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Category Archives: Selling
The Cost of Shipping Through the UPS Store
I suppose most readers have access to UPS through their work, including pickup services. But my daughter today (12/22) decided to send a couple of packages to friends in New...
Posted in Selling
Tagged Post Office, U.S. Postal Service, ups, UPS Store
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What Every Sales Person Should Know About the Language of Deal Making
By Tom Searcy and Henry DeVries Authors of How to Close A Deal Like Warren Buffet: Lessons from the World’s Greatest Dealmaker. Warren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose...
Posted in Selling
Tagged deal, Henry DeVries, selling, Tom Searcy
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How Political Campaigns Target Donors
Some of the most sophisticated market targeting is done by major political campaigns whose objective is to maximize donations at minimal cost. ProPublica, the investigative journalism service, has an excellent article on how its done. If you’re a marketer, it...
Posted in Publishing Strategies, Selling
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Nearly Half of Consumers Bought From e-Mail in Last 6 Months
Forty-one percent of American adults surveyed by Harris Interactive have made a purchase in the past 6 months as a result of receiving an email from a retailer. The survey, which was commissioned by Listrack, also found that 97% of...
Posted in Publishing Strategies, Selling, Web
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Behind the SIPA-SIIA Merger
Having sold his company, Bob Brady took office as SIPA’s president knowing that SIPA might be nearing the end of its run. “I’d been watching it for the last 10-plus years,” he told The Newsletter on Newsletters. The industry isn’t...
Posted in Publishing Strategies, Selling
Tagged Bob Brady, Capitol Publications, Howard Penn Hudson, New York Times, Newsletter on Newsletters, Phillips Publishing, SIAA, SIPA, Software & Information Industry Association, Specialized information Publishers Association, Tom Phillips, UCG, Wall Street Journal
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Dealing with Abusive Customers
By Dave Kahle Q. How would you suggest I respond when a customer gets abusive and uses profanity with me? A. That’s a difficult call. I have had only a couple of these experiences in my career. Let me...
Posted in Selling
Tagged customers, Dave Kahle, sales
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Closing the Sale – A Realistic Perspective
By Dave Kahle There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an...
Posted in Selling
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Q&A: How to Get Prospects to Call Back After Leaving a Voice Mail
By Dave Kahle Q. We use the phone for keeping contact with many accounts. I also use it for cold calling phone prospects. Any hints on how to entice prospects to call back, since over 60% of calls are answered...
Posted in Selling
Tagged call backs, Dave Kahle, selling, voicemail
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