Sales Expert Jim Pancero gives new insights into sales negotiations from both the buyer and seller's sides.
Jim Pancero explains negotiating from the buyer's side versus the seller's side and their different definitions of success. He shares that the goal of negotiating should be to improve the profitablity or the terms to benefit you and what you're proposing to the other side. He gives many ways to be a more successful negotiator, including becoming a risk-taker, increasing the amount of power you have, and being an effective user of your time.
Thursday, July 26, 2007
Riches in Niches
Susan Friedmann, author of Riches in Niches, shares about her new book.
Author of Riches in Niches, Susan Friedmann, shares about the strategies included in her book that help people become an expert in their own area of the marketplace. She explains how to stand out from the competition, including getting narrow and going deep. Susan offers listeners an extra bonus for purchasing her book by visiting her website.
Author of Riches in Niches, Susan Friedmann, shares about the strategies included in her book that help people become an expert in their own area of the marketplace. She explains how to stand out from the competition, including getting narrow and going deep. Susan offers listeners an extra bonus for purchasing her book by visiting her website.
Ethics in the Marketplace
Principal of Saint Peter and Paul School, Frank Glowaty, discusses the important topic of ethics in the marketplace.
Principal Frank Glowaty shares how instilling a strong sense of ethics in the future workforce is vital to avoiding a disaster for our country. Frank believes in the importance of teaching youth to understand right and wrong and touches on the impact that having a moral compass can have on the bottom line in business. He shares about how beliefs have changed over the past 30 years. Frank gives his opinion on how managers should display moral values in today's marketplace and he discusses how ethics (or lack of them) is at the forefront of the headlines of the news. Finally, he gives a parenting tip to begin the process of teaching ethics in the home.
Principal Frank Glowaty shares how instilling a strong sense of ethics in the future workforce is vital to avoiding a disaster for our country. Frank believes in the importance of teaching youth to understand right and wrong and touches on the impact that having a moral compass can have on the bottom line in business. He shares about how beliefs have changed over the past 30 years. Frank gives his opinion on how managers should display moral values in today's marketplace and he discusses how ethics (or lack of them) is at the forefront of the headlines of the news. Finally, he gives a parenting tip to begin the process of teaching ethics in the home.
Monday, July 16, 2007
Helpful Ideas for Selling to Big Companies
Author of the best-selling book, Selling to Big Companies, Jill Konrath, gives her insight into overcoming the barriers that prevent salespeople from getting in to big companies.
Author and expert on selling to big companies, Jill Konrath, shares some of the barriers that exist in making sales contacts with large clients. She then offers ideas and techniques to help overcome these obstacles. She emphasizes the importance of investing time to research the companies as a means of "paying the price of admission." Jill believes bringing them ideas that can help them achieve a business objective is crucial in standing out from your competition.
Author and expert on selling to big companies, Jill Konrath, shares some of the barriers that exist in making sales contacts with large clients. She then offers ideas and techniques to help overcome these obstacles. She emphasizes the importance of investing time to research the companies as a means of "paying the price of admission." Jill believes bringing them ideas that can help them achieve a business objective is crucial in standing out from your competition.
Digital Signage
President and Founder of iGotcha Media. Greg Adelstein, discusses digital signage.
Greg Adelstein, President and Founder of iGotcha Media, explains all that digital signage encompasses. He shares how targeting messages through digital signage is revoltionizing the advertising industry. Greg explains that it is not simply blasting consumers with images, but that it is actually a value proposition, asking people to find out more information about products and services. He gives insight into how retailers can gain the acceptance of the consumer with such things as interactivity and valuable content.
Greg Adelstein, President and Founder of iGotcha Media, explains all that digital signage encompasses. He shares how targeting messages through digital signage is revoltionizing the advertising industry. Greg explains that it is not simply blasting consumers with images, but that it is actually a value proposition, asking people to find out more information about products and services. He gives insight into how retailers can gain the acceptance of the consumer with such things as interactivity and valuable content.
Marketing to the Hispanic Community
Founder, Owner, and President of Espanol Marketing and Communications, Eva May, gives insight into how retailers can target Hispanic consumers.
Eva May, Founder, Owner, and President of Espanol Marketing and Communications, explains what retailers and manufacturers should do to delve into Hispanic marketing by outlining some of the key differences. Eva discusses the current size of the Hispanic market, its sub-segments, and the impact of television and radio campaigns on these consumers. She also touches on what retailers are currently doing in the stores to reach Hispanics, including hiring Spanish-speaking employees. In addition, she predicts the growth trend of this segment of the population over the next five years based on the immigration laws. Finally, she shares why implementing a successful marketing campaign to Hispanics is not that intimidating or difficult, and is actually a very smart idea.
Eva May, Founder, Owner, and President of Espanol Marketing and Communications, explains what retailers and manufacturers should do to delve into Hispanic marketing by outlining some of the key differences. Eva discusses the current size of the Hispanic market, its sub-segments, and the impact of television and radio campaigns on these consumers. She also touches on what retailers are currently doing in the stores to reach Hispanics, including hiring Spanish-speaking employees. In addition, she predicts the growth trend of this segment of the population over the next five years based on the immigration laws. Finally, she shares why implementing a successful marketing campaign to Hispanics is not that intimidating or difficult, and is actually a very smart idea.
Using the Web to Your Advantage
Founder and President of e*media division, Anna Murray, discusses how retailers can be doing a better job of using the internet.
Anna Murray discusses some important things she believes brick and mortar retailers can be doing to more effectively use the web. She shares how consumers are looking online for more local information so it is critical for stores to use that to their advantage by doing such things as email marketing, updating their website to look clean and professional, and optimizing search engines. She also touches on some common mistakes that should be avoided. Finally, she offers her opinion of what percentage of a company's total advertising budget should be dedicated to the web.
Anna Murray discusses some important things she believes brick and mortar retailers can be doing to more effectively use the web. She shares how consumers are looking online for more local information so it is critical for stores to use that to their advantage by doing such things as email marketing, updating their website to look clean and professional, and optimizing search engines. She also touches on some common mistakes that should be avoided. Finally, she offers her opinion of what percentage of a company's total advertising budget should be dedicated to the web.
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