LandingTheDeal: July 2006 Archives

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Jul31	Dilbert's Blog Dan Tudor July 31, 2006 Know More: Books, Blogs & Other Resources 2.0, Books, Blogs & Other Resources When I woke up this morning (multiple awakenings, come to think of it, since we have a new baby in the house) I didn't know that the cartoon character Dilbert had his own blog. Now I do. And, technically, it's Dilbert's creator Scott Adams' blog. And, it's great. Kind of like the real life written version of his comic strip. For instance, this post on having goals. Hilarious. And not just because I have several Dilbert-like qualities... Posted at 11:41 PM \| Permalink \| Comments
Jul31	Great Sales Copywriting Dan Tudor July 31, 2006 This is my fourth post today on great sales copywriting...strange how that works sometimes, isn't it? You stumble upon an important topic and then seem to find good tip after good tip to pass along! Here's some more great advice... Continue Reading Posted at 11:28 PM \| Permalink \| Comments
	More Sizzling Sales Headlines Dan Tudor July 31, 2006 Part two of our short series on great sales headlines that sizzle, courtesy of the writing pros over at Copyblogger: 6. Here’s a Quick Way to [solve a problem]People love quick and easy when it comes to solving a... Continue Reading Posted at 11:12 PM \| Permalink \| Comments
	Putting Some Sizzle in Your Sales Headlines Dan Tudor July 31, 2006 I just posted about good writing tips for sales professionals, focusing on using active verbs when you're putting together a sales letter. It's important stuff, especially for sales pros that write a lot of letters as a part of their... Continue Reading Posted at 11:01 PM \| Permalink \| Comments
	Writing Great Sales Copy - "To Be", or "Not To Be" Dan Tudor July 31, 2006 We haven't touched much on this topic yet here at LandingTheDeal, but its an important one: Writing effective sales copy. This can apply to presentations, sales letters, e-mails and blogs. Great sales writing is essential to long term selling... Continue Reading Posted at 10:52 PM \| Permalink \| Comments
	Businesses vs. Customers, Part II Dan Tudor July 31, 2006 A comment from Sean Woodruff on my post about angry customers: "Here's the problem. There are two sides to every story. The customer isn't always right and if customers start blogging about everyting they don't like, companies will counter with... Continue Reading Posted at 5:23 PM \| Permalink \| Comments
	USA Still Best Bet for Entrepreneurs Dan Tudor July 31, 2006 With all the talk of globalization and the rise of capitalism in emerging parts of the world, here's a report that says the U.S. is still the place to be if you're going to be an entrepreneur. At least... Continue Reading Posted at 5:10 PM \| Permalink \| Comments
Jul30	Blog Rants: Coming to a Small Town Near You Dan Tudor July 30, 2006 Church of the Customer turned me on to a blog rant about a bad plumber in a small down in Florida, and the customer who has embarked on a one-man crusade to bring the plumber to his knees (thereby exposing... Continue Reading Posted at 12:17 AM \| Permalink \| Comments
Jul28	Are You at the Top of Your Game? Dan Tudor July 28, 2006 Here's a quote to get you thinking: "Only those who will risk going too far can possibly find out how far one can go." That's from American poet T.S. Elliot. Think about it. Sales is really one of the... Continue Reading Posted at 6:04 PM \| Permalink \| Comments
	Why Face to Face Selling Is Making a Comeback Dan Tudor July 28, 2006 Remember back in the late 90's when many were predicting the end of face-to-face selling, and a move to "zero gravity" online-only selling? We all realized something, it looks like: We like people. We really like interesting people. Seth Godin makes... Continue Reading Posted at 5:47 PM \| Permalink \| Comments
	Cool Tool When You Have to Take Your Work With You Dan Tudor July 28, 2006 We've all been there before: We take our wireless laptop on a sales call, business trip, or vacation. We "assume" that there will be a connection so that we can go online, only to discover there is no connectivity. I... Continue Reading Posted at 5:40 PM \| Permalink \| Comments
	Attention to Detail Dan Tudor July 28, 2006 Sometimes its the little things in sales that make the difference in how you are perceived. Take this comment from a recent traveler who returned from Italy, from a local newspaper story: "I couldn't help but notice how every... Continue Reading Posted at 5:32 PM \| Permalink \| Comments
	Buy Something Dan Tudor July 28, 2006 Our blogging buddy, Ron McDaniel, has an entrepreneurial daughter named Alexandra. She has started her own company, Kids Roar. All you adults out there that have a few bucks to spare should go to her site and buy something. ... Continue Reading Posted at 12:57 AM \| Permalink \| Comments
	Great Ideas That Are Never Born Dan Tudor July 28, 2006 About ten years ago, I made a choice to leave a big, international sales company to start a business. I had an OK office. A decent salary. Some room for "advancement". Had I sat down and analyzed the pros... Continue Reading Posted at 12:18 AM \| Permalink \| Comments
Jul27	Seth Talks Money Dan Tudor July 27, 2006 Most sales professionals and entrepreneurs are focused on money: How to spend it, how to get more of it, how not to lose all of it. But Seth Godin brings up a great point in his post about money. His... Continue Reading Posted at 11:55 PM \| Permalink \| Comments
Jul26	Must Read Posts at TopLeadGenerators Dan Tudor July 26, 2006 In case you've missed them, here are some of the latest posts over at our sister blog, TopLeadGenerators: No-No's of Networking: A visiting expert goes over five things to never do when you're at a networking event...these things can kill... Continue Reading Posted at 4:28 PM \| Permalink \| Comments
	Tough Day of Selling? Don't Forget to Laugh! Dan Tudor July 26, 2006 There will be lots of stress involved in your day-to-day sales career, as you probably already know. The best cure for a stressful day? Laughter. Here's the latest, from a recent report on ABC News: A new study finds... Continue Reading Posted at 4:21 PM \| Permalink \| Comments
	Excuse Me For a Moment While I Bite the Hand That Feeds Me... Dan Tudor July 26, 2006 In case you haven't noticed while visit blogs here at Know More Media, we're looking for stuff. Lots of stuff. We're looking for sponsors for our blogs (I'll get you a screamin' deal if you sponsor ours. We'll talk later.) ... Continue Reading Posted at 12:10 AM \| Permalink \| Comments
Jul25	Hezbollah Sales Strategy Dan Tudor July 25, 2006 Yes, that Hezbollah. The terrorist group at the center of the current crisis in the Middle East - "Day 145,398" or so, if you're keeping track at home. Last night I turned on the TV in our kitchen and... Continue Reading Posted at 2:35 PM \| Permalink \| Comments
	Are You Throwing "Tossed Salad" At Your Prospects? Dan Tudor July 25, 2006 "Tossed salad" is the term that copywriting expert Michael Masterson calls trying to sell all the benefits and features of whatever it is you're offering. You see it all the time in brochures and advertising...trying to be all things... Continue Reading Posted at 12:38 PM \| Permalink \| Comments
