From the category archives:

B2B Sales

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 [...]

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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 [...]

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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 [...]

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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 [...]

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Demo Data Dumps – Do You Have This Common Problem?

May 22, 2009

You Might Be Giving LBTPDs Long Boring Technology Product Demos (LBTPD) are way more common than you might think. Avoiding Demo Data Dumps is a key demonstration skill that you must master to help you avoid them. Find Out if You Have a Demo Dumping Problem To see if you are guilty of giving a [...]

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Sales Presentations 5 Creative Powerpoint Tips

May 20, 2009
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PowerPoint has become the poster child for bad sales presentations; so, how about some ways that PowerPoint can enhance your next sales presentation? Here are  5 that I use in my sales presentation training seminars. Make a Joke Humor can be very effective, but be sure your that you have the right audience when you [...]

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Sales Presentations How to Avoid Filler Words, Ums and Ahs

May 18, 2009

Filler words are killer words that can overshadow an otherwise great sales presentation by driving the audience to distraction. Filler words are those verbal pauses and missteps like Um and Ah, or thrown in words such as Ya Know or Like. For an example of the negative effects of filler words we need look no [...]

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Five Tips to Spice Up Your Next Sales Presentation or Demo

May 10, 2009
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High-Tech demos and presentations are often dry and boring. To make your sales call more interesting and effective–try these simple tips 1) Use quotations. Here is an example of how to use a quotation to establish the expertise of your companies’ engineers. This would be a great lead-in to a presentation on professional services and [...]

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Demo Skills – Lose Your Audience and Lose the Sale

May 5, 2009

“Yo Columbus, get your sextant and your buddy Magellan–we’re going to watch some product demos!” The Problem–You Never Told Them Where You Were Going Have you ever started watching a demo, either on-line or live, and wondered: “Where the heck is this demonstration going?!?!?” You know exactly what you want to see, but so far [...]

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Press Release Secrets for B2B Lead Generation

March 5, 2009

What are the best ways to use online PR to generate leads for high technology hardware and software products. Let’s take a look at PR from both a  Search Engine Optimization (SEO) and Lead Generation perspective. Where Should I Place My Press Releases? There are several places where you should put your online releases, depending [...]

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Launching a Start Up Better Do This First

February 25, 2009

If you are planning to start a company, there are a number of web related things that you need to do right away. Even if you don’t expect your great idea or product to be ready any time soon, you must do these things now if you want to get leads from your web site. [...]

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