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 ...

As a service to regular Sales Machine readers, I sometimes help them rewrite their sales messages. I received this email last week, which illustrates some common errors that keep coming up, when it ...

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 ...

There is simply no sales tool that's more important than your sales messages--the one- or two-sentence explanation of why prospective customers should consider buying from you. Unfortunately, many ...

Small businesses typically use explicit advertising, which involves short and direct sales messages to a target audience. Implicit advertising, on the other hand, works best when businesses want to ...

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 ...

Here are two of the things you need to do with an effective sales page online: You need to write a strong sales message. And you need to minimize the perception of risk. In other words, you need to ...

A form of direct mail in which an advertiser sends a letter to a potential customer Whether you send it out solo or as part of a direct-mail package, a sales letter can be one of your most effective ...