The Marketing Bureau


Specialist Marketing & Communications Resourecs

11

Jul

Why Scarcity Sells



By John Burgstone
First Published on inc.com


When customers have to struggle to get their hands on something, they value it more--and they'll pay more to get it. Every entrepreneur needs to develop a competitive advantage. Here's one to try: Make your product scarce--and charge a premium for it. Read more >>

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02

Jul

Four Secrets To Selling More



by David K. Williams and Mary Michelle Scott
First Published in
hbr.org  

It's time to forget everything you thought you knew about sales, because the down economy is challenging traditional rules. At our company, we've grown through the recession by relying on four counterintuitive sales tactics: We've avoided hiring hotshot sales stars. We've eliminated the prizes and incentives most companies use to motivate sales teams. We've invested more money in customer support. And we've refused to offer big discounts to drive sales. Read more >>

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27

Jun

The Art & Science of Scoring Leads



By Phil Fernandez
First Published on btobonline.com


There are two trends that put the practice of sound lead scoring front and centre today: marketing's accountability for providing more convertible leads and the startling reality that low lead quality and high attrition rates still persist, especially in long-lead sales. Knowing when a given lead is sales-ready can possibly mean a difference of millions of dollars of revenue for your company.  Read more >>

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25

Jun

7 Most Powerful Sales Tools



By Geoffrey James
First Published on inc.com


It's not about the worksheets: These tools are what really create success sales. Read more >>

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