Friday, May 29, 2009

Book marketing

Competition Between Local and Electronic Markets: How the Benefit of Buying Online Depends on Where You Live
Chris FormanAnindya GhoseAvi GoldfarbManagement Science. Linthicum: Jan 2009. Vol. 55, Iss. 1; pg. 47, 11 pgs
Abstract (Summary) Our paper shows that the parameters in existing theoretical models of channel substitution such as offline transportation cost, online disutility cost, and the prices of online and offline retailers interact to determine consumer choice of channels. In this way, our results provide empirical support for many such models. In particular, we empirically examine the trade-off between the benefits of buying online and the benefits of buying in a local retail store. How does a consumer's physical location shape the relative benefits of buying from the online world? 

We explore this problem using data from Amazon.com on the top-selling books for 1,497 unique locations in the United States for 10 months ending in January 2006. 

We show that when a store opens locally, people substitute away from online purchasing, even controlling for product-specific preferences by location. These estimates are economically large, suggesting that the disutility costs of purchasing online are substantial and that offline transportation costs matter. We also show that offline entry decreases consumers' sensitivity to online price discounts. However, we find no consistent evidence that the breadth of the product line at a local retail store affects purchases. 

Wednesday, September 3, 2008

Competitive intelligence

How to Gather Competitive Research
http://www.bnet.com/2403-13241_23-60253.html?promo=808&tag=nl.e808
Review: Details 5 steps to gathering legal competitive intelligence on competitors including a case study.

Tuesday, September 2, 2008

Arts marketing

As They Like It
http://www.accenture.com/Global/Research_and_Insights/Outlook/By_Issue/Y2008/AsLikeIt.htm
Abstract: The article explains how audience segmentation and analysis techniques have helped the legendary Royal Shakespeare Company boost its membership list by 40 percent and its regular attendance—by far the greatest overall contribution to the company's revenues—by more than 70 percent. Box office receipts now account for 43 percent of income.

Saturday, August 30, 2008

Office design

Cisco Saves 90 Million Using TelePresence
http://www.bnet.com/2422-13950_23-219559.html?promo=713&tag=nl.e713
Abstract: Company tests video conferencing tool for internal use.

Business travel is getting more costly everyday so many companies are turning to video conferencing to curb corporate travel. Cisco Systems has built a solution known as TelePresence. In this video, correspondent Sumi Das meets Laura Ipsen, co-chair of Cisco’s Eco-Board. They talk about various green initiatives Cisco is developing such as a new Wi-Fi enabled city bus, energy efficient workspaces and their video conferencing solution. According to Ipsen, TelePresence has had a strong financial impact internally saving the company 90 million dollars in 18 months by reducing 20,000 meetings.

Podcast explores other ways in which office design is reducing green footprint.

Why Office Design Matters
http://hbswk.hbs.edu/archive/4991.html
Extracts: From either previous research, logic, or common sense, there are a few things we know about the relationship between physical work environments and knowledge worker performance. They include:

Knowledge workers prefer closed offices, but seem to communicate better in open ones.
Of course there is great variation among open and closed office types, but the most extensive research in the area (from Cornell professors Frank Becker and William Sims) suggests that while most knowledge workers prefer closed offices because they are better able to concentrate, they communicate informally and build trust and social capital more easily in more open office environments (even high-walled cubicles, they say, restrict interpersonal communications). They note: "Our research, done with employees in job functions ranging from software development to marketing and business development, indicates that the more open the 'open' plan office environment, the more conducive it is to overall work effectiveness, when communication and interaction are critical elements of the work process."2 Becker and Sims are undeniably experts on this topic, but I feel that, like many corporate executives, they downplay the need for concentration and quiet when knowledge work is done in office environments.

Knowledge workers congregate in particular geographical areas.
This factor has been made well-known by Carnegie-Mellon professor Richard Florida in his book The Rise of the Creative Class. He documents the fact that knowledge workers (not synonymous with the "creative class," but closely overlapping it) are drawn to, and are made more productive by living in, cities and regions with concentrations of other people like themselves. Silicon Valley, Boston, and Austin are prominent examples of this phenomenon, at least for knowledge workers oriented to information technology. The connotation is that if you're a knowledge worker or a business that needs to hire them, you need to find out where the center of action in your industry is, and locate yourself there. If you're a city manager or mayor and you want these successful, taxpaying individuals to live in your city, you need to make your city attractive to them and to the businesses that hire them.

