with current customers, or to build credibility within your prospect pool, the newsletter is your most powerful marketing tool.]]></description>
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<title>The Art of Pricing - A 3 Plus 1 Analysis</title>
<link>http://EzineArticles.com/1209792</link>
<guid>http://EzineArticles.com/1209792</guid>
<pubDate>Mon, 02 Jun 2008 10:17:37 -0500</pubDate>
<description><![CDATA[I am frequently asked about the best way to arrive at product or service pricing. It's not easy. You don't want to price too low and leave money on the table and/or not meet your revenue goals. You also don't want to price too high and price yourself right out of the market. And, let's not forget those pesky profit goals we must all consider. While there is no magic wand you can wave to arrive at the best pricing model for you, my "3 plus 1 Analysis" process can act as a guideline for developing a strong strategy.]]></description>
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<title>Taming the Content Beast</title>
<link>http://EzineArticles.com/1209782</link>
<guid>http://EzineArticles.com/1209782</guid>
<pubDate>Mon, 02 Jun 2008 10:16:17 -0500</pubDate>
<description><![CDATA[We've all done it. Whipped out some copy for a website, brochure, ad, or direct marketing piece on the fly and then edited it in the layout to make it more appropriate for the vehicle. Sometimes this is necessary due to time and other resource constraints, but ultimately it can be a killer to the effectiveness of your marketing communications vehicles, a lot more expensive, and take even more time.]]></description>
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<title>Successful Prospecting Integrates Sales and Marketing</title>
<link>http://EzineArticles.com/1209769</link>
<guid>http://EzineArticles.com/1209769</guid>
<pubDate>Mon, 02 Jun 2008 10:15:05 -0500</pubDate>
<description><![CDATA[Who is responsible for prospecting? Sales or Marketing? It is an age-old debate between these two disciplines, isn't it? Sales claims that marketing hasn't created enough leads to meet their goals. And, Marketing claims they have generated hundreds of leads that sales never follows up on. And, who is right? They both are!]]></description>
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<title>Strategy Schizophrenia - A Sales &amp; Marketing Epidemic</title>
<link>http://EzineArticles.com/1209756</link>
<guid>http://EzineArticles.com/1209756</guid>
<pubDate>Mon, 02 Jun 2008 10:14:11 -0500</pubDate>
<description><![CDATA[As many of you know, I am a passionate supporter of strategic planning. I believe your sales and marketing success depends on it. I believe in a well-built strategy that tightly integrates the sales and marketing process and consistently communicates a company's position (who you are, what you do, and why you) in your market. And, I believe a strategy based on the knowledge your target market is not everyone, your product/service does not do everything, and you do have competition WILL win every time-especially when executed flawlessly, consistently, and as planned.]]></description>
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<title>Some Tough Love on Product Positioning</title>
<link>http://EzineArticles.com/1209747</link>
<guid>http://EzineArticles.com/1209747</guid>
<pubDate>Mon, 02 Jun 2008 10:12:38 -0500</pubDate>
<description><![CDATA[Time and time again I've seen it, product positioning that doesn't answer the most essential questions-what does your product do, who should buy your product, and why should they choose your product over the competition-and fails to communicate anything meaningful or relevant about the product itself. Over the years I have identified trends that diminish the effect of this powerful marketing tool.]]></description>
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<title>Marketing With Less-Experienced Marketing Employees</title>
<link>http://EzineArticles.com/1205389</link>
<guid>http://EzineArticles.com/1205389</guid>
<pubDate>Fri, 30 May 2008 08:48:44 -0500</pubDate>
<description><![CDATA[Many companies find themselves with smaller marketing staffs and/or less-experienced resources than they once had. Let's face it, with tight budgets, hiring the less-experienced marketing employee, or assigning marketing as a secondary responsibility to yourself or another employee (although it is not a core competency), can be critical to keeping any level of marketing going at all. However, doing so can bring a set of challenges, including:  Inefficiencies of On-the-Job Training.]]></description>
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<title>Sales - Are You Ready to Propose?</title>
<link>http://EzineArticles.com/1205616</link>
<guid>http://EzineArticles.com/1205616</guid>
<pubDate>Wed, 28 May 2008 10:31:13 -0500</pubDate>
<description><![CDATA[As I help my clients analyze how they can improve their close rate, the biggest factor I find contributing to low close rates is the actual readiness for the proposal stage itself. We're so anxious for the win, we often miss an important question, "are we ready to propose?" Rushing through the sales process to a proposal too quickly, without properly engaging, qualifying, and assessing your opportunity is the quickest way to lose more deals.]]></description>
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<title>Reducing (or Just Plain Eliminating) Those HORRIFIC Email Marketing Mistakes!</title>
<link>http://EzineArticles.com/1205595</link>
<guid>http://EzineArticles.com/1205595</guid>
<pubDate>Tue, 27 May 2008 15:43:40 -0500</pubDate>
