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Calculating the True Cost of Marketing

April 5th, 2010
Posted in Compensation Plans . Contact Management . Corporate Transparency . Customer Relationship Management . Lead Distribution . Lead Generation . Marketing . Qualifying Prospects . Sales Management . Sales Paperwork Minimization . Sales vs. Marketing . Target Marketing . The Sales Scoreboard . Top Producers
By frankrfelker

Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on [ READ MORE ]

Zen Selling

March 2nd, 2010
Posted in Role Modeling . Sales Training . The Sales Scoreboard . Top Producers . Zen Selling
By frankrfelker

We’ve all known salespeople who seem to be the the marketing equivalent of “The Natural.” They know everything; about their offering, their clients, their prospects and their competition. They’re prepared for and calmly overcome every objection. They never get flustered or seem desperate, never take “no” for an answer. When they are faced with unavoidable [ READ MORE ]

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