From the category archives:

Sales Strategies and Tactics

Do It Yourself Brand Management

Brand Management and Inbound Marketing are concepts every small business can apply with these do it yourself tools.

Every Business Needs Brand Management
We all have a brand, and manage our market’s perception of it wherever we can. Our problem has always been reach – finding prospects and delivering our messages to them. Brand Management has [...]

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Building a Business Social Network

Business Owners Don’t Buy It
For a couple of years now we’ve been trying to engage business owners in the business oriented social networks.
Advice from the marketing gurus suggests hanging out in on-line forums, and helping, chatting, swapping stories with the folks there. This, they claim, is the new approach to selling. Engaging [...]

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How do you manage your business

From Strategy to Cash
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Content Led Sales and the Battle of Ideas

This article is published in the Front Office Box blog but reproduced here as an example of content led sales – see the comment in the footer.
Front Office Box Business Coach

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Selling To CEOs Takes Different Strategies

Selling to the  CEO of our prospect  can be quite intimidating. But it needn’t be, as long as we think our strategy through.
We have to meet with the boss.  We’ll learn a lot about how to pitch our case, and make sure when she’s asked to ratify the decision she knows why she’s doing it.
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Sales Forecasting Can Be Simple

There’s an interesting post at Front Office Box about forecasting sales – How Accurate Is Your Sales Forecast
Experienced  sales managers may well benefit from understanding the approach described in this post.
Anybody without hard core sales management experience should commit a few minutes to reading this post.
The technique proposed is simple to understand and even simpler [...]

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He Made Millions With Two Words

The CEO was intrigued when the caller suggested he could more than double his company’s profits.
The marketing guru on the phone said “If you pay me $1 million I’ll give you two words which will more than double your bottom line.”
Of course the boss had heard this type of pitch before and certainly wasn’t going [...]

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Unique Investment Opportunity

Nobody needs telling health care costs are rocketing and governments all over the world are trying to find ways of delivering more care for less cost.
In the USA healthcare costs 16% of GDP, some $2.6 Trillion annually. Europe has be something similar. Individual countries will spend at a lower rate but the population is now [...]

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Is Your Address Book a Gold Mine

Is it one 24 carat diamond, or thousands of tiny pieces?
Is a strategic resource, or a convenient way of storing email addresses?
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