<description><![CDATA[If you conduct many email campaigns it will eventually happen to you. And, YES...it's even happened to me-THE EMAIL BLUNDER. You know, the broken link, missing or incorrect text, and/or sent to the wrong list. Then there are the deliverability issues that are now more important than ever, the effectiveness issues for engaging each and every subscriber, and the technical issues of tracking performance in open rates, click through rates, bounces, and more.]]></description>
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<title>Pricing Strategies to Minimize Channel Conflict!</title>
<link>http://EzineArticles.com/1205577</link>
<guid>http://EzineArticles.com/1205577</guid>
<pubDate>Tue, 27 May 2008 15:42:19 -0500</pubDate>
<description><![CDATA[Pricing your product or service can sometimes be a "shot in the dark." Too often, companies define their pricing by their development costs-and in the case of a service company, by their labor costs-and required profit margin alone. Then they find themselves discounting on every sale to meet a price the market will bear. Or worse yet, creating channel conflict.]]></description>
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<title>Product Promotion - 5-Steps to a Successful Launch</title>
<link>http://EzineArticles.com/1205546</link>
<guid>http://EzineArticles.com/1205546</guid>
<pubDate>Tue, 27 May 2008 15:41:50 -0500</pubDate>
<description><![CDATA[You've done your homework. You've created compelling, accurate and relevant product positioning for your new product. You've taken a close look at the competition and evaluated your product's position in the market. You've analyzed your profit and margin goals, and you've created pricing that avoids channel conflict. Good work! Now it is time to plan your promotional strategy.]]></description>
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<title>Overcome the Top Five Challenges to Hiring Sales People</title>
<link>http://EzineArticles.com/1205503</link>
<guid>http://EzineArticles.com/1205503</guid>
<pubDate>Tue, 27 May 2008 15:41:15 -0500</pubDate>
<description><![CDATA[The truth is...finding good sales candidates is not that difficult in today's electronic world. There are all the job boards, social networking sites, and numerous other sources. The real challenges are in the selection and attraction of a good hire. And in the sales role, the cost of a bad hire is very high. Because even an average salesperson can sell themselves in an interview, it is often difficult to get an accurate read on their true abilities.]]></description>
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<title>Online Marketing Techniques EVERY Company Should Use!</title>
<link>http://EzineArticles.com/1205474</link>
<guid>http://EzineArticles.com/1205474</guid>
<pubDate>Tue, 27 May 2008 15:39:51 -0500</pubDate>
<description><![CDATA[So you've built a website and they will come, right? Well, not quite. As we all know by now the Internet is a powerful marketing tool, but to succeed it takes the same consistent, diligent execution that traditional marketing vehicles require.]]></description>
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<title>Messaging - How to Tell the Story of Your Business!</title>
<link>http://EzineArticles.com/1205462</link>
<guid>http://EzineArticles.com/1205462</guid>
<pubDate>Tue, 27 May 2008 15:38:58 -0500</pubDate>
<description><![CDATA[How many networking events have you been to where the question "What does your company do?" results in an answer that is either undecipherable or is too vague to make a memorable impact? Or, perhaps it's YOUR company description that falls flat. It's true what they say; you don't get a second chance to make a first impression. Your company messaging needs to be tight, clear, and compelling-but it must be CLEAR before CUTE!]]></description>
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<title>Maximizing Your Marketing Resources</title>
<link>http://EzineArticles.com/1205410</link>
<guid>http://EzineArticles.com/1205410</guid>
<pubDate>Tue, 27 May 2008 15:36:23 -0500</pubDate>
<description><![CDATA[It is true that you should resist the temptation to slash budgets during a slow economy. Studies show in past recessions, companies who continued to aggressively market themselves realized an average sales growth of 275 percent over the next five years, versus a 19 percent growth rate of those who significantly cut marketing expenses. Still, using these tight times to gain efficiencies and cut the waste can help you weather the current situation and set yourself up for greater successes when the economy improves]]></description>
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<title>The Art and Science of Pipeline Management!</title>
<link>http://EzineArticles.com/1205521</link>
<guid>http://EzineArticles.com/1205521</guid>
<pubDate>Tue, 27 May 2008 14:52:04 -0500</pubDate>
<description><![CDATA[Those sales teams who achieve the sales edge, do so with a clear understanding of their pipeline's health. Pipeline management allows a sales person and/or management to more accurately forecast their sales, better manage their time, and ultimately close more sales. We all want it...the full pipeline that is-a sales funnel with more opportunities at the top, converting to qualified leads, and feeding the closed sales at the bottom. With it we are sales stars.]]></description>
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<title>Sales &amp; Marketing's #1 Lost Opportunity</title>
<link>http://EzineArticles.com/1205636</link>
<guid>http://EzineArticles.com/1205636</guid>
<pubDate>Tue, 27 May 2008 13:50:36 -0500</pubDate>
