Archive for the ‘Sales’ Category

To Discount or Not to Discount – the Potential Perils of Perks to Drive Social Media Engagement

Thursday, December 20th, 2012

I was interviewed recently for a blog on the use of perks to drive social media engagement. It’s an interesting topic and judging from the proliferation of such contests and competitions online an important one. Aside from questions related to the efficacy of such competitions, businesses should also be aware of–and knowledgeable about–the impact of these perks on their desired brand image and the laws related to contests, sweepstakes and lotteries.

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Are You Talking to Yourself on Social Media?

Tuesday, December 11th, 2012

As I work with clients, or evaluate social media sites as part of the research I do on the topic, I frequently find that many sites–even those owned and managed by some top organizations–are more engaged in conversations with themselves than with interested followers or fans. They’re not sharing information that is of interest or value to their audience–they’re talking about themselves! That’s a strategy destined to fail. Why? (more…)

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The Value of Business Dashboards

Thursday, October 25th, 2012

One of the most important elements of successfully implementing a strategic plan of any size (whether a business plan, an annual company plan, a marketing plan, etc.) is establishing benchmarks or objectives that are specific and quantifiable and that will be tracked throughout the planning period. The use of dashboards is a great way to visually – and simply – convey information on how the organization is doing. Sharing this information openly (more…)

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The Value — and Limitations — of Leading Indicators

Thursday, August 9th, 2012

Working in large organizations I became very familiar with “leading” and “lagging” indicators and, admittedly, sometimes  I found what I thought was the “complexity” of the concepts to be a bit overwhelming. But, I’m very data-driven and very committed to measuring the impacts of my efforts whether working in an organization, for a client or for myself. The premise is really quite basic: if you are looking for (more…)

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Are Travel Agents Making a Comeback (and why you should care)?

Monday, April 23rd, 2012

The Internet has had a dramatic impact on many industries and businesses–creating opportunities for some and destroying them for others. Consider the changing nature of the publishing industry and the impact of being able to buy online for companies like Best Buy and many others. But business tends to be cyclical and it is often true that “what goes around comes around.” A recent article in the New York Times suggests that this may be the case for at least one industry — (more…)

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Business Development Through Speaking

Thursday, January 27th, 2011

Have you ever attended a seminar, webinar or other presentation where you felt “tricked” into listening to what could best be described as a “sales presentation”? Haven’t we all… As a marketing/communication consultant I often do speaking engagements both “live” and via webinar. And, over the years, I’ve attended a lot of these presentations. While I do think that these types of activities can be good for business development, it’s best approached as a long-term approach and not a “quick sell.” (more…)

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The Power of Networking

Friday, April 30th, 2010

Attended a session on networking at a women’s business event yesterday, so the following guest blog from Gina Abudi is particularly timely for me – some great recommendations. Thanks Gina! (more…)

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So You’ve Got Something, But You Don’t Want to Sell it To Me?

Wednesday, March 10th, 2010

Recently my husband went to the movie theatre to buy some tickets that we were going to give to some people who had helped us out recently. He wanted 8 tickets. The theatre said “no, sorry – we only (more…)

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Set Realistic – and Specific – Targets to Protect Your Budget

Friday, February 12th, 2010

Many of you have probably been at goal-setting seminars or workshops where the leader will pose a question like: “Would you like to make more money?,” and, of course, everybody nods or raises their hand. Then the leader will approach a workshop participant and  (more…)

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Should You Be Forthright About Your Pricing?

Saturday, October 17th, 2009

A recent LinkedIn question resonated with me – “Why don’t people like to talk about pricing UPFRONT?” Why indeed?

Have you ever been frustrated when trying to make a purchase decision because you can’t get pricing information from coy salespeople or cryptic web sites? In my opinion, (more…)

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