Particular designs can encourage certain types of behavior, although they will never guarantee it.
Knowledge workers move around in the course of their work. They need mobility and spend a lot of time out of their offices. Several firms that have observed their knowledge workers have found that they spend up to half of their time out of their offices—either in meetings, talking informally in other peoples' offices, or traveling. As a result, organizations need to provide them with the ability to work and be productive outside of their offices. The most obvious instantiation of mobile work environments is the laptop computer, but there are others—for example, access to physical work artifacts such as books and files, the ability to use telephones, computers, and messaging technologies while traveling.

Knowledge workers collaborate.
They meet, they chat, they congregate. Office environments need to facilitate the collaboration and exchange of tacit (hard to express in explicit written terms) knowledge. What does this mean? At a minimum, there need to be meeting spaces and conference rooms. Maximum facilitation would be to create a variety of collaborative spaces, technologies, and facilitation approaches for an array of collaborative purposes. Technologies for collaboration—from videoconferences to webcasting to shared networks—are increasingly making a big difference in collaboration, but users are frustrated by technical difficulties in many cases.4 Very few, if any, organizations have attempted to foster collaboration to a high degree, in part because they haven't made the effort to understand what kinds of collaboration are needed.

Knowledge workers concentrate.
The opposite side of the collaboration coin is the need to concentrate at work. This requires a quiet setting with relatively few distractions. Such an environment is particularly important for knowledge creation activities—thinking, writing, programming, designing, and so forth. This takes up a widely varying proportion of knowledge workers' time—some studies have found, for example, that programmers spend only 20 to 30 percent of their time doing solo programming, but others have found workers devoting up to 64 percent in "quiet work."5 Whatever the fraction of time, it's important for the production of final knowledge work outputs. Many organizations that have moved to more open offices trumpet the benefits of increased collaboration, but they discount the penalties incurred on the concentration side.

Knowledge workers work in the office.
Despite many years of discussion about telecommuting and telework, a very small percentage—some studies suggest 5 percent—of workers do "serious" (full-time or near-full-time) telecommuting, and a good proportion of those are administrative workers rather than knowledge workers. Knowledge workers, like all other types of workers, like flexibility, and they like to work at home occasionally. However, they don't want their homes to be their only offices. They know that to be constantly out of the office is to be "out of the loop"—unable to share gossip, exchange tacit knowledge, or build social capital.6 This means that organizations should not bother with office arrangements that assume full-time telecommuting, even though occasional telecommuting doesn't save companies any money. It also means that firms that are committed to telecommuting may be less attractive in the knowledge worker labor market.

Knowledge workers communicate with people who are close by.
Tom Allen, the dean of researchers on the work behaviors of scientists and engineers, found more than two decades ago that technical workers (a proxy for knowledge workers) whose desks are more than thirty meters apart have a frequency of communications that is roughly zero.7 Some might argue that e-mail and instant messaging have changed the relationship between physical proximity and communication. However, I'd argue that you rarely e-mail or IM intensely with someone you don't know. Assuming it's still true, Allen's important and oft-cited finding means that companies should design work environments so that knowledge workers who need to communicate are physically close to each other. Of course, this requires some strategizing about who needs to be talking with whom. Organizations such as 3M and Herman Miller have tried to do just that in the design of some of their facilities.

Firms that are committed to telecommuting may be less attractive in the knowledge worker labor market.

Knowledge workers don't care about facilities gewgaws.
At least there is no evidence that anyone ever took a job, stayed at a job, or worked more productively because of foosball, pool, or ping-pong tables, cappuccino bars, office concierges, hearths, conversation pits, quiet rooms, lactation rooms, creativity rooms, relaxation rooms, nap rooms, etc., etc. In these lean and mean times, many workers are even reluctant to be seen using these facilities for fear that they won't be considered hardworking enough. In any case, there's no clear relationship between knowledge worker performance and various appealing features of the work environment, though they may help slightly with recruiting or morale. To my knowledge only a couple of office furniture firms (Herman Miller and Steelcase, to be precise) do much to have an impact on such workplace innovations—and their focus is on broad workplace changes, not on architectural gewgaws—so we may never know for certain whether they are worth the money and the architect's time.8