<description><![CDATA[Your #1 lost opportunity may not be what you think. It isn't a market you were late to target, a product released without certain features, or even a ridiculously small sales and marketing budget. I know, these are ranked high in the "lost opportunity" category. So, you can see that if these still don't rank first, the #1 spot must be a big one. It is. But it is also a no-brainer you might be embarrassed you've missed.]]></description>
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<title>Lead Qualification - Getting to NO!</title>
<link>http://EzineArticles.com/1201987</link>
<guid>http://EzineArticles.com/1201987</guid>
<pubDate>Tue, 27 May 2008 11:19:52 -0500</pubDate>
<description><![CDATA[Lead Quality. This is the crux of most sales and marketing disputes, isn't it? And, it is no wonder. Lead quality is possibly the most important element to sales success. Because, no matter how great your product, or sales skill, or tools, if the lead itself is not a good quality lead, you have NOTHING.]]></description>
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<title>Lead Generation Benchmarks For Success</title>
<link>http://EzineArticles.com/1201975</link>
<guid>http://EzineArticles.com/1201975</guid>
<pubDate>Tue, 27 May 2008 11:18:07 -0500</pubDate>
<description><![CDATA[Marketing success involves a three-step process: Strategize (market opportunity, brand identity, target market, product mix, competitive landscape, and sales model), Communicate (sales tools, collateral, and website), and Promote (direct mail, email, telemarketing, advertising, etc.). It is absolutely critical-especially for the majority of us with limited, if not insufficient, marketing budgets-these steps occur in the correct order. Once a strategy has been developed and a communication infrastructure designed to support that strategy, then and only then, are you ready to PROMOTE.]]></description>
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<title>It's Not Enough to KNOW Your Competition - You Must BEAT Them!</title>
<link>http://EzineArticles.com/1201967</link>
<guid>http://EzineArticles.com/1201967</guid>
<pubDate>Tue, 27 May 2008 11:16:21 -0500</pubDate>
<description><![CDATA[Never has it been more important to know how to compete against your competition than in today's business environment. With new business becoming more and more scarce, the business you do find-you must win. One of the biggest mistakes people make in marketing is underestimating the competition.]]></description>
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<title>Is Your Sales Team REALLY Following Up on Leads? How Do You Know?</title>
<link>http://EzineArticles.com/1201961</link>
<guid>http://EzineArticles.com/1201961</guid>
<pubDate>Tue, 27 May 2008 11:15:27 -0500</pubDate>
<description><![CDATA[Admit it. It's a question nagging you at the back of your mind. Whether that sales person is you, the team that works for you, or the team you support as a marketing pro, you always wonder...are we doing enough in follow-up? In fact, recent studies show that most leads or hot prospects go cold in the first 24 hours (and 3 days on the outside). Yet, many sales teams are not meeting this demand.]]></description>
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<title>Is Your Marketing Plan Really Ready? 3 Key Steps to a Marketing Plan Audit</title>
<link>http://EzineArticles.com/1201953</link>
<guid>http://EzineArticles.com/1201953</guid>
<pubDate>Tue, 27 May 2008 11:14:47 -0500</pubDate>
<description><![CDATA[As I've reported many times...many of you do not even HAVE a marketing plan-at least not a documented plan you use to execute and measure sales and marketing success on a monthly basis. And most companies who do have a documented plan (I'm sorry to say) have not done the job they need to do in order to achieve big aspirations on limited budgets! There is a lot of waste in most marketing plans I audit. Follow these three steps to my Marketing Audit process and make sure your marketing plan is ready for prime time.]]></description>
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<title>Including Sales in the Marketing Process (and Vice Versa)</title>
<link>http://EzineArticles.com/1201942</link>
<guid>http://EzineArticles.com/1201942</guid>
<pubDate>Tue, 27 May 2008 11:14:08 -0500</pubDate>
<description><![CDATA[Even in the best organizations the sales and marketing departments often work in parallel, though separate tracks. And, in most companies the sales and marketing departments actually work against each other, with each group planning their strategy, training their team, and implementing their plan without a) considering each other's plans, b) gathering their input, c) providing unbiased feedback, and most importantly d) gaining buy-in and support from each other.]]></description>
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<title>How to Identify Your Best Prospects - Hint, it Starts With Your Best Customers</title>
<link>http://EzineArticles.com/1201925</link>
<guid>http://EzineArticles.com/1201925</guid>
<pubDate>Tue, 27 May 2008 11:11:27 -0500</pubDate>
<description><![CDATA[Before I can elaborate on this very important question, let's first define the word "prospect." A prospect is a suspect that has engaged with you in some way, whether it be an action taken on a web visit, a phone inquiry, etc. Your goal in this stage is to qualify this prospect to the point that you know the decision-maker and you have identified an interest level in your products and/or services. But it's more than that really. In this stage, you must quickly determine who to focus your precious marketing resources and sales time on.]]></description>
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<title>Marketing Materials - Top of Mind, Leave Behinds</title>
<link>http://EzineArticles.com/1202003</link>
<guid>http://EzineArticles.com/1202003</guid>
<pubDate>Tue, 27 May 2008 09:16:37 -0500</pubDate>
