Sales And Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Featured Article
Four Overlooked Ways for Uncovering Top-Notch Prospects
In real estate it's all about location, location, location. When it comes to professional services marketing, it all about targeting, targeting, targeting. We all work hard on identifying the right industries, companies, titles, and individuals based on our specific targeting criteria. However, in professional services, we do not have access to the large databases that product companies have, which store every bit of consumer information a marketer could ever want. Thus, we must make certain assumptions and hypotheses on what makes the ideal prospect. If these assumptions prove incorrect, our marketing efforts suffer.
Read This Month’s Miller Heiman Article: "Win Business with the World's Largest Customer"
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
- 11/4/2009
Strategic Selling and Conceptual Selling
Irving, TX - 11/13/2009
Conceptual Selling Coaching
Atlanta, GA - 11/18/2009
Large Account Management Process
New York, NY - 12/4/2009
Executive Impact - Skill Builder
Atlanta, GA
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 30 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 30 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 Ten Commandments For Shortening Your Sales Cycle (Over Time)
- Four Tips for Tech-Enabled Prospecting
- SALES LEAD GENERATION: DOES YELLING HELP?
- Don't Complain - Create!
- 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
The One Piece of Advice You Can't Sell Without
The concept is simple. We've read a lot of advice about selling professional services, and there are a lot of people who claim to know it all. But when you boil it all down - what's really important? We do you need to know?(34 pages)
Register to download this whitepaper 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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