Despite the faddish nature of workspace design and the absence of detailed knowledge on its implications, many organizations truly believe in the effects of the particular approaches they have adopted. It is often assumed, for example, that open offices lead to increased collaboration and open communication. This was the goal at SEI Investments, where all dividers were torn down in favor of a big open room that, according to one SEI knowledge worker we interviewed, "creates a fun environment in which people can communicate freely." Of course, an HR manager at SEI admitted that only about half of the potential hires for the company thought they could stand working in such an open environment, which seems a high price to pay for architecture (although, to be fair, SEI believes that the environment is a good screening mechanism for the collaborative workers they want to hire).

Certainly there are many occasions in which chatting over cubicle walls has facilitated the flow of information through knowledge work processes. Yet we heard just as many anecdotes about workers who stayed at home to do heads-down work because they couldn't concentrate in the office. One knowledge worker involved with highly sensitive political risk analysis, for example, feared that his job performance would be severely compromised as soon as the firm moved to a completely open floor plan. And at Monsanto (which later merged with Pharmacia & Upjohn to form Pharmacia), where a business unit had attempted to do away completely with private offices to reduce hierarchy and increase communication, senior officers of the unit eventually erected their own private offices. Employees are skeptical of open office arrangements and often suspect (as do I) that the primary benefit of these designs is the lower space costs of packing more people into cubicle-structured space.

Similarly, mobility within the workspace and outside of it is a frequently cited objective. This obviously makes sense in industries such as professional services, where workers must travel to clients frequently. Yet we don't know what price organizations pay in social capital when employees are highly mobile and can't be easily located for a face-to-face conversation. "Hoteling," for example, or the assignment of workers to whatever workspace is available when they come into the office, is clearly an efficient means of allocating space to mobile workers, but several firms that have experimented with it report that it engenders about the same level of community we find in an actual hotel. How many friends have you made in hotels? When the person next door is different every day, informal social relationships don't develop easily.

Arrgh! It's just another day at the office...
http://www.theage.com.au/national/arrgh-its-just-another-day-at-the-office-20080830-465f.html?page=-1
Extracts: The cubicle was actually designed to be a force for good when in 1968, in the small community of Zeeland, Michigan, office furniture company Herman Miller released the world's first "Action Office". Unlike workplaces with offices along the walls, or rows of desks lined up like a typing pool, it boasted moveable partitions, mobile desks and pin-up boards. The boss of computer firm Intel famously took up a cubicle in a corner, moving among his fellow workers in his open-necked shirt and gold chains.

A recent article in The New Atlantis, titled The Moral Life of Cubicles, detailed its utopian origins: "Cubicles seemed to lack the fixity, and the constraints of bureaucracy of the old office. Moreover, cubicles eliminated the hierarchical distinctions between managers and workers; every cubicle had an open door, everyone was equally a worker. Empowering and humane, cubicles seemed to create a workplace with a soul."

That soul was conceived by inventor Robert Propst, who believed his flexible, adaptable office would improve productivity, motivation and interaction between workers. His early sketches of the Action Office show desks and chairs arranged in organic patterns like flower petals.
But his dream ultimately became every office worker's nightmare. Companies opted to shrink down each cubicle to cut costs and maximise floor space, arranging them in tight groupings under the watchful glare of management. Propst, who died in 2000, described what had become of his creation as a "monolithic insanity".

"The dark side of this is that not all organisations are intelligent," he said in an interview in 1998. "Lots are run by crass people who can take the same kind of equipment and create hellholes. They make little bitty cubicles and stuff people in them."

Workstations grew wider and deeper to host large computer screens, then smaller again as technology improved and city rents skyrocketed.

Now they are smaller than ever, particularly with the rise of flatscreen technology. Under an old L-shaped desk arrangement, a workstation might have occupied six square metres a person, Power says. That has shrunk to about 4.5 square metres under new "snowflake" designs, where desks are set at 120-degree angles to each other. Desk space drops as low as three square metres a person for the straight workstations popular in design and architecture firms - half the minimum space recommended by Worksafe Victoria.