<description><![CDATA[Your company's marketing materials must make a statement...they tell people who you are, what your values are, and why you are a valuable asset. For this reason, collateral kits need to be memorable-something you leave behind, compelling your audience to take a closer look at who you are and what you offer. They should have pizazz, pack-a-punch, and get you noticed, all while clearly communicating the features and benefits of your offer!]]></description>
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<title>How to Audit Your Website Like a VISITOR</title>
<link>http://EzineArticles.com/1198464</link>
<guid>http://EzineArticles.com/1198464</guid>
<pubDate>Tue, 27 May 2008 07:27:22 -0500</pubDate>
<description><![CDATA[When it comes to your company website, it can be easy to forget sometimes that YOU ARE NOT THE AUDIENCE. And, because of this, we sometimes miss the boat in evaluating whether the website is "getting the job done." By now it's obvious to every marketer how important your website is to the marketing mix. What can be missing is the objective view as to whether your website is being all that it can...and should...be.]]></description>
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<title>How Much Can You Spend on Customer Acquisition?</title>
<link>http://EzineArticles.com/1198449</link>
<guid>http://EzineArticles.com/1198449</guid>
<pubDate>Tue, 27 May 2008 07:26:57 -0500</pubDate>
<description><![CDATA[As sales and marketing teams develop and implement marketing budgets, they rely on many metrics to guide them. What was spent last year? What does the industry typically spend as a percentage of revenue? How much is needed to implement the planned activities? And so on. What is often not asked is perhaps the most critical metric of all. How much can you afford to spend to acquire a new customer? The path to answering this question boils down to knowing your Lifetime Customer Value.]]></description>
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<title>From Propose to Close in 3-steps</title>
<link>http://EzineArticles.com/1198279</link>
<guid>http://EzineArticles.com/1198279</guid>
<pubDate>Tue, 27 May 2008 07:26:25 -0500</pubDate>
<description><![CDATA[Most sales people spend too much time in the proposal phase. It can be very frustrating for both the sales person and managers alike to see so many opportunities in the phase that aren't moving or closing at the rate or schedule they would like. Most of the time when a sales person finds themselves with many opportunities held up in the proposal phase of their sales process, it is because those opportunities should never have been at that stage in the first place. Something was missed in the qualification and assess phase of the sales process.]]></description>
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<title>Generate Quality Leads Through Value-Add Content</title>
<link>http://EzineArticles.com/1198300</link>
<guid>http://EzineArticles.com/1198300</guid>
<pubDate>Fri, 23 May 2008 15:24:06 -0500</pubDate>
<description><![CDATA[Generating quality sales leads is a priority for most companies. Although traditional promotional tools such as contests, games, and gifts can garner immediate and widespread attention, they cannot guarantee you are attracting the right prospects. Instead of freebies, try offering value-add content to potential prospects, and structure the program so you can learn as much as possible about them-their buying habits and needs-before delivering the goods.]]></description>
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<title>From Lead to Sale - Do You Know Your Numbers?</title>
<link>http://EzineArticles.com/1198259</link>
<guid>http://EzineArticles.com/1198259</guid>
<pubDate>Fri, 23 May 2008 15:11:17 -0500</pubDate>
<description><![CDATA[There are many things that contribute to the success of sales and marketing, but arguably one of the most important principles, especially in a tight, competitive market environment, is the close management of the PIPELINE. Systematically managing the sales pipeline allows: companies to understand and accurately assess the volume, speed, balance, and quality of their pipeline, giving them a distinct market advantage; and sales people to prioritize their time and control their income.]]></description>
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<title>Email Marketing Success is in the Details</title>
<link>http://EzineArticles.com/1189518</link>
<guid>http://EzineArticles.com/1189518</guid>
<pubDate>Wed, 21 May 2008 09:57:05 -0500</pubDate>
<description><![CDATA[It is no secret why email marketing is here to stay (78% of end users have made a purchase as a result of an email). What does remain mysterious, however, is how to execute effective email campaigns that break through all of the "clutter" being sent today. Email is one of the best ways to remain "top-of-mind," even when your target is not yet in the buying cycle. So, I offer the following email marketing tips and resources to help you be more successful.]]></description>
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<title>Search Engine Optimization (SEO) - Designing Your Website For SEO</title>
<link>http://EzineArticles.com/1189467</link>
<guid>http://EzineArticles.com/1189467</guid>
<pubDate>Wed, 21 May 2008 09:56:30 -0500</pubDate>
<description><![CDATA[With over 80 percent of website traffic coming from search engines, it's no wonder I am often asked the question "How can we get a better position on the search engines?" Still, with all of the attention on Search Engine Optimization (SEO), companies are not investing enough of their marketing effort/budget on SEO. In fact, while most companies consider SEO important to their marketing success, very few are actually doing it (some studies show fewer than 40%), and those who are...not completely.]]></description>
