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- The 7 "Emotional Hooks" for B2B Selling
- A Sales Machine reader writes: I have been in B2B sales the last ten year or so. In B2B sales very rarely is the purchaser the end user, so what satisfaction does he get out of it? What emotionally will drive him? Can you tell me what ties the...
- Blog posts 2009-08-03
Additional Resources
- Top 10 Lousy Sales Approaches
- A reader of the Sales Machine blog (and a customer who's gotten a lot of pitches) provides a list "Ten Sales Approaches I Am Tired Of." Brilliant! by Geoffrey James
- Blog posts 2008-12-01
- Track Sales Machine Posts & Comments!
- Great news for Sales Machines readers! You can get an RSS feed that tells you whether a new post or comment has been added... maybe. To activate this feature, simply click on both of the "RSS" buttons in the "Subscribe Box" shown under my...
- Blog posts 2008-10-31
- Help! My Reps Can't Land Appointments!
- A Sales Machine reader can't land appointments to sell insurance. I explain what he's doing wrong and how to fix it. by Geoffrey James
- Blog posts 2009-10-12
- Newspaper Ads: Fraud and Conspiracy?
- I just got back from the SABEW conference of business writers, where BNET and Sales Machine won journalism awards. While there, I attended a session discussing the bleak future of newspapers, which are are folding up all over. Most attendees thought it was the economy but I'm not buying it. ...
- Blog posts 2009-04-29
- Why Did You Lose that Big Account?
- The post "How to Cope With Losing a Big Account" generated a reader comment so brilliant that I'm raising it to the level of a full post.  In that comment, frequent Sales Machine contributor IanP provides some true business wisdom about why companies lose big accounts -- and what...
- Blog posts 2009-07-03
- How to Drive Marketing Crazy
- How to Drive Marketing CrazySales Lead CollateralGood summary of meaningless jargon. Additional issue is how can the collateral copy vow the target customer?How to Drive Marketing CrazyAs an attack on meaningless buzzwords, this sounds great. But the remedy may be worse than the disease. The author proposes substituting...
- Discussion threads 2007-02-20
- The Death of Newspapers and Magazines
- If you're in the business of selling ads for printed periodicals, you need to find another job. Ditto if you're a marketing person whose career is built on creating ads and buying ads for such publications. Many magazines are operating at a loss and newspapers are...
- Blog posts 2009-03-26
- How to Kill a Kindle: Barnes & Noble's Digital Playbook
- Barnes & Noble is finally plunging into the e-book fray after realizing how much it stands to lose once Apple and Google join the exploding digital book business already championed by Amazon. But the dominant bookstore chain will need to master the e-commerce, social community and mobile networking skills of its...
- Blog posts 2009-07-28
- Review: Apple's redesigned, late 2009 13-inch MacBook
- By Prince McLeanPublished: 08:00 AM EST Apple's new 13" MacBook delivers a lower cost option to the company's MacBook Pro line of aluminum notebooks, while providing a similar unibody construction, much improved display, glass trackpad, and environmentally friendly design.Position in the MacBook familyThe new 13" MacBook brings the company's "white...
- News items 2009-10-30
- Taking a look at Nook
- I'm very impressed by the Nook, Barnes & Noble's new e-book reader. It's clear B&N has studied Sony's Reader and Amazon's Kindle very carefully.The Nook has almost all of the major features of both product lines, plus a few more, with few competitive disadvantages. B&N has also followed Amazon's lead...
- News items 2009-10-21
- Report: Apple testing RFID swipe support in iPhone prototypes
- By Prince McLeanPublished: 05:00 PM EST Related AppleInsider articles:Exclusive look at Apple's new iPod touch-based...Apple filings detail ID app, other potential...Apple's next-gen iPhone may add radio tagging,...Bluetooth 3.0 arrives with promise of...Apple awarded key "multi-touch" patent...A site focused on Near Field Communications has reported that Apple has built new iPhone...
- News items 2009-11-05
- Clay Christensen Shakes Up School
- I interviewed management guru Clay Christensen about his new book, "Disrupting Class." He's applied his research on business innovation to education, a key issue for 21st century business see my earlier post on the book. Here are four questions and answers from a longer interview. ...
- Blog posts 2008-08-07
- Apple's tablet means more education as e-Books prepare for a big-screen future
- With an astonishing one-in-four (27.3 per cent) of computers going into schools and other educational institutions across Europe being Apple-made, it's no surprise that education's a key market for the company - and we think the Apple tablet will at least partially be aimed at that market. Strike one today...
- News items 2009-08-10
- Google Nabs Teracent to Improve Display Ads
- Google Nov. 23 said it has purchased display ad specialist Teracent for an undisclosed sum, showing the search engine is going after market share enjoyed by Yahoo and Microsoft. Teracent uses machine learning technology to pick and choose from thousands of creative elements in display ads, including images, products, messages...
- News items 2009-11-23
- Market Share is Bunk. Fuggedaboudit!
- A reader writes: I work for an insurance firm, managing their International Medical Health marketing arm. Our target market consists of high-net worth individuals and top-notch companies. My core responsibility is to market the service and increase our market share. Although we've not done badly, we've...
- Blog posts 2008-07-09
- Dell Mini 12 Netbook Retiring, Mini 9's Time Limited
- Dell confirmed that the Inspiron Mini 12 ?will ride off into the sunset? and that 10-inch screens are the ?sweet spot? for netbooks. Also, the Mini 9 netbook is available again for a limited time, as Dell seemingly clears inventory and looks to strike a balance between netbook prices and...
- News items 2009-08-10
- First look: Apple's redesigned 13-inch unibody MacBook
- By Prince McLeanPublished: 05:00 PM EST Related AppleInsider articles:Save hundreds on brand new MacBooks, iMacs and...Apple intros MacBook overhaul with LED...Apple introduces 13-inch MacBook Pro, cheaper...Briefly: iMac discount coupons to expireNew 13-inch white NVIDIA-based MacBook for...Apple's revamped new MacBook takes everything the company learned from last year's aluminum unibody MacBook...
- News items 2009-10-22
- FreeBSD adds support for Snow Leopard's Grand Central Dispatch
- By Prince McLeanPublished: 05:00 PM EST Related AppleInsider articles:Snow Leopard's Grand Central, Open CL boost...Apple Open Sources Snow Leopard's Grand...Apple's Mac OS X 10.6 Snow Leopard to retail...Apple pushes devs to deliver 64-bit support...Windows 7 vs. Mac OS X Snow Leopard: Apple ups...Apple's Grand Central Dispatch technology, which debuted in...
- News items 2009-10-19
- Droid Won't Kill the iPhone But Google Guide Might
- For the record, Google Guide is not a product or service developed by Google. To learn what I believe this service can become, please keep reading. I spent some time with the new Motorola Droid this weekend and I...
- News items 2009-11-08
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