Adopt Darwinian Marketing in a Soft Economy

The economy is soft. Capital budgets are shrinking. Projections for growth remain conservative. Instead of adapting to change and seizing opportunities to strengthen market position, many businesses are committing one critical error—slashing marketing budgets.

Deck: 

Tips for growing business at the expense of your competitors

About The Author: 

Kelly Howard is senior VP at A.B. Isacson Associates, a New York-based public relations firm specializing exclusively in business-to-business marketing. He can be reached at 212.529.4500, or by e-mail at kelly@abipr.com.

Activation Date: 
June 5, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16162

Sales Solutions: Three important techniques that can help you succeed

Like many of you, in March I attended the WQA Aquatech show in Las Vegas, and as always, I learned a lot. It was great to meet dealers from around the country and see what is happening. Of the many things I learned, there are three I would like to share with you

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
June 2, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16117

Corporate Communications: All About Delivering Value

Common sense says that for programs to be successful they must be founded on business objectives, not “PR” objectives.

Deck: 

Effective public relations helps produce sales, profits and long-term benefits

About The Author: 

G.A. “Andy” Marken is president of Marken Communications, Inc., Santa Clara, Calif. He can be reached by e-mail at andy@markencom.com.

Activation Date: 
June 2, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16116

Closing Techniques

Remember, no close or technique works unless you try it, and practice is essential to success.

Deck: 

Top closers offer two interesting sales approaches

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com;davidson@carldavidson.com.

Activation Date: 
April 6, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16011

New Dealerships

Anything that can make employees more productive quickly, is welcomed. Over the years, the Water Quality Association (WQA) has developed some great tools that can help a water treatment dealership become productive faster.

Deck: 

WQA offers a variety of materials and services to help new dealerships become productive faster

About The Author: 

Mark Rowzee is the education director for the Water Quality Association. He can be reached at 630.505.0160, ext. 513, or by e-mail at mrowzee@mail.wqa.org.

Activation Date: 
April 4, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15928

Profit From Used Equipment

Many people were selling because they wanted a new softener, and they were great leads.

Deck: 

Four easy ways to increase your bottom line with used equipment

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800.941.0068, or by e-mail at davidson@carldavidson.com; www.carldavidson.com.

Activation Date: 
April 4, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15927

The Phrase That Pays

Good salespeople choose phrases and words carefully, they constantly watch the customer in order to weed out the words and phrases that don’t work and emphasize the ones that do.

Deck: 

Learn why communication is an essential part of your sales technique

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800.941.0068, or by e-mail at davidson@carldavidson.com; www.carldavidson.com.

Activation Date: 
March 7, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15859

Opportunity in Las Vegas

Water Quality Products recently spoke with
Peter J. Censky, executive director of the Water Quality Association, to find out more about the WQA Aquatech USA event to be held this spring in Las Vegas.

Activation Date: 
January 28, 2005
Legacy
Legacy ID: 
15763

Opportunity is Calling, Who is Answering?

Let’s take a look at some important aspects of answering the phone.

Deck: 

Training your staff how to handle calls is the first step to generating more sales for your advertising dollar

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800.941.0068, or by e-mail at davidson@carldavidson.com; www.carldavidson.com.

Activation Date: 
January 28, 2005
Legacy
Legacy ID: 
15760

The Art of Building Trust & Rapport

Building trust and credibility with your audience requires four elements.

Deck: 

Developing a business relationship built on trust and rapport may be the key to landing your next account

About The Author: 

Darren Rabie is the president of Focus
America. Focus America’s mission is ... “to measurably increase the performance
and productivity of your sales organization
with tools, structures and strategies you can use everyday.” Rabie can be reached at
drabie@focus-america.com.

Activation Date: 
January 1, 2005
Legacy
Legacy ID: 
15671