Sales And Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Featured Article
SALES LEAD GENERATION: DOES YELLING HELP?
Will Yelling Louder Help Your Sales Lead Generation Efforts? In marketing professional and consulting services, when the leads aren't coming in like they're supposed to, the Managing Partner just yells louder, "DO SOME MARKETING." This would be funny if 1) it was someone else doing the yelling (it is usually us), 2) we didn't need the revenue sooner rather than later, and 3) we weren't frustrated because we know that, no matter how loud we yell, no new clients are going to walk in the door as a result.
Read This Month’s Miller Heiman Article: "Don't Complain - Create!"
Sales & Marketing Podcast
Harmonizing Your Sales and Marketing Departments
Sometimes Sales and Marketing departments are not exactly in sync. Hoover's VP, Jim Currie explains why it's important that they are. Listen to find out more.
Sales Workshops
Upcoming Sales Workshops
- 06/02/2009
Strategic Selling and Conceptual Selling
Novi, MI - 06/09/2009
Securing Strategic Appointments
Rolling Meadows, IL - 06/16/2009
Large Acount Management Process
Boston, MA - 06/23/2009
Strategic Selling and Conceptual Selling
San Jose, CA
Sales & Marketing Video
Business Information Tips
Using Business Intelligence
Business intelligence is information that enables your sales and marketing organizations to find new customers, discover new opportunities with existing customers and target new markets effectively in a quickly changing business world. Successful sales and marketing organizations use Hoover's for:
- Lead Generation
- Use precise criteria to find qualified leads and develop effective lead-generation processes.
- Mailing Lists
- With extensive, accurate information on over 32 million companies, Hoover's makes it easy to build targeted mailing lists of sales leads online.
- Business Marketing
- Discover new opportunities, get a better grasp on the competitive landscape and target your business marketing programs.
- Business Search
- Hoover's free business search provides access to more than 40,000 companies, while subscribers have access to more than 32 million companies.
- Sales Leads
- Hoover's powerful, cost-effective online tools help you quickly and easily build accurate lists of targeted sales leads.
Archived Articles
- The Dumbbells Cut Back...The Smart People Don't: The Upside Of Recession
- Steer Clear of Last-Minute Price Arguments
- Forgotten Leads: How to Find a Treasure Trove of Leads Hidden Within Your Firm
- Get Prospects to Help You Sell
- Fighting for Resources: Securing the Help You Need to Win
- Find the Floating Decision Maker
- GIT R DONE: Executing Your Lead Generation Plan
- Two Practices For One Great Outcome: Winning Results
- The Three Rs Of Service Branding: Reach, Recognition, And Reputation
- Do You Know What Your Customers Want?
- Get In Step with Your Customer's Buying Process
- Staying Top of Mind (Without Being a Pain In The Neck)
- Power of the Marketing Pyramid
- Wildly Worried or Happily Coasting?
- From Poor to Perfect: Launching a CRM
- Client Relationships That Product Results
- Cold Calling Works: You Just Do it Wrong
- Got Marketing? Align for enhanced Results
- 23 Questions You Should Ask When Building Your Marketing Strategy
- Sharpen Your Customer Focus Efforts
- Boost Your Close Rates with a Joint Venture Approach
- 80 Percent Syndrome: The Harmful Habit That's Hindering Your Sales
- Establishing Key Business Relationships through Online Social Networking
- Building Credibility With New Clients
- Boost Win-Rates Through Better Deal Management
- Are Your Sales Goals Sabotaging You?
- Increasing your odds
- Role-playing is an effective sales training tool
- Avoid Year-end Panic with Deal Reviews
- Generating Repeat Business
- Finding New Sales Prospects
- The changing environment of selling and sales management
- Creating a Budget and Sales Forecast
- Getting The Most From Your Direct Mail Campaign
- Secrets Of Successful Market-Research Studies
- Dead Lead or Follow Up?
are provided by our partner, AllBusiness.com Articles marked 
are provided by our partner, Miller HeimanFeatured Whitepapers
How Clients Buy: 2009 Benchmark Report on Professional Services Marketing & Selling from the Client Perspective
We asked buyers: In general, when you are searching for potential providers of consulting and professional services, how likely are you to use the following methods to identify and learn more about them? (13 pages)
Register to download this whitepaperRegister to download this month's Miller Heiman Whitepaper: "Top 5 Selling Activities"
Sales Tip
The key to determining whether you are going to sink or swim is to Research, Plan, and Prepare.
Expand Your Network Of Prospects
With Hoover's Connect, you can find the prospects you need through a great network of people -- your own! Completely free!
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