	Is a Demo a Good Idea? Dan Tudor July 25, 2006 Our blogger pal Sean Woodruff chimes in on my "naked sales call" post with this thought on customer demonstrations, and whether or not sales professionals should do them: "To take this idea a step further, about 6 years ago I... Continue Reading Posted at 9:36 AM \| Permalink \| Comments
Jul24	Showing Up Naked To Your Next Sales Call? Dan Tudor July 24, 2006 That's what author and trainer Jill Konrath suggest you do the next time you visit a prospect. (And, no...that's not a snapshot of me typing my blog entries here at LandingTheDeal...) No, she's not suggesting you shed your coat... Continue Reading Posted at 11:45 PM \| Permalink \| Comments
	How Do Bobbleheads Sell Magazine Subscriptions? Dan Tudor July 24, 2006 What a great example of Seth Godin's "free prize" theory! Nobody talked much about a stuffy law journal. Until, that is, the law journal The Green Bag started producing Supreme Court Justice commemorative bobbleheads. Now, they're sold on eBay. Legal geeks... Continue Reading Posted at 12:02 AM \| Permalink \| Comments
Jul23	Thinking Like a Billionaire - Part Two Dan Tudor July 23, 2006 Continued from my previous post, Robert Cox enlightens us with his observations about billionaires that he knows and has done business with, and what the secret is to their success: "When a billionaire enters a meeting, it is all... Continue Reading Posted at 3:43 PM \| Permalink \| Comments
	Thinking Like a Billionaire - Part One Dan Tudor July 23, 2006 I ran across an interesting article by Robert Cox, who founded one of the first "home shopping" networks on TV and has become rich by approaching each of his business ventures a certain way. Here are his recommendations for... Continue Reading Posted at 3:35 PM \| Permalink \| Comments
	Walking The Plank With Cheesy Car Ads Dan Tudor July 23, 2006 Local TV ads are a hoot sometimes. Most of the time, actually. I just saw one a few minutes ago advertising a local Dodge dealership promoting their "Shipwreck of Savings" weekend. It was complete with cheesy graphics, pirate sound... Continue Reading Posted at 12:33 AM \| Permalink \| Comments
Jul22	Top Sales Team Award Goes To...The Rolling Stones? Dan Tudor July 22, 2006 OK, I don't get it. When it comes to concert tour sales, The Rolling Stones are leading the pack here in 2006. That surprised me. I mean, I know that the Stones are rock and roll legends and have cultivated... Continue Reading Posted at 11:56 PM \| Permalink \| Comments
Jul20	Are They Still Your Customer? Dan Tudor July 20, 2006 Rich Schefren is a business expert with a knack for turning around failing companies, and starting new ones that enjoy hot sales from the word go. His secret? Understanding his customers, and how to capitalize on the opportunity to... Continue Reading Posted at 1:38 PM \| Permalink \| Comments
	The Inspiring Story of Colonel Sanders Dan Tudor July 20, 2006 Rich at MarketingBlurb had an interesting post on the "extreme makeover" that has been foisted upon the kindly old chicken fry cook, Colonel Sanders. Then Gary over at AlphaMarketer commented how inspiring the Colonel's story is for entrepreneurs, business people,... Continue Reading Posted at 1:21 PM \| Permalink \| Comments
	Big Company, Mediocre Blog, Bad Results Dan Tudor July 20, 2006 Dell is a big computer company. I happen to like them, many do not. I'm typing this entry on my Dell Inspiron laptop. But it is funny, I have to admit, when a big company like Dell doesn't get Web... Continue Reading Posted at 12:46 AM \| Permalink \| Comments
	A Pair of Briefs Dan Tudor July 20, 2006 No, not undies. Although you have no idea how proud of myself I am for coming up with that picture and article title. We're talking about keeping presentations and marketing messages brief. One view I referenced earlier talked about... Continue Reading Posted at 12:23 AM \| Permalink \| Comments
Jul19	Sales Tip From Lincoln Dan Tudor July 19, 2006 Speaking of Lincoln, as I just did in my previous post, here's a good sales reminder on presentations and proposals from our friends at justsell.com: In 1863, Abraham Lincoln delivered one of history's most famous and remembered speeches-- the... Continue Reading Posted at 4:44 PM \| Permalink \| Comments
	Abe Lincoln's Customer Relationship Philosophy Dan Tudor July 19, 2006 "I don't like that person - I think I need to get to know him better." - Abraham Lincoln Is that your attitude when it comes to customer relationships? You can see why Lincoln was a skilled politician...his attitude was... Continue Reading Posted at 4:30 PM \| Permalink \| Comments
Jul16	How Pink Ear Plugs Became Purple Cows Dan Tudor July 16, 2006 As my wife was recovering from her C-Section earlier this week, she asked me to run down the street to buy her some ear plugs. Hospitals are noisy, after all, and she needed her rest. I was happy to do... Continue Reading Posted at 11:07 PM \| Permalink \| Comments
	What We Can Learn From Selling Strategies in Japan Dan Tudor July 16, 2006 The psychology of "why someone buys" has always fascinated me. The psychology of "what someone will pay for something" fascinates me even more. Cadillac started making a pick-up version of the Escalade. Did stock brokers suddenly have the need to... Continue Reading Posted at 10:48 PM \| Permalink \| Comments
	Being a Good Team Player Dan Tudor July 16, 2006 Sales professionals have a tendency to be self-focused and "looking out for #1" most of the time. But sales expert Brian Tracy puts in a good word of two for all smart sales pros on the virtues of being... Continue Reading Posted at 10:16 PM \| Permalink \| Comments
	How Selling Tupperware Came to Be Dan Tudor July 16, 2006 Interesting bit of sales history from justsell.com, talking about Tupperware and the evolution of how it was sold: An inexperienced business person until a divorce in 1942, Ms. Brownie Wise began selling Stanley Home Products at home parties to... Continue Reading Posted at 9:59 PM \| Permalink \| Comments
Jul14	How a Baseball Team Is Creating Buzz Dan Tudor July 14, 2006 Minor league baseball can be a tough sell to local fans, who are trying to stretch their entertainment dollars further and further. When you're an "independent" team (not affiliated with a Major League Baseball organization) the sale can be... Continue Reading Posted at 5:40 PM \| Permalink \| Comments
	The Latest Buzz From Buzzoodle Dan Tudor July 14, 2006 It's been a while since I last mentioned our friend Ron McDaniel over at Buzzoodle, our unofficial ambassador of buzz marketing. Here are some posts you need to check into when you have a moment...its good stuff: Good ways to... Continue Reading Posted at 5:24 PM \| Permalink \| Comments
	The Rebate War Rages On Dan Tudor July 14, 2006 Derrick Moe from SelectMetrix chimes in on our war against rebates - and those who try and defend the sinister practice - with this good news from Dell: Dell Inc. on Thursday said it will cut back on mail-in... Continue Reading Posted at 8:29 AM \| Permalink \| Comments
