The Need For Marketing

Starting and running a business without a marketing plan can be like trying to fly an airplane without radar—you might know what your destination is, but you haven’t a “road map” to get you there. Every company, whether it is established or still in the idea phase, needs a marketing plan that serves as an integral part of its overall business plan for company operations. A good marketing plan supports a company’s broader business goals by formulating a sound marketing strategy and an action plan (i.e., specific marketing activities such as web promotions, direct mail, etc.) that can carve a direct path to bolstered product sales, market share and long-term profitability and success.

Deck: 

Solid Marketing Plans Give Companies Road Maps to Increased Sales, Marketshare and Profits

About The Author: 

Walt Denny is the president of Walt Denny, Inc., an advertising and public relations agency that focuses primarily on home products clients such as Amerock Corp., KitchenAid, L.E. Johnson Products, Inc. and Whirlpool Corp. Known as “The Home Products Agency,” Walt Denny, Inc. was established in 1989, and can be found on the web at www.waltdenny.com.

Activation Date: 
February 26, 2002
Issue Reference: 
Legacy
Legacy ID: 
12969

Getting Paid to Listen

Is there a job out there where you get paid big bucks to listen? I mean sitting with someone over a coffee and just listening? You may guess a psychiatrist or lawyer and that would be correct. The truth is, all of us in the sales profession get paid big bucks to listen.

Activation Date: 
February 26, 2002
Issue Reference: 
Legacy
Legacy ID: 
12967

If You Sell Just Water Softeners, You Could Be Making a Lot More Money

Have you ever done a great demonstration only to find that the customer just isn’t interested? We all have that happen occasionally, but sometimes we cause their apathy by emphasizing the wrong things. What I mean is that people do not buy steel tanks, resin and valves, they buy emotions, dreams and love. Let me explain.

About The Author: 

Carl Davidson is the president of Sales & Management Solutions, a consulting firm specializing in sales and management video training and live seminars. He is the author of several books including Secrets of Accountability Management. His articles are read by more than 60,000 sales professionals monthly. Send comments on this article to him at davidson@salesco.net. For a free demonstration video and list of products and topics, call 800-941-0068.

Activation Date: 
January 30, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
12922

Boost POE Sales by Leveraging the New Arsenic Standard

Recent market research showed that more than 73 percent of consumers prefer to consult with a water treatment professional when dealing with arsenic. Combining this inclination with the preference for the POE approach, the treatment professional has a unique opportunity to generate significant new revenue from POE sales with minimal upfront effort.

About The Author: 

Craig Winter, CWS-III, is president of EnviroInvestigations & Remediation, Inc., which operates a water treatment sales and service division called Advanced Quality Water Solutions (AQWS) (www.aqws.com). The company is headquartered in Brunswick, Maine, with additional offices in central and northern Maine. AQWS has been working to combat arsenic contamination in drinking water since 1999. Craig has more than 12 years experience working with contaminated groundwater issues and can be reached at 207-721-8620; cwinter@suscom-maine.net

Publication Date: 
January 30, 2002
Activation Date: 
January 30, 2002
Issue Reference: 
Legacy
Legacy ID: 
12916

How Many Demos Is a Full Day's Night?

Recently, several salespeople and managers told me they don’t believe a reasonable person can average a minimum of two demos per day as we recommend on our recorded training videos. Are we leaving out important practical considerations? This article will take a look at this issue and help you make this important decision. Your financial success is determined by the decisions you make, so choose wisely.

Written Commitments

About The Author: 

Carl Davidson is the president of Sales & Management Solutions, a consulting firm specializing in sales & management video training and live seminars. He is the author of several books including Secrets of Accountability Management. His articles are read by more than 60,000 sales professionals monthly. Send comments on this article to him at davidson@salesco.net. For a free demonstration video and list of products and topics, call 800-941-0068.

Publication Date: 
January 1, 2002
Activation Date: 
January 1, 2002
Legacy
Legacy ID: 
12835

Thinking Outside the Box

This article is a salute to those who think outside the box and an invitation to us all to try the unusual and unique to see if it helps us differentiate our company in the marketplace.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
December 4, 2001
Activation Date: 
December 4, 2001
Issue Reference: 
Legacy
Legacy ID: 
12808

Can Technology Help You Sell More? Part 2

Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a few more selling ideas that have proved themselves worthy of a salesman’s efforts.

Palm Pilots, Calendars

Deck: 

Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a few more selling ideas that have proved themselves worthy of a salesman’s efforts.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
November 9, 2001
Activation Date: 
November 9, 2001
Issue Reference: 
Legacy
Legacy ID: 
12762

Can Technology Help You Sell More?

Many of us went into sales because we were good with people and bad with paper work. As a result, many of us have shied away from changing technology during the last few decades.

Deck: 

Part 1

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Activation Date: 
October 12, 2001
Legacy
Legacy ID: 
12701

In Need of an Economy Upswing

Historically, the economy improves only when people are convinced that it is improving. Apparently, the Bush Administration hasn’t been all that convincing because the economy isn’t steadily improving. At least, not according to corporate managers and, most importantly, not according to consumers.

We’ve all seen the deadly warning signs.

Deck: 

Business, not government, must improve the economy

About The Author: 

Andy Marken is president of Marken Communications, Inc., Santa Clara, Calif. He may be reached at andy@markencom.com.

Publication Date: 
October 12, 2001
Activation Date: 
October 12, 2001
Legacy
Legacy ID: 
12698

Free! Water Test

If you don?t believe in testing water, you?ll never make what you should be making in our industry. Despite this fact, many salespeople feel, deep down inside, that it?s just a gimmick to sell our product ... that asking to do the test is just a come on.

Deck: 

Utilizing water tests helps make the sale.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Activation Date: 
September 11, 2001
Issue Reference: 
Legacy
Legacy ID: 
12621