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 Article Directory   Author   Shannon Kavanaugh
 

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Published Articles:26
Total Article Views:6,455 (unique visitors)
(USA)Author

Shannon Kavanaugh's Articles

Articles by: Shannon Kavanaugh

Recent Articles

Sales Compensation Plans - The Right Incentive!

Perhaps the item most often implemented incorrectly within sales organizations is the Sales Compensation Plan. Many of the compensation plans I look at have just the opposite effect they're intended ..
(May 27, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 315

The Most Hated Word in Sales - Planning

Sales people generally hate planning. Let's be honest, many of us do. Still most sales people are driven by action. And the time they perceive it will take to plan their prospecting and account ..
(May 28, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 328

Get Back to the Sales Training Basics - Decrease Ramp-up Time ..

A recent study shows that it takes, on average, a minimum of 3-months for a new salesperson to ramp up. And, more than 40% of companies surveyed said it took over 7 months for a new salesperson to ..
(May 29, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 633

Measuring and Monitoring Email Campaign and List Growth Metrics

The use of email in sales and marketing efforts is now a given. It's clear to most marketers that the impact of email is increasing-despite the also increasing problem of deliverability. What isn't ..
(June 24, 2008)
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  • Currently nan/5
 | Internet-and-Businesses-Online/Email-Marketing | Visitors: 141

Maximizing Your Marketing Resources

Quite often changes in the economy or fluctuations in a particular market can cause companies to scale back on their marketing efforts, while at the same time, there is increasing pressure on their ..
(May 26, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 154

Messaging - How To Tell The Story Of Your Business!

How many networking events have you been to where the question “What does your company do?" results in an answer that is either undecipherable or is too vague to make a memorable impact? Or, ..
(May 26, 2008)
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  • Currently nan/5
 | Business/Branding | Visitors: 208

Online Marketing Techniques EVERY Company Should Use!

So you've built a website and they will come, right? Well, not quite. As we all know by now the Internet is a powerful marketing tool, but to succeed it takes the same consistent, diligent execution ..
(May 26, 2008)
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  • Currently nan/5
 | Internet-and-Businesses-Online/Internet-Marketing | Visitors: 160

Overcome The Top Five Challenges To Hiring Sales People

The truth is. . . finding good sales candidates is not that difficult in today's electronic world. There are all the job boards, social networking sites, and numerous other sources. The real ..
(May 26, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 245

Product Promotion: 5-Steps To A Successful Launch

You've done your homework. You've created compelling, accurate, and relevant product positioning for your new product. You've taken a close look at the competition and evaluated your product's ..
(May 26, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 285

Pricing Strategies To Minimize Channel Conflict!

Pricing your product or service can sometimes be a “shot in the dark. " Too often, companies define their pricing by their development costs-and in the case of a service company, by their labor .
(May 26, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 504

Sales & Marketing's #1 Lost Opportunity

Your #1 lost opportunity may not be what you think. It isn't a market you were late to target, a product released without certain features, or even a ridiculously small sales and marketing budget. I ..
(May 26, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 223

Generate Quality Leads Through Value-Add Content

Generating quality sales leads is a priority for most companies. Although traditional promotional tools such as contests, games, and gifts can garner immediate and widespread attention, they cannot ..
(May 22, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 276

Direct Mail Formats For Maximum Impact!

Over the years I've learned how well a direct mail program performs depends on the chemistry of three elements-format, offer, and list-and whether or not you have designed the program with enough ..
(May 19, 2008)
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  • Currently nan/5
 | Business/Marketing-Direct | Visitors: 217

Customer Satisfaction, Loyalty, And Testimonials!

Most of the clients I've worked with believe they have a good handle on how their customers feel about their experience with the company and/or the product or service they've purchased. Yet when ..
(May 19, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 467

Defining Your Brand Strategy Can Be Efficient And Fun!

Branding or re-branding your company can be a highly sensitive subject. Think about it. The brand is the “personality" of a company. Each person who participates in defining the brand brings ..
(May 19, 2008)
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  • Currently nan/5
 | Business/Branding | Visitors: 176

Cause Marketing - It's A Good Thing

Cause Marketing involves a cooperative effort between a business and a non-profit organization-ultimately for the mutual benefit of both. It is executed in various forms (i. e. a sponsorship of a ..
(May 18, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 161

Celebrating Customers

It's always a good idea to celebrate your customers. After all, without them you would not be in business. And, the holidays are the perfect time to acknowledge and thank your company's most ..
(May 18, 2008)
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  • Currently nan/5
 | Business/Customer-Service | Visitors: 235

Creative Guidelines In Direct Marketing

Designers all have their opinions on what makes a stylish design. In my career, I have even fallen victim to it. You know, design a beautiful piece, with compelling headlines, a great photograph, and .
(May 18, 2008)
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  • Currently nan/5
 | Business/Marketing-Direct | Visitors: 189

Are Your Sales Prospects Playing Ball?

The process for converting suspects into prospects, prospects into leads, leads into customers is much like playing a baseball game. You'd love to hit a homerun every time you step to the plate, but ..
(May 13, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 201

Brochures - A New Point of View

How often does a prospect asking for a brochure make your salesperson cringe? It happens more often than you'd think! They cringe because, though you may find your brochure compelling, sales realizes .
(May 13, 2008)
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  • Currently nan/5
 | Business/Marketing-Direct | Visitors: 211

5 Common Online Survey Mistakes to Avoid

Implementing online surveys is a fast and inexpensive way to gather key customer or prospect data. Why is it that more companies are left either stymied by their survey results or disappointed by the .
(May 12, 2008)
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  • Currently nan/5
 | Internet-and-Businesses-Online/Paid-Surveys | Visitors: 160

5 Email Marketing Tips I've Heard and Tested

Everyone has an opinion or piece of advice on how to achieve email marketing success-all aimed at issues from improving open-rates to avoiding spam filters to remaining CAN-SPAM compliant. Yet with ..
(May 12, 2008)
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  • Currently nan/5
 | Internet-and-Businesses-Online/Email-Marketing | Visitors: 123

5 Steps to a Winning Lead Generation Blueprint

A few months back I received a compelling direct mail from a company wanting me to attend a webinar. It was sent in a US Priority Mail box and contained a 16-ounce Coke, a bag of popcorn, and an ..
(May 12, 2008)
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  • Currently nan/5
 | Business/Marketing-Direct | Visitors: 199

A 3-Step Approach to Integrating PR with Promotions

Many companies equate PR (a. k. a. Public Relations) with press releases and media contact aimed at promoting a new product, a company acquisition, a new executive, a big sale for the company, ..
(May 12, 2008)
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  • Currently nan/5
 | Business/Public-Relations | Visitors: 248

Affording the Focus Group - A Market Research Must

As I explore market research topics, I want to highlight one very important tool in your market research toolbox-the FOCUS GROUP. Generally speaking, many marketers consider the focus group as ..
(May 12, 2008)
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  • Currently nan/5
 | Business/Marketing | Visitors: 234