	I'm Sold On This Kid! Dan Tudor July 14, 2006 My posts have been a little inconsistent this week, but I swear I had a good reason. My gorgeous wife gave birth to our third child, and first son. His name is Colt Daniel Tudor, and we're thrilled beyond words.... Continue Reading Posted at 12:39 AM \| Permalink \| Comments
	What Makes People Choose a Hospital? Dan Tudor July 14, 2006 As mentioned in my previous post, we just had a baby! We're at a local hospital while my wife is recovering from her C-Section and our baby spends some time in the intensive care unit getting rid of some fluid... Continue Reading Posted at 12:20 AM \| Permalink \| Comments
	Two Plops Instead of One Dan Tudor July 14, 2006 Most increases in sales don't have to involve developing brand new products, launching new markets, or doubling a sales staff. You can achieve great things simply by finding ways to expand your current offerings. If you're in mortgage sales,... Continue Reading Posted at 12:08 AM \| Permalink \| Comments
Jul13	Is This Any Way to Sell a Book? Dan Tudor July 13, 2006 Yes. In todays world of self-publishing, downloadable files and blogs...absolutely. What surprises me? That more people - regular people like you, with an expertise and advice on how to be successful at whatever you do - don't write books and... Continue Reading Posted at 11:58 PM \| Permalink \| Comments
	Response From The Rebate Lobby Dan Tudor July 13, 2006 Following my post on the sinister rebate industry, I received a response from a representative of the sinister rebate industry. Since this is a family blog, I took the liberty of censoring some of the many colorful swear words... Continue Reading Posted at 11:40 PM \| Permalink \| Comments
Jul11	Why I Hate Rebates and Hope That Those Who Try and Sell Their Products Using Them Have a Special Place in Hell Waiting for Them Dan Tudor July 11, 2006 I'm waiting on two rebate checks that, truthfully, I never expect to see. But it makes going to the mailbox everyday a little more fun, so I'll keep on checking. To get to the point of waiting two months... Continue Reading Posted at 5:11 PM \| Permalink \| Comments
	What's a Good Reputation Worth? Dan Tudor July 11, 2006 According to a recent study, highlighted by our friend Marshall over at WebMetricsGuru, it's worth and extra 8% if you sell on eBay. It's interesting stuff...if you're in sales, you should read it! That study measures quantifiable statistics based on... Continue Reading Posted at 4:56 PM \| Permalink \| Comments
Jul10	GoDaddy.com Founder's 16 Rules for Success Dan Tudor July 10, 2006 I like and respect Bob Parsons, the founder of GoDaddy.com. His story about starting his company, and making it successful, is fascinating. And, it's inspiring. I check-in on his blog frequently, and he has recently republished a list of... Continue Reading Posted at 11:16 AM \| Permalink \| Comments
Jul 9	Three Must Read Articles at TopLeadGenerators! Dan Tudor July 9, 2006 There are three recent articles over at TopLeadGenerators that I want to recommend to you (and not just because I wrote them): Getting good sales leads from "free" sources. There's a whole new way to market your products and... Continue Reading Posted at 4:46 PM \| Permalink \| Comments
	What Eggplants Can Teach Us About Great Salespeople Dan Tudor July 9, 2006 Seth Godin seems to find relevant lessons for sales professionals in odd little place, just like I do. You always have to be looking for examples of good selling, because if you do you'll find that they're everywhere. Case... Continue Reading Posted at 4:08 PM \| Permalink \| Comments
	Targeting Your Customer Dan Tudor July 9, 2006 I had to read it twice just to make sure I got it all, which is probably the best testimonial on this great thought from Internet consultant David Cross on targeting and "segmenting" your customers, and why it's the best... Continue Reading Posted at 12:40 AM \| Permalink \| Comments
	Is Your Prospect Lying to You? Dan Tudor July 9, 2006 Here are the seven common signs that they might be.... Continue Reading Posted at 12:32 AM \| Permalink \| Comments
Jul 8	Using Video to Sell Dan Tudor July 8, 2006 Ty, over at PowerSellerKing here on KMM, has an interesting post on a little "experiment" that one of my fellow VM Direct affiliates is conducting. He's using video to sell an item on eBay, alongside a "regular" static text ad. ... Continue Reading Posted at 11:46 PM \| Permalink \| Comments
	World Cup Advertising Strikes Out With Dan Dan Tudor July 8, 2006 After a month of promotion, non-stop worldwide attention, and me watching a few World Cup games, I realized a few things today as France and Italy prepare to square off in the finals: I can't remember a single sideline... Continue Reading Posted at 6:20 PM \| Permalink \| Comments
	Avoiding Small Talk When Selling Dan Tudor July 8, 2006 Or, anytime really. Noah at Okdork.com has a fun little list of things to do when you want to avoid "small talk". In sales, there's lots of small talk. Is it worthwhile? Probably not. Big Talk, however, is worthwhile. Here's... Continue Reading Posted at 6:12 PM \| Permalink \| Comments
	Sales and Marketing Trends Dan Tudor July 8, 2006 Steve Rubel posted a great piece about 25 things he learned from GoogleTrends. So, I'll play along too with some trends I found focused on sales, marketing, and business: We'd rather open up our own business than just find... Continue Reading Posted at 5:52 PM \| Permalink \| Comments
	Lessons Learned From Japanese "Sales" Culture Dan Tudor July 8, 2006 My preceding post talked about the observations of an American businessman on a trip to Japan, and his stay at The Four Seasons in Tokyo. The lessons we can take away from that story? There are some good ones:... Continue Reading Posted at 5:32 PM \| Permalink \| Comments
	How the Japanese Succeed At Selling Dan Tudor July 8, 2006 Author and businessman Michael Masterson has a great little story about his recent visit to the Four Seasons hotel in Tokyo. Read about how the Japanese treat their customers, and how you might be able to apply some of those... Continue Reading Posted at 5:19 PM \| Permalink \| Comments
	Things To Avoid When You Sell Over the Telephone Dan Tudor July 8, 2006 Many of you have asked me to talk more about selling over the telephone, so that's what I want to focus on for a moment here today. I found a really interesting article by sales trainer Art Sobczak, who specializes... Continue Reading Posted at 4:50 PM \| Permalink \| Comments
	Why I LIke Orbitz Dan Tudor July 8, 2006 If you look to the right of this post, you'll notice that Orbitz has become an advertiser here at LandingTheDeal and KMM. I like Orbitz. I actually book almost all of my travel through Orbitz, and I will continue... Continue Reading Posted at 12:46 AM \| Permalink \| Comments
