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Sales

Marketing Sucks

“It’s talking people into buying shit they don’t really need. That’s marketing!” People think that marketing is all about getting people to do what they do not want to do. It does seem that way. Why else is Coke one of the most well known brands in the world? Who would ever think Coca Cola is something that people should have? Thus if marketing is what drove the soft drink Coca Cola, and the brand Coke, to so many people – then marketing must be a bad thing! Marketing must be about getting people to buy ‘shit’ they do not really need. But is it? […]

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What does Consent mean according to the Canadian Anti-Spam Law

(The thoughts and ideas included in this article are based on my own personal interpretation of CASL and are not intended to provide advice. Discussion is encouraged on these ideas.) The CASL (Canadian Anti-Spam Law) comes into effect July 1, 2014.  One key aspect of this law is that you cannot send email or any other commercial electronic message (text, social media message) without consent to do so. They have also stipulated that sending a message to ask for consent is against the rules. So what is consent and how does one get it correctly. There are two forms of consent: implied consent and

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Email as a Sales Tool will change with the new Anti-Spam Law

(The thoughts and ideas included in this article are based on my own personal interpretation of CASL and are not intended to provide advice. Discussion is encouraged on these ideas.) The new Canadian Anti-Spam Law has definitely changed the way any organization in Canada can approach using email not only as a marketing tool – but even a communication tool in the sales process. Take for instance this scenario: A sales person meets a new prospect at a trade show on July 15, 2014.  For this example let us say this is related to financial services.  They have a good discussion about some various

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Determining Content in your B2B Website

There are two key things related to how to set up the content on a B2B website. First what is the buyer behaviour of your prospects and second, how does your website fit into your company’s sales process. Let’s go over the various ways that a B2B company could use their website in their sales process. Is your website being used to generate new leads for your business – in that case you need attention getting headlines and engaging content.  You also need to up your SEO as well as have a landing page strategy (possibly using PPC) as well as a way to

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Sales Cycles

I have been working with many organizations on their sales cycle lately.  By optimizing the sales cycle, a business can drastically improve overall revenue.  By shortening the sales cycle a firm can improve products faster, respond quicker to clients needs and improve overall client satisfaction. First, we should really clarify what we mean by the sales cycle.  I classify the sales cycle as the portion of the sales process that starts with a qualified lead and ends with a closed sale.  Now the reason the sales cycle uses the term cycle (and one key to improving overall sales and revenue) are in the realization

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