Sales And Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Featured Article
When "No" Is Better Than "Yes": The Advantage of Sales Rejection
Salespeople are charged with, well, selling. And it doesn't matter whether we do it in person, on the phone, or even through e-mail. When, at any point, prospects say "no" or "call me in a few months," (translation: "no"), we have a knee-jerk reaction: press forward, invoke our services' singular benefits, and gently persuade even the most recalcitrant prospect that our firm is the right solution. Put plainly, "no," to us, is not an acceptable answer.
Read This Month's Miller Heiman Article: "Find the Floating Decision Maker"
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
- 12/03/08
Strategic Selling
Seattle, WA - 12/08/08
Strategic Selling
New York, NY - 12/15/08
Strategic Selling and Conceptual Selling
Phoenix, AZ - 12/18/08
Large Account Management Process
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 28 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 43,000 companies, while subscribers have access to more than 28 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
- 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
Selling Mistakes 2
For most of us, if we want to improve our business development skills and behavior, there are dozens of potential areas of focus from which to choose. The difficult part usually is not identifying what we could improve; rather, it is knowing which developmental areas would provide the most benefit for our energy, if we worked on them. (11 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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