Jul 6	How One Winemaker Sells Their Product and Builds Their Growing Business Through "Guilt Marketing" Dan Tudor July 6, 2006 From author John Forde. Read this...it's really good, whether you're in sales or own a business: I've got wine on my mind. Not literally, mind you. As I write this, it's not even 10:00 a.m., for God's sake.No. I'm thinking... Continue Reading Posted at 2:10 PM \| Permalink \| Comments
	Speaking of Housing Sales, They're Slowing Down in the U.S. Dan Tudor July 6, 2006 My previous post talked about the expected boom coming in real estate over in England after the conclusion of the World Cup. Here in the U.S., it's a different story. There's a major slow-down in home buying, and the trend... Continue Reading Posted at 1:52 PM \| Permalink \| Comments
	Housing Sales Tied to World Cup? Dan Tudor July 6, 2006 That appears to be the case in England, where analysts expect a big jump in home buying in England and around Europe once the World Cup concludes this coming weekend. That should speak volumes to those of us here in... Continue Reading Posted at 1:36 PM \| Permalink \| Comments
Jul 5	Woodruff's Take on Dan's World Cup Observations Dan Tudor July 5, 2006 "Woodruff" would be Sean Woodruff of WoodruffDirect, who frequently provides good comments to whatever we're talking about here at LandingTheDeal. "Dan" would be me. I made some observations about how sideline advertising, at least the way it is done... Continue Reading Posted at 5:34 PM \| Permalink \| Comments
Jul 4	Smart World Cup Marketing by McDonalds? Dan Tudor July 4, 2006 My vote is no. I'm not "lovin" the ad I just saw. Simple reason. In my previous post, I mused about the effectiveness of sideline marketing during the World Cup. When I saw the McDonald's ad on the sideline,... Continue Reading Posted at 3:21 PM \| Permalink \| Comments
	Dan's World Cup Marketing Strategy Dan Tudor July 4, 2006 Today, I turned on the TV and intentionally searched out the World Cup soccer game between Germany and Italy. I was hoping I'd catch the game in the middle of some crucial shoot-out or something. Alas, it was a... Continue Reading Posted at 2:16 PM \| Permalink \| Comments
Jul 3	A "Revolutionary" Entrepreneur and Salesman Dan Tudor July 3, 2006 It's amazing, really, to consider everything that Benjamin Franklin did in his life. If you ever want to be inspired to be your best, to be original, and to create "buzz", just read a profile of Franklin's accomplishments. As luck... Continue Reading Posted at 5:19 PM \| Permalink \| Comments
	Don't Press the Button Dan Tudor July 3, 2006 I'm not sure why this is relevant to the selling discussions we have here at LandingTheDeal. But I know it is...somehow. When you click on the link below here in a second, ask yourself: How could I make my... Continue Reading Posted at 3:32 PM \| Permalink \| Comments
	Building Your Bank of Business Dan Tudor July 3, 2006 Your "bank of business", of course, is the prospects and proposals that you have working towards a sale. Another popular term for this is your "pipeline". As we sit at the midway point in 2006, you should take a... Continue Reading Posted at 12:03 PM \| Permalink \| Comments
	Starting Early, Going Long Dan Tudor July 3, 2006 In sports, you want to score often and score early. In football, one way to do that is by "going long". If you're in sales, these first few days of July are a slow start to the month. In... Continue Reading Posted at 11:26 AM \| Permalink \| Comments
Jul 2	Seth on Sales: It's Hard Work! Dan Tudor July 2, 2006 First in an eleven part series We've taken a recent post by Seth Godin and broken it into a little eleven part series. It revolves around Seth's advice to the marketing department, from the hard-working sales department. It's a... Continue Reading Posted at 6:53 PM \| Permalink \| Comments
	Seth on Sales: Don't Make Me Break Promises Dan Tudor July 2, 2006 Second in a series Promises made by sales professionals are sacred in the eyes of their customers. Customers remember promises made to them, and hold the sales rep personally responsible (for them, the company is their sales rep). Here's Seth... Continue Reading Posted at 6:46 PM \| Permalink \| Comments
	Seth on Sales: Don't Ask Me "When Will the Sale Close?" Dan Tudor July 2, 2006 Third in a series This one is good: Selling is interpersonal. I am not moving bits, I'm trying to change people's minds, one person at a time. So, no, I can't tell you when the sale will close. No one... Continue Reading Posted at 6:41 PM \| Permalink \| Comments
	Seth on Sales: Don't Make Me Sell Crap Dan Tudor July 2, 2006 Fourth in a series Seth Godin makes this request of all marketers, on the behalf of all sales professionals: I love selling. I particularly love selling great stuff, well marketed. Don't let me down. Don't ask me to sell lousy... Continue Reading Posted at 6:37 PM \| Permalink \| Comments
	Seth on Sales: Don't Move My Cheese, Please Dan Tudor July 2, 2006 Fifth in a series There was a popular motivational/business book a few years ago (it's still on the shelves, I noticed the other day) that's entitled "Who Moved My Cheese?" It's about adapting to change, and the value of not... Continue Reading Posted at 6:28 PM \| Permalink \| Comments
	Seth on Sales: I Have No Clue Dan Tudor July 2, 2006 Sixth in a series: Author Seth Godin continues his list of items that the marketing department needs to hear from the sales department. This one kind of speaks for itself, I think... I have no earthly idea what really... Continue Reading Posted at 6:22 PM \| Permalink \| Comments
	Seth on Sales: Help Me to Never Cold-Call Again! Dan Tudor July 2, 2006 Seventh in a series Seth Godin weighs in the difference, from a sales professional's point of view, on a call-in lead vs. a "cold call" lead. Remember, this is a sales professional's message to the marketing department: There is... Continue Reading Posted at 6:13 PM \| Permalink \| Comments
	Seth on Sales: Ask Me What I Know Dan Tudor July 2, 2006 Eighth in a series Another message, via Seth Godin, from the sales pro to the marketing department: Usually, customers lie when they turn me down. They make up reasons. But every once in a while, I actually learn something... Continue Reading Posted at 6:06 PM \| Permalink \| Comments
	Seth on Sales: You NEED Good Salespeople Dan Tudor July 2, 2006 Ninth in a series A lot of companies look for ways to reduce the need for salespeople. Seth Godin points out that this might be a bad strategy: I know you'd like to get rid of me and just take... Continue Reading Posted at 5:59 PM \| Permalink \| Comments
	Seth on Sales: Don't Whine About Sales Duties! Dan Tudor July 2, 2006 Tenth in a series Now Seth Godin changes points of views for a moment, giving some advice to sales professionals from a marketers point of view: I know that selling is hard and unpredictable. But if you're going to... Continue Reading Posted at 5:51 PM \| Permalink \| Comments
	Seth on Sales: Price and Competition Dan Tudor July 2, 2006 Last in a series Here's Seth's 11th, and final, thing that marketers ought to know about salespeople. This one is a comment to salespeople who might give this feedback to marketing guys and gals: The two worst pieces of feedback you... Continue Reading Posted at 5:32 PM \| Permalink \| Comments