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<title>Direct Mail Formats For Maximum Impact</title>
<link>http://EzineArticles.com/1189494</link>
<guid>http://EzineArticles.com/1189494</guid>
<pubDate>Tue, 20 May 2008 13:33:17 -0500</pubDate>
<description><![CDATA[Over the years I've learned how well a direct mail program performs depends on the chemistry of three elements-format, offer, and list-and whether or not you have designed the program with enough frequency and follow-up triggers built in. In this article, I am going to focus on format.]]></description>
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<title>Defining Your Brand Strategy Can Be Efficient and Fun!</title>
<link>http://EzineArticles.com/1189438</link>
<guid>http://EzineArticles.com/1189438</guid>
<pubDate>Tue, 20 May 2008 12:57:21 -0500</pubDate>
<description><![CDATA[Branding or re-branding your company can be a highly sensitive subject. Think about it. The brand is the "personality" of a company. Each person who participates in defining the brand brings their own set of experiences, preferences, tastes, and values to the process, often contributing to a prolonged exercise that can be both frustrating and costly. You'll find that few employees really understand the importance, value, or meaning of the brand definition, including the CEO, other executives, technical, administrative, operations, or sales staff, though it is important that all play a role in the process.]]></description>
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<title>Customer Satisfaction, Loyalty and Testimonials!</title>
<link>http://EzineArticles.com/1189416</link>
<guid>http://EzineArticles.com/1189416</guid>
<pubDate>Tue, 20 May 2008 12:56:54 -0500</pubDate>
<description><![CDATA[Most of the clients I've worked with believe they have a good handle on how their customers feel about their experience with the company and/or the product or service they've purchased. Yet when asked what type of measurement system they have in place to regularly track customer satisfaction...sadly I find it is measured by more of a "gut-feeling" than any true representation. The Client/Customer Satisfaction Survey is the answer. The best way to find out your customer satisfaction and loyalty, while collecting strong testimonials you can use in other sales and marketing tools, is to ask.]]></description>
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<title>Calculate Your Website Return on Investment (ROI)</title>
<link>http://EzineArticles.com/1187171</link>
<guid>http://EzineArticles.com/1187171</guid>
<pubDate>Mon, 19 May 2008 16:24:06 -0500</pubDate>
<description><![CDATA[What is your website's return on investment? A good question, huh? And, one you likely don't know already. Websites are the biggest investment we make today in marketing. In fact, studies show websites get the most resources, both in money and labor, of any other activity (short of maybe tradeshows).]]></description>
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<title>Creative Guidelines in Direct Marketing</title>
<link>http://EzineArticles.com/1187233</link>
<guid>http://EzineArticles.com/1187233</guid>
<pubDate>Mon, 19 May 2008 15:52:26 -0500</pubDate>
<description><![CDATA[Designers all have their opinions on what makes a stylish design. In my career, I have even fallen victim to it. You know, design a beautiful piece, with compelling headlines, a great photograph, and a wonderful offer.]]></description>
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<title>Celebrating Customers</title>
<link>http://EzineArticles.com/1187206</link>
<guid>http://EzineArticles.com/1187206</guid>
<pubDate>Mon, 19 May 2008 15:38:08 -0500</pubDate>
<description><![CDATA[It's always a good idea to celebrate your customers. After all, without them you would not be in business. And, the holidays are the perfect time to acknowledge and thank your company's most lucrative resources. To do it right, all it  takes is a little up-front planning, plus a touch of creativity.]]></description>
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<title>Cause Marketing - It's a Good Thing</title>
<link>http://EzineArticles.com/1187190</link>
<guid>http://EzineArticles.com/1187190</guid>
<pubDate>Mon, 19 May 2008 15:19:59 -0500</pubDate>
<description><![CDATA[Cause Marketing involves a cooperative effort between a business and a non-profit organization-ultimately for the mutual benefit of both. It is executed in various forms (i.e. a sponsorship of a fundraising event, a co-branded product, or a percent of sales or profits donated to the charity...just to name a few).]]></description>
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<title>Brochures - A New Point of View</title>
<link>http://EzineArticles.com/1176119</link>
<guid>http://EzineArticles.com/1176119</guid>
<pubDate>Wed, 14 May 2008 13:55:27 -0500</pubDate>
<description><![CDATA[How often does a prospect asking for a brochure make your salesperson cringe? It happens more often than you'd think! They cringe because, though you may find your brochure compelling, sales realizes very few people actually READ it. Company and product brochures are a very necessary (prospects expect them), and potentially expensive (printing cost alone can break the bank), part of any marketing mix and it's a shame they are also so often found to be so wasteful. It doesn't have to be that way. Consider these three different perspectives when developing this age-old marcomm piece and stop the waste.]]></description>
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<title>Are Your Sales Prospects Playing Ball?</title>
