151 Quick Ideas to Increase Sales

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ReadHowYouWant.com, Aug 21, 2008 - Business & Economics - 260 pages
151 Quick Ideas to Increase Sales will help you do all this and more. It will break down the walls between the sales function and the other promotional elements in a typical marketing mix, allowing for a more synergistic approach to sales.
 

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Contents

Sales
1
Lots of Ways to Influence Sales
2
3 The ThreePhase Business Development Process
4
4 Trust and RapportBuildingIts Still Sales
5
Parts Are Parts
7
6 They May Be Clients AlreadyBut Its Still Sales
9
7 Clarify What Youre Really Selling
10
8 Understand the Lifetime Value of Your Customers
12
79 Retail Stores Put Up a Good Front
119
80 The Principle of the Loss Leader
121
81 Convenience Stores Give You Gas
122
82 Popular Brands Use Celebrities to Strengthen Credibility
123
83 So Many Choices So Little Time
125
84 Inventors Use Infomercials to Tell a Complex Story
126
85 Big Tickets Get Big Thanks
128
86 A Chocolate on Your Pillow
129

9 Understand the Impact Business Goals Have on Prospecting
13
10 Understand How YOU Add Value
14
11 Inventory Your Business Development Assets
16
12 Round Up Collateral Materials
17
13 Get More Customersthe Good Kind
19
14 Uncover Your Path to Sales
20
15 Dump the Dead Weight
21
16 Do You Have Brand?
23
17 Share Your Bounty With the Community
24
18 All Roads Lead to Sales
25
III
27
20 Public Relations Are Rich in Paybacks
28
21 They Call It Earned Media for a Reason
30
22 Publicize Your Publicity
31
23 The Media Is Your FriendNot Your Mother
33
24 The Community Wants to Know and Love You
34
25 Websites Are More Than 247 Brochures
35
26 Pricing Strategies Are Way More Than a Discount Program
37
27 CrossPromotions Can Help You Make New Friends
38
28 Let Trade Shows Show You the Way
40
29 Direct Sales Arent Always Direct
41
30 Cold Calls Can Warm Things Upor The Cracker Jack Moment
42
31 A Territory Management Approach Lends Perspective
44
32 Direct Mail Still Delivers
45
33 Publishing Your Ideas Increases Exposure
47
34 Cause Marketing Takes It to Heart
48
35 Speak and Grow Rich in Prospects and Sales
50
36 Customer Referrals Are Rare Birds
52
37 Event Marketing Is a Hot Property
54
38 Find the Synergy Inherent in Your Own Programs
55
39 Develop Sales Objectives for Improved Performance
56
40 Identify the Most Efficient Strategic Approach Ideas
58
41 Selling More to Existing Clients
60
42 Going Beyond the Transaction
61
43 Quicker Closes Equal More Time for More Sales
63
44 Organize a Collaborative Workplace
65
45 Innovation Gets Attention
66
46 Time Organize Your Business
68
47 Momentum Markers
69
Its Not About You
71
49 Create an OpportunityFocused Strategic Account Profile
72
50 Go Wide and Deep With Key Contacts
74
51 Mission PossibleMission Profitable
75
52 Market Position Matters
77
53 Be a Budget Bandit
78
54 Are You Speaking Their Language?
80
55 Customer Satisfaction Connects Us All
82
56 Knowledge of the Competition Inspires Confidence
83
57 Industry Insights Shine a Bright Light
85
58 When Opportunity Knocks Who Will Get the Door?
86
59 Income and Expense Streams Mean Business
88
60 Staffing Gaps Cut a Wide Path
89
61 Interesting Fellows
91
62 ShortTerm Goals Are Golden
92
63 Big Red Truck
93
64 Tap Into the Momentum Present in the Universe
95
65 Referrals Come Easier With Celebration
96
66 Regulate This
98
67 Patriotism Serves Up American Consumers
100
68 Its Fair to Say
102
69 Partnering With Worthy Causes Helps You Make New Friends
103
70 A Mothers Day Makeover
105
71 Information Overload Meets Relevant Intelligence
107
Stand for Something
108
Share Yourself and Your Stories
109
Show Genuine Interest and Concern
111
Pricing
112
AddOn Projects
114
Invoicing
116
78 Understand the Value of a NoSale
117
87 Independent Consultants Go OneonOne
130
88 Consultants Live Their Work
132
89 Home Builders Do the Work
134
90 Big Business Inspires Big Ideas
135
91 Marketing Is a Hard Number
137
92 Coffee Shops Invite Us to Hang Out
138
93 Free Cell Phones Arent Free
140
94 A WebBased Business Thrives on Visitors
141
95 Converting From Free to Fee
143
96 Affiliate Programs Multiply Your Efforts
144
97 Events Accomplish Success With Grassroots Efforts
145
98 Events Rally Corporate Support
147
99 NotforProfits Get People to Help Them Sell
148
100 Galleries and Museums Host Special Showings
150
101 Do You Want BBQ With That Windshield?
152
102 Bloggers Stir the Water
153
103 The Bookstore Bonanza
154
104 Scrip Bank Multiplies the Love
156
105 Media Outlets Take Their Own Medicine
158
106 Retirement Communities Give Away Vacations
160
107 Harley Davidson Builds Community
161
108 You Can Do It We Can Help
163
109 Organizations Have Long Memory
165
110 Real Estate Agents Do Open Houses
166
111 Buffet Style Feeds the Masses
168
112 Assisted Living Assists Future Prospects
170
113 More People Selling Is Better
171
114 Make Sure Everyone Knows What You Sell
173
115 Keep Employees Engaged
174
116 Develop Your Corporate Information Bite
176
117 Suppliers Can Help You Sell
178
118 Customers Can Help You Sell
179
119 The Community Can Help You Sell
181
120 100 Percent Participation in IntelligenceGathering
182
121 An Attitude for Business Development
184
122 Skills for Business Development
185
123 Everyday Things That Impact Sales
187
124 How to Lose a Customer
189
125 Product Category Makeover
190
126 Microwave Customers
192
127 Target Market Overview
193
128 Plan Ahead to Keep Them Talking
195
129 5 Levels of Deep
197
130 Study Solutions to Your Customers Problems
199
131 Build Memorable Sales Presentations
200
132 Daily Nourishment Essentials
202
133 Stay in Front of Your Clients Every Week
204
134 Invest in Yourself
205
135 Become an Expert Its Easier Than You Think
207
136 Keep Your Promises
208
137 Use the Buddy System
210
138 Go on Retreat
211
139 When You Feel the Pull
213
140 Changing Places
215
Income
216
Target Market
218
Approach
220
144 We Manage What We Measure
222
145 Leading and Lagging Indicators
223
146 Measure What Matters to Customers
225
147 Measure What Matters in Your Business
227
148 Say Thank YouOften
228
149 Live Thankfully
230
150 A View of Abundance
231
151 Celebrate and Reward Success
233
Appendix
235
About the Author
236
Back Cover Material
238
Index
241
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