« June 2006 | Main | August 2006 »

Jul31	Dilbert's Blog Dan Tudor July 31, 2006 Know More: Books, Blogs & Other Resources 2.0, Books, Blogs & Other Resources When I woke up this morning (multiple awakenings, come to think of it, since we have a new baby in the house) I didn't know that the cartoon character Dilbert had his own blog. Now I do. And, technically, it's Dilbert's creator Scott Adams' blog. And, it's great. Kind of like the real life written version of his comic strip. For instance, this post on having goals. Hilarious. And not just because I have several Dilbert-like qualities... Posted at 11:41 PM \| Permalink \| Comments
Jul31	Great Sales Copywriting Dan Tudor July 31, 2006 This is my fourth post today on great sales copywriting...strange how that works sometimes, isn't it? You stumble upon an important topic and then seem to find good tip after good tip to pass along! Here's some more great advice... Continue Reading Posted at 11:28 PM \| Permalink \| Comments
	More Sizzling Sales Headlines Dan Tudor July 31, 2006 Part two of our short series on great sales headlines that sizzle, courtesy of the writing pros over at Copyblogger: 6. Here’s a Quick Way to [solve a problem]People love quick and easy when it comes to solving a... Continue Reading Posted at 11:12 PM \| Permalink \| Comments
	Putting Some Sizzle in Your Sales Headlines Dan Tudor July 31, 2006 I just posted about good writing tips for sales professionals, focusing on using active verbs when you're putting together a sales letter. It's important stuff, especially for sales pros that write a lot of letters as a part of their... Continue Reading Posted at 11:01 PM \| Permalink \| Comments
	Writing Great Sales Copy - "To Be", or "Not To Be" Dan Tudor July 31, 2006 We haven't touched much on this topic yet here at LandingTheDeal, but its an important one: Writing effective sales copy. This can apply to presentations, sales letters, e-mails and blogs. Great sales writing is essential to long term selling... Continue Reading Posted at 10:52 PM \| Permalink \| Comments
	Businesses vs. Customers, Part II Dan Tudor July 31, 2006 A comment from Sean Woodruff on my post about angry customers: "Here's the problem. There are two sides to every story. The customer isn't always right and if customers start blogging about everyting they don't like, companies will counter with... Continue Reading Posted at 5:23 PM \| Permalink \| Comments
	USA Still Best Bet for Entrepreneurs Dan Tudor July 31, 2006 With all the talk of globalization and the rise of capitalism in emerging parts of the world, here's a report that says the U.S. is still the place to be if you're going to be an entrepreneur. At least... Continue Reading Posted at 5:10 PM \| Permalink \| Comments
Jul30	Blog Rants: Coming to a Small Town Near You Dan Tudor July 30, 2006 Church of the Customer turned me on to a blog rant about a bad plumber in a small down in Florida, and the customer who has embarked on a one-man crusade to bring the plumber to his knees (thereby exposing... Continue Reading Posted at 12:17 AM \| Permalink \| Comments
Jul28	Are You at the Top of Your Game? Dan Tudor July 28, 2006 Here's a quote to get you thinking: "Only those who will risk going too far can possibly find out how far one can go." That's from American poet T.S. Elliot. Think about it. Sales is really one of the... Continue Reading Posted at 6:04 PM \| Permalink \| Comments
	Why Face to Face Selling Is Making a Comeback Dan Tudor July 28, 2006 Remember back in the late 90's when many were predicting the end of face-to-face selling, and a move to "zero gravity" online-only selling? We all realized something, it looks like: We like people. We really like interesting people. Seth Godin makes... Continue Reading Posted at 5:47 PM \| Permalink \| Comments
	Cool Tool When You Have to Take Your Work With You Dan Tudor July 28, 2006 We've all been there before: We take our wireless laptop on a sales call, business trip, or vacation. We "assume" that there will be a connection so that we can go online, only to discover there is no connectivity. I... Continue Reading Posted at 5:40 PM \| Permalink \| Comments
	Attention to Detail Dan Tudor July 28, 2006 Sometimes its the little things in sales that make the difference in how you are perceived. Take this comment from a recent traveler who returned from Italy, from a local newspaper story: "I couldn't help but notice how every... Continue Reading Posted at 5:32 PM \| Permalink \| Comments
	Buy Something Dan Tudor July 28, 2006 Our blogging buddy, Ron McDaniel, has an entrepreneurial daughter named Alexandra. She has started her own company, Kids Roar. All you adults out there that have a few bucks to spare should go to her site and buy something. ... Continue Reading Posted at 12:57 AM \| Permalink \| Comments
	Great Ideas That Are Never Born Dan Tudor July 28, 2006 About ten years ago, I made a choice to leave a big, international sales company to start a business. I had an OK office. A decent salary. Some room for "advancement". Had I sat down and analyzed the pros... Continue Reading Posted at 12:18 AM \| Permalink \| Comments
Jul27	Seth Talks Money Dan Tudor July 27, 2006 Most sales professionals and entrepreneurs are focused on money: How to spend it, how to get more of it, how not to lose all of it. But Seth Godin brings up a great point in his post about money. His... Continue Reading Posted at 11:55 PM \| Permalink \| Comments
Jul26	Must Read Posts at TopLeadGenerators Dan Tudor July 26, 2006 In case you've missed them, here are some of the latest posts over at our sister blog, TopLeadGenerators: No-No's of Networking: A visiting expert goes over five things to never do when you're at a networking event...these things can kill... Continue Reading Posted at 4:28 PM \| Permalink \| Comments
	Tough Day of Selling? Don't Forget to Laugh! Dan Tudor July 26, 2006 There will be lots of stress involved in your day-to-day sales career, as you probably already know. The best cure for a stressful day? Laughter. Here's the latest, from a recent report on ABC News: A new study finds... Continue Reading Posted at 4:21 PM \| Permalink \| Comments
	Excuse Me For a Moment While I Bite the Hand That Feeds Me... Dan Tudor July 26, 2006 In case you haven't noticed while visit blogs here at Know More Media, we're looking for stuff. Lots of stuff. We're looking for sponsors for our blogs (I'll get you a screamin' deal if you sponsor ours. We'll talk later.) ... Continue Reading Posted at 12:10 AM \| Permalink \| Comments
Jul25	Hezbollah Sales Strategy Dan Tudor July 25, 2006 Yes, that Hezbollah. The terrorist group at the center of the current crisis in the Middle East - "Day 145,398" or so, if you're keeping track at home. Last night I turned on the TV in our kitchen and... Continue Reading Posted at 2:35 PM \| Permalink \| Comments
	Are You Throwing "Tossed Salad" At Your Prospects? Dan Tudor July 25, 2006 "Tossed salad" is the term that copywriting expert Michael Masterson calls trying to sell all the benefits and features of whatever it is you're offering. You see it all the time in brochures and advertising...trying to be all things... Continue Reading Posted at 12:38 PM \| Permalink \| Comments