<link>http://EzineArticles.com/1176072</link>
<guid>http://EzineArticles.com/1176072</guid>
<pubDate>Wed, 14 May 2008 13:53:19 -0500</pubDate>
<description><![CDATA[The process for converting suspects into prospects, prospects into leads, leads into customers is much like playing a baseball game. You'd love to hit a home run every time you step to the plate, but the game is really won on base hits. This is where your focus should be (1st Base-Engage Suspects, 2nd Base-Qualify Prospects, etc.). And like baseball, where you don't get to skip second base to speed your journey to home plate, you must make sure you touch every milestone in your sales process. Not doing so can result in wasted time quoting or selling to unqualified opportunities.]]></description>
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<title>Are You a Hunter Or a Farmer?</title>
<link>http://EzineArticles.com/1176045</link>
<guid>http://EzineArticles.com/1176045</guid>
<pubDate>Wed, 14 May 2008 13:52:15 -0500</pubDate>
<description><![CDATA[Successful sales is not ALL about personality (experience, skills, subject matter knowledge, and process also play important roles) but it is a contributing factor. And, when looking at personality there is more than just the "it" factor to consider. The better determination, as to whether you have the right person in a sales role, is matching the right PERSONALITY with the right ROLE. And the analysis of this equation starts with answering the question for each sales person: Are you a Hunter or a Farmer?]]></description>
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<title>Affording the Focus Group - A Market Research Must</title>
<link>http://EzineArticles.com/1173746</link>
<guid>http://EzineArticles.com/1173746</guid>
<pubDate>Tue, 13 May 2008 16:44:33 -0500</pubDate>
<description><![CDATA[The focus group is a valuable vehicle for any size organization, allowing you to collect data about trends, opinions, and buying attitudes; validate your own assumptions on product features or marketing strategies and techniques; and engage current and past clients to help the sales organization with new product/service introductions. And, if carefully planned and executed, an affordable tool as well. Follow these 10 steps for your next focus group effort.]]></description>
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<title>A 3-Step Approach to Integrating PR With Promotions</title>
<link>http://EzineArticles.com/1173716</link>
<guid>http://EzineArticles.com/1173716</guid>
<pubDate>Tue, 13 May 2008 16:43:47 -0500</pubDate>
<description><![CDATA[Many companies equate PR (a.k.a. Public Relations) with press releases and media contact aimed at promoting a new product, a company acquisition, a new executive, a big sale for the company, financial reports, etc. This type of PR, with its singular goal of getting media coverage, can be a great marketing vehicle-as a tool for generating publicity. But there is more to Public Relations than publicity alone.]]></description>
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<title>6 Tips For a Popular Sales Tool - The Sales Introduction Letter</title>
<link>http://EzineArticles.com/1173698</link>
<guid>http://EzineArticles.com/1173698</guid>
<pubDate>Tue, 13 May 2008 16:42:57 -0500</pubDate>
<description><![CDATA[The Sales Introduction Letter is one of the most used direct mail tools in a sales person's arsenal. It's the most common sales tool used, but it often falls flat because to be effective it must be compelling or it will not be read. This article contains six tips to making the sales introduction letter really work for you.]]></description>
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<title>5 Email Marketing Tips I've Heard and Tested</title>
<link>http://EzineArticles.com/1173407</link>
<guid>http://EzineArticles.com/1173407</guid>
<pubDate>Tue, 13 May 2008 14:03:27 -0500</pubDate>
<description><![CDATA[Everyone has an opinion or piece of advice on how to achieve email marketing success-all aimed at issues from improving open-rates to avoiding spam filters to remaining CAN-SPAM compliant. Yet with the increased importance email continues to play in most marketing plans, I feel the topic warrants another look at five successful email marketing tips I've heard and tested.]]></description>
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<title>5 Common Online Survey Mistakes to Avoid</title>
<link>http://EzineArticles.com/1173384</link>
<guid>http://EzineArticles.com/1173384</guid>
<pubDate>Tue, 13 May 2008 14:02:30 -0500</pubDate>
<description><![CDATA[Implementing online surveys is a fast and inexpensive way to gather key customer or prospect data. Why is it that more companies are left either stymied by their survey results or disappointed by the lack of participation? Unfortunately, many surveyors fall into the same trap over and over again when it comes to building surveys. Although online tools are widely available and easy-to-use, the work of creating an effective survey begins long before you log on to your chosen survey provider. Upfront planning ensures a meaningful, relevant, and highly successful survey.]]></description>
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<title>5 Steps to a Winning Lead Generation Blueprint</title>
<link>http://EzineArticles.com/1173431</link>
<guid>http://EzineArticles.com/1173431</guid>
<pubDate>Tue, 13 May 2008 13:57:47 -0500</pubDate>
<description><![CDATA[Not to be confused with A Marketing Roadmap, which outlines your company's marketing strategy (including market research, target market, brand positioning, product/service definition/messaging, competitive landscape, and 12-month marketing approach and budget), A Lead Generation Blueprint focuses on only ONE of the significant roles of the Marketing Plan-Lead Generation. This article provides the five critical steps to a winning Lead Generation Blueprint.]]></description>