Power says companies are gradually incorporating several types of workstations to suit the space and level of collaboration needed by each worker. Much effort has gone into calculating the optimum height of computer screens. Set them at 1.2 metres from the ground and they're low enough so no one feels alone, but not so low you have to look anyone in the eye.

Jodi Oakman, from La Trobe University's Centre for Ergonomics and Human Factors, envisages a new role for the office that could finally kill off the much-maligned cubicle.
As we work more from home and on the road, the office might assume a more social setting - the place we come for important meetings or simply to mix with colleagues, she says.

These four walls: The real British Office
http://www.gensler.com/uploads/documents/TheseFourWalls_07_17_2008.pdf
Various statistics about British office productivity.

U.S. Workplace Survey (2007)
http://www.gensler.com/uploads/documents/USWorkplaceSurvey_07_17_2008.pdfThe
Extracts: The survey included more than 2,000 participants at all staff levels, representing eight industries with equal distribution across the continental United States. Collection of useful benchmarks on various aspects of office utilisation.

Three New Designs for Optimizing Collaboration
http://www.bnet.com/2403-13056_23-190685.html
Case studies of the new office designs at Jones Lang LaSalle, Microsoft, Group Health.

Image Gallery: Best and Worst Workplace Design BNET
http://www.bnet.com/2346-13056_23-190491-1.html
10 examples of good and bad office design.

Wednesday, August 13, 2008

Sales training and techniques

Do you want a results guarantee with that sales training?
http://www.onirik.com.au/whitepaper%201%20-%20guarantee.htm
Extracts:
Several research and consulting firms (e.g. Huthwaite Inc) 1 have carried out studies of sales training to see the carryover from classroom to the job behaviour. Their studies tell how, on average, only 8% to 12% of traditional training works. In simple terms this means you get 10 cents in every training dollar you spend!

The same research found some instances where sales training actually resulted in real behaviour change and business results. There were two factors common to the successes. One was training that developed behavioural competence and the other was follow-up on-the-job coaching. However, based on experience I’d also propose a third – integrated consulting services.


Impact of sales training programmes (in "Sell Like A Woman")
http://www.smartcompany.com.au/Blog/Sue-Barrett-Blog/Sue-Barrett070312.html
Extract:
A study conducted a number of years ago found that within one week of leaving any sales skills training program, salespeople had lost 87% of the new skills they had learned during the training program.

Recent research by ES Research Group shows that 90% of all sales training programs result in a 90 to 120 day increase in productivity — but after that, nothing. It is only a temporary blip! Fewer than 20% of companies show sustainable productivity gains that last a year or more.

What I have found is that sales training only works if it is carefully matched to and directly supporting the use of your sales model, methodology and sales force profile. It really is the last 10%.

Then it needs the role of infield coaching to provide the reinforcement needed to maintain and enhance skills and behaviours. In fact, a well-designed combination of training and coaching is by far the most effective and economical way to develop the “right” skills, behaviours and knowledge and see a change in sales performance.

Effective sales training can be defined as a planned program within the organisation that endeavours to bring about relatively permanent changes in employee knowledge, skills, attitudes, and behaviours. Behaviour modelling training has been found to be most effective.
To make sure that you are not wasting your money on sales training, I always suggest that you run through a checklist. Check your ongoing sales training agenda. Does it include the following?

  • Company knowledge, especially current strategy.
  • The promise-expectation-experience proposition delivered to your clients.
  • Product knowledge, value propositions, competitive edge, marketing tactics and tools.
  • Market, industry and competitor awareness.
  • Prospecting strategies and plans.
  • The “right” selling communication process and techniques.
  • Human relations; self awareness; salespeople motivations; values, behaviours and attitudes; problem solving and decision making; self management, planning, etc.
  • Clear performance, expectations and rewards.
  • Levels of authority and responsibility.
  • Sales management support.

To give a long-term benefit, the training needs to give your sales staff the opportunity to apply what they learn in real life situations out in the field, and have regular reviews as to effectiveness and efficiency of application.

