Author: admin

Telephone Marketing – Telemarketing Techniques

Sometimes it’s hard for a salesperson to pick up the telephone and call a prospect. It comes from the “hot-stove” syndrome: A child who has touched a hot stove is doubly reluctant to touch another stove— hot or cold. After enough prospects have been rude, crude and asinine over the telephone, the average salesperson can become phone-shy. A prolonged bad streak, when nobody has a kind word, happens to every salesperson. The trick is to keep those inevitable “bum” times from causing a permanent problem. Continue reading →

How to Train Your Sales Force – Selling Skills Training

There’s something undeniably “big time” and impressive about the scene: The steely-eyed sales exec jets to the coast, hunkers down with a hard-boiled buyer and the two hammer out a hot deal. But put a simple pocket calculator to work on that scenario and you’ll soon discover the cost/benefit figures of cold call, face-to-face selling don’t always add up. Not in today’s economy. Not compared to the cost/benefit figures for a sophisticated “tele-selling” program. Continue reading →

Brand Mindset, Brand Value and Brand Focus

However, unless they also understand the right things to do, i.e., understand and execute a BrandMindset, they may not achieve genuine brand status over the long term. There are five fundamental brand paradigm shifts that can be utilized by organizations to develop a more distinctive perception and enhance their brand equity. They include brand leverage, brand discipline, brand playing field, brand focus, and brand value. Continue reading →

Productivity Improvement and Business Economy

America’s seriously declining productivity at last is receiving the broad attention and concern it deserves. Labor, business and government leaders have become convinced that without improved productivity our country as we now know it will not survive.

But recognition alone is not enough where a problem of this magnitude exists. We are like a giant ship in the open seas. Once a decision is made to change course, it is many miles and minutes before any results become apparent. Continue reading →

CEO with HR Background and Experience

Why are companies only now talking about their human resources? In part, government legislation in areas such as affirmative action forces management to pay closer attention to how employees are hired and promoted or face expensive lawsuits. But Andrew Sherwood, senior partner with the Goodrich and Sherwood Company, maintains it is also a corporate response to the post-Depression work ethic. Continue reading →