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<title>5 Steps to a Successful Press Tour</title>
<link>http://EzineArticles.com/1163406</link>
<guid>http://EzineArticles.com/1163406</guid>
<pubDate>Fri, 09 May 2008 14:53:39 -0500</pubDate>
<description><![CDATA[With the marketing budget pressures caused by today's economy, conducting a press tour to coincide with your current PR and marketing campaigns is an excellent way to focus efforts and resources.  Implement the following steps to conduct a successful press tour: Know Your Editors, Lay the Groundwork, Prep Your Spokesperson, Verify Appointments and Follow Up.]]></description>
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<title>3 Steps to Successfully Working With Designers</title>
<link>http://EzineArticles.com/1127424</link>
<guid>http://EzineArticles.com/1127424</guid>
<pubDate>Tue, 29 Apr 2008 09:01:56 -0500</pubDate>
<description><![CDATA[This article provides three steps to help companies stay on track when working with designers. This advice will not only help find, hire and manage the right designer, it will also help ensure the marketing concept speaks to the proper audience and increases sales.]]></description>
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<title>5 Biggest Marketing Mistakes Companies Make</title>
<link>http://EzineArticles.com/1130701</link>
<guid>http://EzineArticles.com/1130701</guid>
<pubDate>Thu, 24 Apr 2008 08:31:53 -0500</pubDate>
<description><![CDATA[Effective marketing is not a single activity, but a well choreographed effort that takes planning, consistency, and fortitude to accomplish. This article discusses the top five biggest marketing mistakes and includes tips on how to recover from each one.]]></description>
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<title>4 Methods For Holistic Market Research</title>
<link>http://EzineArticles.com/1130672</link>
<guid>http://EzineArticles.com/1130672</guid>
<pubDate>Thu, 24 Apr 2008 08:29:37 -0500</pubDate>
<description><![CDATA[Let's face it. Most business leaders and marketers do not do a sufficient job with the market research component of their strategic planning. There are a few reasons behind this...]]></description>
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<title>3 Ways to Make Direct Mail More Effective</title>
<link>http://EzineArticles.com/1130645</link>
<guid>http://EzineArticles.com/1130645</guid>
<pubDate>Thu, 24 Apr 2008 08:28:25 -0500</pubDate>
<description><![CDATA[How well a direct mail program performs depends on the chemistry of three elements-format, offer, and list-and whether or not the program has been designed with enough frequency and follow-up triggers built in. This article offers advice on those three elements and how to leverage those to execute a more successful direct mail campaign.]]></description>
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<title>3 Steps to Successful CRM For Both Big and Small Companies</title>
<link>http://EzineArticles.com/1127392</link>
<guid>http://EzineArticles.com/1127392</guid>
<pubDate>Tue, 22 Apr 2008 16:50:09 -0500</pubDate>
<description><![CDATA[Too often companies jump into their CRM initiatives without the proper thought and planning. The key to success for your CRM implementation is not just the technology driving your solution, but in the strategy itself. This article provides the 3 steps every company must follow before considering CRM technology.]]></description>
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<title>3 Concepts to Cover With Your Marketing Candidate</title>
<link>http://EzineArticles.com/1088569</link>
<guid>http://EzineArticles.com/1088569</guid>
<pubDate>Tue, 08 Apr 2008 16:27:45 -0500</pubDate>
<description><![CDATA[When hiring a marketing professional, or evaluating an existing employee, it is important to evaluate their understanding of the following key marketing concepts: the marketing plan, branding, and ROI. Asking each candidate the three questions discussed in the article, and carefully evaluating the answers they give, will ensure a more strategic, and therefore more successful, approach to your marketing activities.]]></description>
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<title>Three Elements of an ASE Sales Team</title>
<link>http://EzineArticles.com/1088548</link>
<guid>http://EzineArticles.com/1088548</guid>
<pubDate>Tue, 08 Apr 2008 10:29:38 -0500</pubDate>
<description><![CDATA[The path to successful sales has many factors, not the least of which is a good marketing engine, however one of the most critical factors is your SALES TEAM. Sure leads are important, brand position is important, product viability is important. But the truth is, if you don't have a great sales team, the sale could still be lost. The sales team is where you must first focus your journey toward improving sales.]]></description>
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<title>Five Steps You Must Take to Obtain Publicity</title>
<link>http://EzineArticles.com/675990</link>
<guid>http://EzineArticles.com/675990</guid>
<pubDate>Wed, 15 Aug 2007 15:24:10 -0500</pubDate>
<description><![CDATA[The development and use of Public Relations as part of your current marketing plan provides a cost effective method for improving awareness of your company, products, and services. PR allows you to stretch limited marketing budgets, and when implemented properly has the added benefit of providing third party credibility.]]></description>
