Please select the article of interest from the menu below.
The column on the right provides links to our archives, where you can view
entire newsletters.
| Title |
Subject |
Archives |
|
How
to convert sales opportunities into sales
|
Feature: Learn why a conversion
rate approaching 100% is undesirable. Why a salesperson and an opportunity
management process are not one and the same. And why pep talks and
sales quotas are counter-productive. |
AdVerb #12 |
|
‘Doctor,
I think I’ve got tuberculosis!’
|
Opinion: If we wind back the
clock 200 years, we discover a disturbing parallel between the medical
profession's diagnostic process and modern marketing thinking. |
AdVerb #12 |
|
Everything
you need to know about your sales process … you
can learn on a factory floor!
|
Feature: If
you're struggling to multiply the effectiveness of
your sales process, I challenge you to take a
wide-eyed stroll around a modern manufacturing
facility. |
AdVerb #11 |
|
From
a marketing department’s perspective, every
relationship looks like a sales opportunity!
|
Opinion: Communications targeted at sales
opportunities run the risk of damaging valuable
relationships. |
AdVerb #11 |
|
How to establish a clear cause
and effect relationship between promotional expenditure and sales
|
Feature: This
article presents a mathematical framework that will enable you to
manage each component of your Relationship-centric sales process with
absolute precision. |
AdVerb #10 |
|
How
to manage your promotional expenditure with
absolute precision
|
Opinion: If
you're not using this simple report to
manage your promotional expenditure, I can
almost guarantee that you're suboptimising
the effectiveness of your sales process! |
AdVerb #9 |
|
What's a customer
really worth?
|
Opinion:A customer is an annuity: an income
stream for the life of your customer relationship! |
AdVerb #8 |
|
Is your
marketing manager redundant?
|
Feature: The problem with
being a marketing manager in a typical
service-based firm is that there's precious little
to manage. Here's how to design a role for your
marketing manager that will provide him with some
job satisfaction, and you with a viable return on
investment. |
AdVerb #6 |
|
The
difference between advertising and prayer!
|
Opinion: In other words, if advertising doesn't work, you shouldn't
do it at all. And if it does, you should probably do more of it. |
|
|
Is
all unrequested e-mail necessarily spam?
|
Opinion: Our experience is that e-mail
recipients tend to define spam as 'irrelevant e-mails' regardless of
whether or not these e-mails come from an opt-in or an opt-out list. |
|
| A
brief introduction to Relationship-centric Marketing |
Special feature: This article describes the
methodology that underpins almost everything we do, here at Ballistix.
Relationship-centric Marketing is a marketing model designed to sell
services and 'major' products. |
Relationship-
centric Marketing |
| How
to promote, present and profit from seminars and workshops |
Feature: Seminars and workshops are particularly
potent business development tools. Here's everything you need to
know to use them to grow your business. |
AdVerb #5 |
| Marketing
by numbers: How to dial up next year's sales figures |
Opinion: "Don't
ask 'what percentage of sales should I spend on
advertising?'. Determine how much you have to invest in
promotional activities to acquire a sale -- and then multiply that by
the number of units you plan to sell next year." |
AdVerb #4 |
| Clicks
and mortar |
Feature: How to use the virtual world of the Internet
to multiply the effectiveness of your real-world marketing activities. |
AdVerb #3 |
| Is
your salesperson really selling? |
Opinion: How to maximise the effectiveness of your
salespeople. |
AdVerb #3 |
| The
nine most terrible words any marketing manager can possibly utter |
Opinion: The ad doesn't
produce sales '... but at least we're getting our name out there!' |
AdVerb #2 |
| How
to turn customers into clients – and clients into advocates for your
business |
From our archives: tips on
building relationships – introducing marketers' 'Ladder of Loyalty' |
|
