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Are Your Sales Teams Order Takers or Collaborators?

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.

Leaders: 20 Great Questions To Ask Your Team This Week

Early in my career, like most new managers, I thought I needed to have all the answers for my team. It was an old school way of leading and mobilizing the troops. Finally, I had a leader who showed me another way (thank goodness!) and the power of leading through questions.

A CMO’s Guide to Conversion Metrics with Google Adwords

Google AdWords continues to expand and improve conversion tracking metrics, and without a full understanding of the data provided, your firm may not be optimized with regard to generating efficient quality leads and sales.  Obviously search advertising is a must when the goal is to capture prospects in active research or buying mode.

You can target top and bottom funnel.

Why Storytelling Marketing is more Important Than Ever

WHY STORYTELLING MARKETING IS MORE IMPORTANT THAN EVER Have you ever tried to present your business through a meaningful storytelling marketing campaign? If you haven’t yet, now is the right time to do it. Consumers of today are overwhelmed by all the information coming their way. What do you think grabs their attention

The porwer of free: 3 shipping mistakes that can destroy sales

Sales departments should understand the power of free shipping when marketing their products online, writes Liesha Petrovich. Other keys to using shipping to sell products include emphasizing options in marketing efforts and being honest when communicating with customers about shipping timelines.

Shipping isn’t sexy. 

How to Adapt in a Competitive Market Staying Competitive

Staying competitive in today’s business world poses a constant demand on a leader’s skill and will to adapt to change. To adapt is to be the right “thing” at the right time, where that “thing” may be a product or service, price, convenience, conversation, a physical presence, verbal tone or non-verbal communique that emits the solution you want to convey.

Will There Ever Be a Winner Between Marketing and Sales?

The short answer to this question is, "No!". I say "no," because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end. Sadly, I've had to grudgingly accept that too many people feel the other side exists only so they can have someone to blame. Each side is far too quick to accept credit when things are going well and to pass blame when there are problems. The reality is neither side could succeed without the other. To find out where the breakdown occurs, go to...

Câu chuyện của SMEI - NIỀM ĐAM MÊ 80 NĂM

NIỀM ĐAM MÊ 80 NĂM DÀNH CHO NGHỀ MARKETING CHUYÊN NGHIỆP.

Niềm đam mê đối với lĩnh vực Bán hàng và Marketing chuyên nghiệp vẫn luôn hiện hữu trong nhu cầu của mỗi người.

Vào ngày 7 tháng 1 năm 2016 đã đánh dấu 80 năm kể từ khi liên đoàn SMEI được thành lập chính thức tại New York, USA. Thế giới từ lúc đó đã bắt đầu thay đổi theo nhiều cách, nhưng một điều vẫn vượt qua thời gian, và luôn luôn tồn tại đó là nhu cầu về một tiêu chuẩn cao trong lĩnh vực Bán hàng và hoạt động Marketing.

Executive Sales Leader Briefing: Why Do Salespeople Resist Change?

We would think salespeople would be open to change, but I’m finding that not to be the case far too often.

Over the last couple of months, I’ve been exposed up close to several sales organizations dealing with significant change and I continue to be amazed.

Salespeople — and I’m using the term broadly — can be quick to say how 

Unlocking The Potential Of The Participation Age

Technology has irrevocably changed the face of today’s consumer and their relationships to the companies they buy from. One of the most significant changes is the way consumers interact, and want to interact, with brands. Millennials want to feel a personal connection with brands – they don’t want to be spoken to, but rather spoken with. We have entered “The Participation Age.”

9 Inspirational TED Talks to Watch After You Just Lost a Sales Deal

You just lost a deal, and let me guess: You’re not feeling too great.

Yes, you know losing deals is an inevitable part of sales, and yes, you also know the outcome often has to do with factors beyond your control.

But still, you’re a competitive person -- and competitive people just plain hate losing.

Here’s where these nine TED talks come in. In addition to instantly making you feel better, they’ll also give you some ideas on how to use failure to your advantage. That’s what we call a win-win.

No More “Spray and Pray”: A Step-by-Step Guide to Effective Targeted Sales Prospecting

Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they will eventually sign. So instead of spending time customizing and personalizing their outreach for each individual prospect, they mass blast generic emails, and follow the exact same script on every single call.

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