Selling to Small Businesses

In an article at B2B Marketing Trends, Lloyd Corder says there are seven questions to ask to measure the return on your marketing investment.  Among them is this question: 
7. Lifetime Customer Value (What is the value of a new customer over the lifetime of its business with our organization?)
A lot of marketing focuses on finding new [...]

Jonathan Krantz writes an interesting short piece at the Marketing Profs blog about how to recognize when your copy sucks.  Among the dead giveaways he says are:

Lots of superlatives such as “excellence,” “cutting-edge” and “innovative.”
Lack of a clear “what’s in it for the customer” message.
Shortage of tangible, meaty specifics.
Presence of self-congratulatory chest beating, i.e., “We’re [...]

“Selling used to be about closing.  But it isn’t anymore.  It used to be about handling objections or about preventing objections from coming it.  *** And selling isn’t about being confrontational.”
So starts a short audio file (podcast) by Greg Balanko at the Business Performance Coaching blog.  I’ve paraphrased his words a bit, but those are [...]

Just when you thought it was safe to go into the water, look out.  Infomercials are coming to a website near you.
“KickStartMedia.com, a startup company in San Diego, has a head start selling tools that teach small businesses and online entrepreneurs how to make their own Internet Infomercials with one goal in mind: converting viewers into [...]