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<title>Top Three Basics Many Websites Miss!</title>
<link>http://EzineArticles.com/675980</link>
<guid>http://EzineArticles.com/675980</guid>
<pubDate>Tue, 14 Aug 2007 16:38:04 -0500</pubDate>
<description><![CDATA[The company website has become a key component to every organization's marketing infrastructure. It is often the first face to your prospects and as such must constantly be improved upon, added to, and/or modified. Because we frequently design and develop content for websites, we recently asked Abbo Peterson, owner of website evaluation service provider Vista Point Consulting, what three web design guidelines he often sees missed. While there are a variety of elements to a successful website, including performance, search engine optimization, usability, and visual design, here are some simple guidelines every website should follow - yet many don't...]]></description>
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<title>3 Ways to Avoid Some of the Biggest Website Mistakes!</title>
<link>http://EzineArticles.com/675978</link>
<guid>http://EzineArticles.com/675978</guid>
<pubDate>Tue, 14 Aug 2007 14:17:29 -0500</pubDate>
<description><![CDATA[The website has solidified its place in every marketing plan. In fact, we can't think of the last marketing plan we did or reviewed where the website was not front and center to the success of the program. Whether used to communicate, educate, sell, and/or distribute the company's products or services, the website has become a must have.]]></description>
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<title>Successful Branding - Five Key Elements and One Mantra</title>
<link>http://EzineArticles.com/675985</link>
<guid>http://EzineArticles.com/675985</guid>
<pubDate>Mon, 13 Aug 2007 13:54:13 -0500</pubDate>
<description><![CDATA[Successful branding begins with a well-defined brand that is RELEVANT to your market. You might think that since you have a logo, tagline, and business card, you've completed your branding. But, unless you've carefully considered and defined ALL five of the key brand elements-position, promise, personality traits, story, and associations-you still have work to do. And, until you've infiltrated your brand into every level of your organization and built the discipline of CONSISTENCY into every behavior, action, or communication-both internally and externally-you are not yet on the path to a successful brand strategy.]]></description>
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<title>Top 3 Prospecting Mistakes and How to Recover</title>
<link>http://EzineArticles.com/675974</link>
<guid>http://EzineArticles.com/675974</guid>
<pubDate>Mon, 13 Aug 2007 13:04:04 -0500</pubDate>
<description><![CDATA[Prospecting. In the broad sense, prospecting refers to exploration. And, specifically, it means to explore or search for valuable minerals, such as gold. When we think of prospecting based on these definitions, we can see why it is used in business to describe the point in the sales process where you identify potential customers. Prospecting, as one of the first steps in the sales process, is a critical piece of any sales and marketing effort. Without it, pipelines simply run dry. Yet, even with its importance, it's an area that most companies don't get right. Here are the top 3 prospecting mistakes we see - and how to recover...]]></description>
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<title>Branding - Perception Vs Reality</title>
<link>http://EzineArticles.com/627014</link>
<guid>http://EzineArticles.com/627014</guid>
<pubDate>Wed, 11 Jul 2007 16:44:41 -0500</pubDate>
<description><![CDATA[When it comes to the branding process we find that for those that approach it correctly (meaning they treat the brand as more than a logo, name, or color scheme), most miss one very key point. Just because you SAY it's true, doesn't make it true. And, worse yet, just because you BELIEVE it's true, doesn't make it true either. We often get so wrapped up in what we want our brand to be, we lose sight of what it actually is or how our market perceives it to be. And in branding, the saying "Perception IS Reality" really rings true.]]></description>
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<title>Tackling the Marketing Budgeting Process</title>
<link>http://EzineArticles.com/627018</link>
<guid>http://EzineArticles.com/627018</guid>
<pubDate>Wed, 11 Jul 2007 16:21:43 -0500</pubDate>
<description><![CDATA[Are you spending enough on marketing? According to a recent survey, if you're like many of your colleagues, the answer is no. 42% of marketing budgets fall below the 5% of revenue mark. In fact, only 38% of companies spend an adequate amount on marketing by industry standards and only 36% of respondents felt they spent enough to be successful by their own standards.]]></description>
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<title>Three Elements EVERY Marketing Mix Should Have</title>
<link>http://EzineArticles.com/627027</link>
<guid>http://EzineArticles.com/627027</guid>
<pubDate>Thu, 05 Jul 2007 10:53:26 -0500</pubDate>
<description><![CDATA[That is if you want your effort to be successful. You've done your strategy work. You've defined your target market, developed compelling positioning, established a competitive analysis and advantage, and packaged your products and/or services in a clear and relevant way. Now you're ready for the fun stuff-the marketing mix. You know, direct mail, email, brochure, web site refresh, public relations, and all of the various tactics you've determined make the most sense given your strategy.  But that's the hard part isn't it? ]]></description>
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