AMA
Playbook

Sales & Marketing

Every business person has to be savvy in sales and marketing. Check out AMA’s collection of sales tips, branding strategies, and marketing advice.

Marketing techniques not to try

Marketing Techniques You Shouldn’t Try

By | Posted Jun 11, 2013

Networking, cold-calling, e-mail blasting, blogging… There are many marketing techniques out there. But unless you’re savvy you may be waiting in vain for results. In his new book, DO IT! MARKETING (AMACOM), marketing coach David Newman discusses many things marketers do, but shouldn’t. Here are four marketing techniques you should avoid…

The 4 New Rules of Branding

By | Posted Apr 11, 2013

How do you create a magnetic brand in an age where people are naturally skeptical? You follow the new rules of influence. Based on what works for influential people, Real Influence presents a model for mastering connected influence, distilled into four steps…

7 Warning Signs That Your Marketing Plan Is Not Done

By | Posted Apr 8, 2013 | 1 Comment

Entrepreneurs are wonderfully passionate. But sometimes that passion is not fully thought through, and the marketing plan (or lack thereof) is usually one of the first signs. Here are some warning signs from 6 Secrets to Startup Success.

brand digitally

Top 5 Rules for Branding Digitally

By | Posted Apr 5, 2013

Branding online has its own rules. You can’t simply dump your content from other sources into other formats and expect them to succeed. Here are the top 5 rules for branding digitally…

relevant marketing

Is Your Online Marketing Relevant?

By | Posted Mar 29, 2013

Are you sure your marketing is still relevant? The average customer is flooded with messages hourly. At the same time, marketers now have the data and the ability to target small, niche groups of customers. Because of these two trends, customers expect relevance.

B2B analysis

How Is B2B Marketing Different From B2C Marketing?

By | Posted Mar 20, 2013 | 1 Comment

Marketing is extremely different when you are marketing directly to a consumer (“b to c” or B2C) as opposed to marketing to another business (“b to b” or B2B).

sales meeting collaborating

How Do You Use Collaboration in a Sales Meeting?

By | Posted Mar 19, 2013

Collaborative selling can be as simple as a single conversation, or a string of conversations, between a buyer and a seller—two-way conversations where the discovery and dialogue are part of the value the buyer receives.

Business woman selling over phone

Are You Still Trying to Overcome Objections?

By | Posted Mar 13, 2013

Is any prospect in their right mind going to be honest with you, knowing that you have been trained to overcome objections and not take no for an answer? Instead of being open and honest, the prospect avoids bringing up real concerns.

Rescue the Sale with 8 Comebacks to “We’ve decided to go with another company”

By | Posted Mar 4, 2013

Overcoming objections is part of sales. Just when you think you’ve made the sale, the customer responds with “We’ve decided to go with someone else.” Don’t give up. Overcome this common response with these eight comebacks…

Salesman closing a sale

12 Comebacks When Your Sales Prospect Says “The Price Is Far Too High.”

By | Posted Mar 3, 2013

One of the most important skills for how to be a salesman is overcoming objections. Here are 12 comebacks to the most common objection to closing a sale: the price.

Woman analyzing data to determine reserve price

Why reserve price is crucial to negotiation

By | Posted Mar 2, 2013

Have you ever bought or sold anything on eBay, the online auction site? If you have, you’ve encountered the term reserve price, which is the lowest price the seller will accept for an item—it is the dollar amount below which the seller will walk away

How to Negotiate a Job

By | Posted Mar 1, 2013

Before negotiating, make sure you have a BATNA–a practical alternative to the deal. Alternatives make it possible for a negotiator to say, “If this negotiation fails to produce what I need, I can always do…”

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