	Is a Demo a Good Idea? Dan Tudor July 25, 2006 Our blogger pal Sean Woodruff chimes in on my "naked sales call" post with this thought on customer demonstrations, and whether or not sales professionals should do them: "To take this idea a step further, about 6 years ago I... Continue Reading Posted at 9:36 AM \| Permalink \| Comments
Jul24	Showing Up Naked To Your Next Sales Call? Dan Tudor July 24, 2006 That's what author and trainer Jill Konrath suggest you do the next time you visit a prospect. (And, no...that's not a snapshot of me typing my blog entries here at LandingTheDeal...) No, she's not suggesting you shed your coat... Continue Reading Posted at 11:45 PM \| Permalink \| Comments
	How Do Bobbleheads Sell Magazine Subscriptions? Dan Tudor July 24, 2006 What a great example of Seth Godin's "free prize" theory! Nobody talked much about a stuffy law journal. Until, that is, the law journal The Green Bag started producing Supreme Court Justice commemorative bobbleheads. Now, they're sold on eBay. Legal geeks... Continue Reading Posted at 12:02 AM \| Permalink \| Comments
Jul23	Thinking Like a Billionaire - Part Two Dan Tudor July 23, 2006 Continued from my previous post, Robert Cox enlightens us with his observations about billionaires that he knows and has done business with, and what the secret is to their success: "When a billionaire enters a meeting, it is all... Continue Reading Posted at 3:43 PM \| Permalink \| Comments
	Thinking Like a Billionaire - Part One Dan Tudor July 23, 2006 I ran across an interesting article by Robert Cox, who founded one of the first "home shopping" networks on TV and has become rich by approaching each of his business ventures a certain way. Here are his recommendations for... Continue Reading Posted at 3:35 PM \| Permalink \| Comments
	Walking The Plank With Cheesy Car Ads Dan Tudor July 23, 2006 Local TV ads are a hoot sometimes. Most of the time, actually. I just saw one a few minutes ago advertising a local Dodge dealership promoting their "Shipwreck of Savings" weekend. It was complete with cheesy graphics, pirate sound... Continue Reading Posted at 12:33 AM \| Permalink \| Comments
Jul22	Top Sales Team Award Goes To...The Rolling Stones? Dan Tudor July 22, 2006 OK, I don't get it. When it comes to concert tour sales, The Rolling Stones are leading the pack here in 2006. That surprised me. I mean, I know that the Stones are rock and roll legends and have cultivated... Continue Reading Posted at 11:56 PM \| Permalink \| Comments
Jul20	Are They Still Your Customer? Dan Tudor July 20, 2006 Rich Schefren is a business expert with a knack for turning around failing companies, and starting new ones that enjoy hot sales from the word go. His secret? Understanding his customers, and how to capitalize on the opportunity to... Continue Reading Posted at 1:38 PM \| Permalink \| Comments
	The Inspiring Story of Colonel Sanders Dan Tudor July 20, 2006 Rich at MarketingBlurb had an interesting post on the "extreme makeover" that has been foisted upon the kindly old chicken fry cook, Colonel Sanders. Then Gary over at AlphaMarketer commented how inspiring the Colonel's story is for entrepreneurs, business people,... Continue Reading Posted at 1:21 PM \| Permalink \| Comments
	Big Company, Mediocre Blog, Bad Results Dan Tudor July 20, 2006 Dell is a big computer company. I happen to like them, many do not. I'm typing this entry on my Dell Inspiron laptop. But it is funny, I have to admit, when a big company like Dell doesn't get Web... Continue Reading Posted at 12:46 AM \| Permalink \| Comments
	A Pair of Briefs Dan Tudor July 20, 2006 No, not undies. Although you have no idea how proud of myself I am for coming up with that picture and article title. We're talking about keeping presentations and marketing messages brief. One view I referenced earlier talked about... Continue Reading Posted at 12:23 AM \| Permalink \| Comments
Jul19	Sales Tip From Lincoln Dan Tudor July 19, 2006 Speaking of Lincoln, as I just did in my previous post, here's a good sales reminder on presentations and proposals from our friends at justsell.com: In 1863, Abraham Lincoln delivered one of history's most famous and remembered speeches-- the... Continue Reading Posted at 4:44 PM \| Permalink \| Comments
	Abe Lincoln's Customer Relationship Philosophy Dan Tudor July 19, 2006 "I don't like that person - I think I need to get to know him better." - Abraham Lincoln Is that your attitude when it comes to customer relationships? You can see why Lincoln was a skilled politician...his attitude was... Continue Reading Posted at 4:30 PM \| Permalink \| Comments
Jul16	How Pink Ear Plugs Became Purple Cows Dan Tudor July 16, 2006 As my wife was recovering from her C-Section earlier this week, she asked me to run down the street to buy her some ear plugs. Hospitals are noisy, after all, and she needed her rest. I was happy to do... Continue Reading Posted at 11:07 PM \| Permalink \| Comments
	What We Can Learn From Selling Strategies in Japan Dan Tudor July 16, 2006 The psychology of "why someone buys" has always fascinated me. The psychology of "what someone will pay for something" fascinates me even more. Cadillac started making a pick-up version of the Escalade. Did stock brokers suddenly have the need to... Continue Reading Posted at 10:48 PM \| Permalink \| Comments
	Being a Good Team Player Dan Tudor July 16, 2006 Sales professionals have a tendency to be self-focused and "looking out for #1" most of the time. But sales expert Brian Tracy puts in a good word of two for all smart sales pros on the virtues of being... Continue Reading Posted at 10:16 PM \| Permalink \| Comments
	How Selling Tupperware Came to Be Dan Tudor July 16, 2006 Interesting bit of sales history from justsell.com, talking about Tupperware and the evolution of how it was sold: An inexperienced business person until a divorce in 1942, Ms. Brownie Wise began selling Stanley Home Products at home parties to... Continue Reading Posted at 9:59 PM \| Permalink \| Comments
Jul14	How a Baseball Team Is Creating Buzz Dan Tudor July 14, 2006 Minor league baseball can be a tough sell to local fans, who are trying to stretch their entertainment dollars further and further. When you're an "independent" team (not affiliated with a Major League Baseball organization) the sale can be... Continue Reading Posted at 5:40 PM \| Permalink \| Comments
	The Latest Buzz From Buzzoodle Dan Tudor July 14, 2006 It's been a while since I last mentioned our friend Ron McDaniel over at Buzzoodle, our unofficial ambassador of buzz marketing. Here are some posts you need to check into when you have a moment...its good stuff: Good ways to... Continue Reading Posted at 5:24 PM \| Permalink \| Comments
	The Rebate War Rages On Dan Tudor July 14, 2006 Derrick Moe from SelectMetrix chimes in on our war against rebates - and those who try and defend the sinister practice - with this good news from Dell: Dell Inc. on Thursday said it will cut back on mail-in... Continue Reading Posted at 8:29 AM \| Permalink \| Comments
