THE WORLD IS full of salespeople who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, the term “great relationships” is too often a veil that salespeople hide behind to keep from exposing their sales skills weaknesses. Here’s how it works. An experienced salesperson believes that he or she has developed great relationships with customers. Therefore, he spends his time visiting these great customers, and focusing on maintaining the relationship. He can’t really dig deeper into the motivations and needs of the customer because he’s never really had those conversations before, and to
Read MoreTips of the Trade: Are Your Proposals Too Generic?
By Ilise Benun, marketing mentor Would this be an accurate description of the proposals you write: “Fluff in the front and back with a tidbit about the project sandwiched in between.” If so, maybe that’s why they end up in a black hole. You need a template, of course, for material that applies to many prospects. But the key to an effective proposal is customizing each one so that your prospects can tell that you really took time to think through their situation. As on a Web site, the first thing they see should be all about them: what you understand their challenge
Read MoreImproved Rebate Program to Replace Long-Running Norwood Rewards
Norwood Promotional Products, Indianapolis, will replace its points-for-purchase program (Norwood Rewards) with an improved rebate program. Norwood has earmarked the funds used to operate its Rewards program for an expanded 2008 Distributor Volume Rebate Program. Distributor principals will be contacted directly with details about the new rebate program. Norwood Rewards was launched in 2003 with the intent of creating a positive incentive for distributor salespeople to sell Norwood products. The program, however, has generated some concerns from distributor principals. “We’re committed to honoring the supplier-distributor principal relationship,” noted Paul Lage, Norwood president. “[Norwood Rewards] is perceived to be in conflict with that relationship and we want
Read MoreCutter & Buck Rolls Out First Dedicated Fall Corporate Offering
Cutter & Buck, Seattle, recently introduced the expansion of its corporate offering for Fall 2007, with the latest technical applications from its CB ProTec family of apparel, including CB DryTec and CB WeatherTec. The Fall 2007 offering marks the first time Cutter & Buck has taken a two-season approach to the corporate wearables market. Silhouettes in Fall’s latest hues will be prevalent, including long-sleeve knits, wovens and outerwear. “We’re continually evolving our product line to meet the diverse needs of both customers and their end-users by providing compelling new technical benefits, as well as highest level of quality and product diversity,” said
Read MoreS&S Activewear Expands Category-Specific Catalog Program
S&S Activewear, Bolingbrook, Il., has expanded its category-specific catalog program to include brand-specific catalogs focusing on several of its 2007 offerings. Available catalogs include: ·School & Team Collection—showcasing the latest styles, innovative fabrics and vibrant colors, in everything from spiritwear to team gear ·Golf Collection—items for both men and women from the best-known names in corporate golf apparel ·Boardroom & Gleice—fashionable styles featuring technical performance fabrics and the latest trends ·FeatherLite by Sierra Pacific—quality sport shirts and wovens in a wide range of colors and sizes ·French Toast—America’s most trusted and best-selling brand of school uniforms Each four-color category and brand-specific catalog ranges from
Read MoreSnugZ USA V.P. on Mission to Change World
When was the last time you heard of a movie spinning off into a real-life event? Usually, it’s the other way around. For one man, though, the message in the 2000 flick, “Pay it Forward” was too important to be confined only to the silver screen. He set out to make it a global reality. In the movie, a young boy, troubled by his mother’s alcoholism and fears of his abusive but absent father, attempts to make the world a better place after his teacher gives him that chance. The boy’s social studies assignment led to social changes that spread from city-to-city. After seeing
Read MoreTimeCal offers four-color process on calculators and timepieces
TimeCal offers four-color process on calculators and timepieces
Read MoreAmerican Artisan’s suede aprons and pot-holders considered top-selling item at Promotions East
American Artisan’s suede aprons and pot-holders considered top-selling item at Promotions East
Read More0707_BA_intro
He walked into the office carrying a sleek black briefcase and handed out cards from a business card holder. No one was certain, but they suspected the leather from the case matched that of the card holder. He repressed a chuckle as he watched their eyes darting from the larger to the smaller item. One thing was certain: Both the case and the holder had his initials in clean, bold black letters which stood out against the polished silver plates. No one was going to forget his name today. He knew that the meeting would not be brief. They escorted him into a conference
Read More0707_Insurance_Intro
“So easy, a caveman can do it.” Yes, that’s the tag line many can’t help but chuckle at every time the commercial airs. And, yes, it’s for a major insurance company. One that, it seems, has cornered the market on good ad campaigns. But that slogan could also be applied to selling promotional products to insurance companies. Not to minimize the effort it takes to secure clients, but with the vast amount of insurance plans available—from fire and flood to automobile and life—many products are sure to suit clients’ needs. To help the brainstorming process, check out the following products.
Read More