Improve Trade Show Demos–4 Tips to Success

February 19, 2010
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Need to improve your trade show demos? Here are four tips that will improve your demos and trade show success rate.
Stop doing “Drop off” Demos
Drop off demos are where the sales person walks up to the demo guide and says: “Joe from Amalgamated wants to see a demo”, then wanders away leaving the sales engineer [...]

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Web Demos–Winning Sales in Your Pajamas or Flying Blind?

February 16, 2010
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Remote web demos are great.
You don’t need to travel or tote around heavy equipment. You can work from your office with all the resources and support you need at your fingertips. Some lucky people can even do them from the comfort of their own home.
With all this Internet demo goodness, what are some of the [...]

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Face to Face Demonstrations–Tips for Success

February 15, 2010
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For big ticket complex product sales, the face-to-face demo is the big hammer in your sales toolkit.

On-site live product demos act as a rallying point for decision makers; in fact, the demo may be the only chance you get to meet some busy decision makers.
Doing an on-site demonstration affords you with the opportunity to [...]

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Software Demos

February 6, 2010
Software Demo Training

“Get some toothpicks for your eyes and a case of Red Bull, were gonna do a software demo!”

Software demos are the cornerstone of technology sales. Here’s 4 tips to make your next software demo better:

Keep Software Demos Short
Use the  Right Approach for the Medium
Encourage Questions
Don’t Pounce

Short Software Demos are Best
Our demos are too [...]

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B2B Web Marketing – Small Changes that Grow Traffic

July 21, 2009
B2B Web marketing 101

If your sites been up for a while, you’ve probably accumulated  links and rank for some keywords. With just a few of the right changes, you can have a big impact on traffic and sales.
This section details site changes that leverage work you’ve already done, and outlines several high-impact  improvements for your site.
Unique titles and [...]

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B2B Web Marketing 101- a Ten-Part Series

July 8, 2009
B2B Web Marketing

This tutorial is designed to help you close more customers as a result of your B2B Web Marketing efforts. It covers things you need to do, as well as things you should avoid.
We’ll show you how to target professionals making complex purchase decisions involving multiple people, large budgets and that often have a broad impact [...]

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B2B Web Marketing Goals

July 8, 2009
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Improving your site takes time and effort. Anyone who promises big gains overnight is not being honest lying.
This series outlines a safe, long-term Web Marketing approach that gets results and avoids tricks that might get your site dropped from Google.
What can you expect from this series
I suspect you either want to learn how [...]

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Product Sales and Marketing-Think Hardware

July 8, 2009

Just read an interesting post about designing products with a hardware component as opposed to only software as a way to improve success with high volume consumer products.
Key points were:

Hardware products allow for better margin
More players can coexist in a market that is hardware-based
Readily accessible offshore manufacturing is making it easier to compete on cost
Break-even [...]

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Avoid B2B Web Problems that Cost You Sales

June 26, 2009
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Web Issues Costing you Traffic and Sales – a Checklist

The first thing I do when working with a new company on their Web Marketing is to review their site to see what we can quickly fix. In this post, I discuss many of the issues that can cost you Web traffic and sales:
Unreliable Site Hosting

Problem [...]

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