What's the difference between a strong sales message and a weak one? Surprisingly, it's not the presence features, functions or benefits. Lousy sales messages often include all of those. What makes a ...

I’ve posted multiple times about sales messages, sales emails, email marketing and similar topics. This post turns the information in those posts (along with some explanatory video content) into a ...

Your ability to sell is greatly dependent upon your ability to communicate sales messages. Unfortunately, many sales professionals, and almost all marketing professionals, don't understand how to ...

Does your sales message attract the right sort of customer? Many sales messages that I hear from printing companies sound exactly the same. They are generic. They are designed to work for all sorts of ...

I recently received an email from the sales training firm Huthwaite (the “Spin Selling” guys) about how companies can keep revenues high in 2012. Their advice included: Develop provocative prospecting ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. Enterprise buying groups are getting larger, which is lengthening sales cycles. Gartner ...

There is a new phenomenon sweeping the world of marketing: utilitarianism marketing — providing would-be customers with something useful while also delivering your marketing message. Utilitarianism ...

Chris Chambers, MBA is the founder of The Einstein Bridge and The Turing Forge, as well as CEO of Chambers Capital Ventures. Have you ever stopped to think about how many minutes a business decision ...