	I'm Sold On This Kid! Dan Tudor July 14, 2006 My posts have been a little inconsistent this week, but I swear I had a good reason. My gorgeous wife gave birth to our third child, and first son. His name is Colt Daniel Tudor, and we're thrilled beyond words.... Continue Reading Posted at 12:39 AM \| Permalink \| Comments
	What Makes People Choose a Hospital? Dan Tudor July 14, 2006 As mentioned in my previous post, we just had a baby! We're at a local hospital while my wife is recovering from her C-Section and our baby spends some time in the intensive care unit getting rid of some fluid... Continue Reading Posted at 12:20 AM \| Permalink \| Comments
	Two Plops Instead of One Dan Tudor July 14, 2006 Most increases in sales don't have to involve developing brand new products, launching new markets, or doubling a sales staff. You can achieve great things simply by finding ways to expand your current offerings. If you're in mortgage sales,... Continue Reading Posted at 12:08 AM \| Permalink \| Comments
Jul13	Is This Any Way to Sell a Book? Dan Tudor July 13, 2006 Yes. In todays world of self-publishing, downloadable files and blogs...absolutely. What surprises me? That more people - regular people like you, with an expertise and advice on how to be successful at whatever you do - don't write books and... Continue Reading Posted at 11:58 PM \| Permalink \| Comments
	Response From The Rebate Lobby Dan Tudor July 13, 2006 Following my post on the sinister rebate industry, I received a response from a representative of the sinister rebate industry. Since this is a family blog, I took the liberty of censoring some of the many colorful swear words... Continue Reading Posted at 11:40 PM \| Permalink \| Comments
Jul11	Why I Hate Rebates and Hope That Those Who Try and Sell Their Products Using Them Have a Special Place in Hell Waiting for Them Dan Tudor July 11, 2006 I'm waiting on two rebate checks that, truthfully, I never expect to see. But it makes going to the mailbox everyday a little more fun, so I'll keep on checking. To get to the point of waiting two months... Continue Reading Posted at 5:11 PM \| Permalink \| Comments
	What's a Good Reputation Worth? Dan Tudor July 11, 2006 According to a recent study, highlighted by our friend Marshall over at WebMetricsGuru, it's worth and extra 8% if you sell on eBay. It's interesting stuff...if you're in sales, you should read it! That study measures quantifiable statistics based on... Continue Reading Posted at 4:56 PM \| Permalink \| Comments
Jul10	GoDaddy.com Founder's 16 Rules for Success Dan Tudor July 10, 2006 I like and respect Bob Parsons, the founder of GoDaddy.com. His story about starting his company, and making it successful, is fascinating. And, it's inspiring. I check-in on his blog frequently, and he has recently republished a list of... Continue Reading Posted at 11:16 AM \| Permalink \| Comments
Jul 9	Three Must Read Articles at TopLeadGenerators! Dan Tudor July 9, 2006 There are three recent articles over at TopLeadGenerators that I want to recommend to you (and not just because I wrote them): Getting good sales leads from "free" sources. There's a whole new way to market your products and... Continue Reading Posted at 4:46 PM \| Permalink \| Comments
	What Eggplants Can Teach Us About Great Salespeople Dan Tudor July 9, 2006 Seth Godin seems to find relevant lessons for sales professionals in odd little place, just like I do. You always have to be looking for examples of good selling, because if you do you'll find that they're everywhere. Case... Continue Reading Posted at 4:08 PM \| Permalink \| Comments
	Targeting Your Customer Dan Tudor July 9, 2006 I had to read it twice just to make sure I got it all, which is probably the best testimonial on this great thought from Internet consultant David Cross on targeting and "segmenting" your customers, and why it's the best... Continue Reading Posted at 12:40 AM \| Permalink \| Comments
	Is Your Prospect Lying to You? Dan Tudor July 9, 2006 Here are the seven common signs that they might be.... Continue Reading Posted at 12:32 AM \| Permalink \| Comments
Jul 8	Using Video to Sell Dan Tudor July 8, 2006 Ty, over at PowerSellerKing here on KMM, has an interesting post on a little "experiment" that one of my fellow VM Direct affiliates is conducting. He's using video to sell an item on eBay, alongside a "regular" static text ad. ... Continue Reading Posted at 11:46 PM \| Permalink \| Comments
	World Cup Advertising Strikes Out With Dan Dan Tudor July 8, 2006 After a month of promotion, non-stop worldwide attention, and me watching a few World Cup games, I realized a few things today as France and Italy prepare to square off in the finals: I can't remember a single sideline... Continue Reading Posted at 6:20 PM \| Permalink \| Comments
	Avoiding Small Talk When Selling Dan Tudor July 8, 2006 Or, anytime really. Noah at Okdork.com has a fun little list of things to do when you want to avoid "small talk". In sales, there's lots of small talk. Is it worthwhile? Probably not. Big Talk, however, is worthwhile. Here's... Continue Reading Posted at 6:12 PM \| Permalink \| Comments
	Sales and Marketing Trends Dan Tudor July 8, 2006 Steve Rubel posted a great piece about 25 things he learned from GoogleTrends. So, I'll play along too with some trends I found focused on sales, marketing, and business: We'd rather open up our own business than just find... Continue Reading Posted at 5:52 PM \| Permalink \| Comments
	Lessons Learned From Japanese "Sales" Culture Dan Tudor July 8, 2006 My preceding post talked about the observations of an American businessman on a trip to Japan, and his stay at The Four Seasons in Tokyo. The lessons we can take away from that story? There are some good ones:... Continue Reading Posted at 5:32 PM \| Permalink \| Comments
	How the Japanese Succeed At Selling Dan Tudor July 8, 2006 Author and businessman Michael Masterson has a great little story about his recent visit to the Four Seasons hotel in Tokyo. Read about how the Japanese treat their customers, and how you might be able to apply some of those... Continue Reading Posted at 5:19 PM \| Permalink \| Comments
	Things To Avoid When You Sell Over the Telephone Dan Tudor July 8, 2006 Many of you have asked me to talk more about selling over the telephone, so that's what I want to focus on for a moment here today. I found a really interesting article by sales trainer Art Sobczak, who specializes... Continue Reading Posted at 4:50 PM \| Permalink \| Comments
	Why I LIke Orbitz Dan Tudor July 8, 2006 If you look to the right of this post, you'll notice that Orbitz has become an advertiser here at LandingTheDeal and KMM. I like Orbitz. I actually book almost all of my travel through Orbitz, and I will continue... Continue Reading Posted at 12:46 AM \| Permalink \| Comments
Jul 6	How One Winemaker Sells Their Product and Builds Their Growing Business Through "Guilt Marketing" Dan Tudor July 6, 2006 From author John Forde. Read this...it's really good, whether you're in sales or own a business: I've got wine on my mind. Not literally, mind you. As I write this, it's not even 10:00 a.m., for God's sake.No. I'm thinking... Continue Reading Posted at 2:10 PM \| Permalink \| Comments
	Speaking of Housing Sales, They're Slowing Down in the U.S. Dan Tudor July 6, 2006 My previous post talked about the expected boom coming in real estate over in England after the conclusion of the World Cup. Here in the U.S., it's a different story. There's a major slow-down in home buying, and the trend... Continue Reading Posted at 1:52 PM \| Permalink \| Comments
	Housing Sales Tied to World Cup? Dan Tudor July 6, 2006 That appears to be the case in England, where analysts expect a big jump in home buying in England and around Europe once the World Cup concludes this coming weekend. That should speak volumes to those of us here in... Continue Reading Posted at 1:36 PM \| Permalink \| Comments
Jul 5	Woodruff's Take on Dan's World Cup Observations Dan Tudor July 5, 2006 "Woodruff" would be Sean Woodruff of WoodruffDirect, who frequently provides good comments to whatever we're talking about here at LandingTheDeal. "Dan" would be me. I made some observations about how sideline advertising, at least the way it is done... Continue Reading Posted at 5:34 PM \| Permalink \| Comments
Jul 4	Smart World Cup Marketing by McDonalds? Dan Tudor July 4, 2006 My vote is no. I'm not "lovin" the ad I just saw. Simple reason. In my previous post, I mused about the effectiveness of sideline marketing during the World Cup. When I saw the McDonald's ad on the sideline,... Continue Reading Posted at 3:21 PM \| Permalink \| Comments
	Dan's World Cup Marketing Strategy Dan Tudor July 4, 2006 Today, I turned on the TV and intentionally searched out the World Cup soccer game between Germany and Italy. I was hoping I'd catch the game in the middle of some crucial shoot-out or something. Alas, it was a... Continue Reading Posted at 2:16 PM \| Permalink \| Comments
Jul 3	A "Revolutionary" Entrepreneur and Salesman Dan Tudor July 3, 2006 It's amazing, really, to consider everything that Benjamin Franklin did in his life. If you ever want to be inspired to be your best, to be original, and to create "buzz", just read a profile of Franklin's accomplishments. As luck... Continue Reading Posted at 5:19 PM \| Permalink \| Comments
	Don't Press the Button Dan Tudor July 3, 2006 I'm not sure why this is relevant to the selling discussions we have here at LandingTheDeal. But I know it is...somehow. When you click on the link below here in a second, ask yourself: How could I make my... Continue Reading Posted at 3:32 PM \| Permalink \| Comments
	Building Your Bank of Business Dan Tudor July 3, 2006 Your "bank of business", of course, is the prospects and proposals that you have working towards a sale. Another popular term for this is your "pipeline". As we sit at the midway point in 2006, you should take a... Continue Reading Posted at 12:03 PM \| Permalink \| Comments
	Starting Early, Going Long Dan Tudor July 3, 2006 In sports, you want to score often and score early. In football, one way to do that is by "going long". If you're in sales, these first few days of July are a slow start to the month. In... Continue Reading Posted at 11:26 AM \| Permalink \| Comments
Jul 2	Seth on Sales: It's Hard Work! Dan Tudor July 2, 2006 First in an eleven part series We've taken a recent post by Seth Godin and broken it into a little eleven part series. It revolves around Seth's advice to the marketing department, from the hard-working sales department. It's a... Continue Reading Posted at 6:53 PM \| Permalink \| Comments
	Seth on Sales: Don't Make Me Break Promises Dan Tudor July 2, 2006 Second in a series Promises made by sales professionals are sacred in the eyes of their customers. Customers remember promises made to them, and hold the sales rep personally responsible (for them, the company is their sales rep). Here's Seth... Continue Reading Posted at 6:46 PM \| Permalink \| Comments
	Seth on Sales: Don't Ask Me "When Will the Sale Close?" Dan Tudor July 2, 2006 Third in a series This one is good: Selling is interpersonal. I am not moving bits, I'm trying to change people's minds, one person at a time. So, no, I can't tell you when the sale will close. No one... Continue Reading Posted at 6:41 PM \| Permalink \| Comments
	Seth on Sales: Don't Make Me Sell Crap Dan Tudor July 2, 2006 Fourth in a series Seth Godin makes this request of all marketers, on the behalf of all sales professionals: I love selling. I particularly love selling great stuff, well marketed. Don't let me down. Don't ask me to sell lousy... Continue Reading Posted at 6:37 PM \| Permalink \| Comments
	Seth on Sales: Don't Move My Cheese, Please Dan Tudor July 2, 2006 Fifth in a series There was a popular motivational/business book a few years ago (it's still on the shelves, I noticed the other day) that's entitled "Who Moved My Cheese?" It's about adapting to change, and the value of not... Continue Reading Posted at 6:28 PM \| Permalink \| Comments
	Seth on Sales: I Have No Clue Dan Tudor July 2, 2006 Sixth in a series: Author Seth Godin continues his list of items that the marketing department needs to hear from the sales department. This one kind of speaks for itself, I think... I have no earthly idea what really... Continue Reading Posted at 6:22 PM \| Permalink \| Comments
	Seth on Sales: Help Me to Never Cold-Call Again! Dan Tudor July 2, 2006 Seventh in a series Seth Godin weighs in the difference, from a sales professional's point of view, on a call-in lead vs. a "cold call" lead. Remember, this is a sales professional's message to the marketing department: There is... Continue Reading Posted at 6:13 PM \| Permalink \| Comments
	Seth on Sales: Ask Me What I Know Dan Tudor July 2, 2006 Eighth in a series Another message, via Seth Godin, from the sales pro to the marketing department: Usually, customers lie when they turn me down. They make up reasons. But every once in a while, I actually learn something... Continue Reading Posted at 6:06 PM \| Permalink \| Comments
	Seth on Sales: You NEED Good Salespeople Dan Tudor July 2, 2006 Ninth in a series A lot of companies look for ways to reduce the need for salespeople. Seth Godin points out that this might be a bad strategy: I know you'd like to get rid of me and just take... Continue Reading Posted at 5:59 PM \| Permalink \| Comments
	Seth on Sales: Don't Whine About Sales Duties! Dan Tudor July 2, 2006 Tenth in a series Now Seth Godin changes points of views for a moment, giving some advice to sales professionals from a marketers point of view: I know that selling is hard and unpredictable. But if you're going to... Continue Reading Posted at 5:51 PM \| Permalink \| Comments
	Seth on Sales: Price and Competition Dan Tudor July 2, 2006 Last in a series Here's Seth's 11th, and final, thing that marketers ought to know about salespeople. This one is a comment to salespeople who might give this feedback to marketing guys and gals: The two worst pieces of feedback you... Continue Reading Posted at 5:32 PM \| Permalink \| Comments

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