Managing a marketing and sales transformation
http://www.mckinseyquarterly.com/Marketing/Sales_Distribution/Managing_a_marketing_and_sales_transformation_1843 Extract:
In our experience, the following five critical ingredients of transformation are key to ensuring transformation:

Leadership, aspirations, conviction, and clarity of purpose: committed leadership that can bring together disparate parts of an organization to achieve an ambitious and clearly articulated aspiration

New ways of working: a combination of improved processes and tools that help make sense of complex information, redefined pivotal roles, and performance management that drives the transformation forward; together, these serve as the foundation of a commercial operating system that, when fully developed, improves consistency, coordination, insight, and decision making

Capability building: on-the-job apprenticeship and high-caliber coaching designed to upgrade critical skills while delivering results

Changes in mind-sets and behavior: necessary steps such as removing cultural barriers to change and developing a tailored set of interventions to shape behavior

Transformation design: an approach that delineates the scope of the journey of change and the support needed to meet its objectives

Refocusing the sales force to cross-sell
http://www.mckinseyquarterly.com/Marketing/Sales_Distribution/Refocusing_the_sales_force_to_cross-sell_2086
Situation
Business units within large organizations often resist company-wide cross-selling initiatives. The operating units of an industrial-products company, for example, had a track record of rebelling when asked to share customer-specific sales records. This aversion to cross-selling became problematic when the company recognized that assembling and selling bundles of products from different business units was critical if it hoped to exploit its most compelling growth opportunity: a previously unaddressed midsize tier of customers. Moreover, the company’s practice of rewarding business unit leaders and salespeople on the basis of individual performance—not their support for the efforts of others—thwarted cross-selling endeavors. One business unit executive said, “I actively discouraged my sales team from playing ball, because it didn’t help our business unit.”

Complication
The company’s leaders weren’t confident that the business units had the will to develop or implement a new incentive system. Further, salespeople held a deep-seated bias against sharing information, because they believed that doing so was quite risky. Their concerns—often born of experience—included fears that other units would disappoint their customers with late deliveries, anxiety about the quality of some products that were candidates for bundling, and a general belief that disparities in the importance of customers to different business units could undermine relationships that were critical to one unit but not another. To promote cross-selling, the company would therefore have to allay such concerns while shifting mind-sets from “How do I protect my business?” to “How can the company strengthen its relationships with customers and boost profits?”

Resolution
To address these interrelated incentive and mind-set issues, the company developed a series of somewhat unorthodox workshops for salespeople, business unit leaders, and sales managers. Some of the workshops encouraged people to reflect on their tolerance for risk, their high and low career moments, and their motivations at work. These exercises led many sales reps to recognize that the foundation of their desire for strong customer relationships was a need to have something to offer potential employers. Demonstrating that effective cross-selling efforts could actually strengthen relationships, and thus help salespeople achieve their personal aims, was critical in exciting them about the new initiatives. More senior executives came to see that risk aversion was driving many of their decisions and that the risk to their own careers would rise considerably as the company’s growth slowed—a problem the new cross-selling efforts were designed to overcome.

As a result, it became far easier for business unit leaders to have faith that if they addressed their own delivery and quality issues, their counterparts in other business units would as well. Increased trust also spurred them to urge their sales groups to agree on a new compensation system that tied 10 percent of each salesperson’s bonus to peer assessments of his or her individual contribution to collaborative sales efforts.

Meanwhile, sales managers created and led small teams of sales reps from a number of business units to flesh out the details of account plans for shared customers. Sales managers and high-performing sales reps served as “navigators” who provided hands-on coaching to frontline sales teams and circulated early success stories to overcome skepticism. A priority was to familiarize salespeople with a new data-sharing system and a dashboard of metrics, including the number of joint sales calls, the percentage of offerings that bundled products from more than one business unit, and the percentage of sales—for a given client or territory—that involved collaboration across business units. Such metrics let salespeople see whether joint sales teams were making progress with specific customers and convinced many that the new cross-selling goals weren’t just empty talk. As the mind-set of cooperation took hold, salespeople identified opportunities to raise the company’s total revenues by 25 percent solely through cross-selling.

Rapid transformation of a sales force
http://www.mckinseyquarterly.com/Marketing/Sales_Distribution/Transforming_a_large_and_distributed_sales_force_2178
Situation
Changing the way a large, dispersed sales team operates is hard, and implementing a sales program quickly and making it stick is even harder. Yet that was the challenge facing a direct-service company’s commercial-business unit, which had 20 area managers, 200 sales managers, and 2,000 sales representatives spread across North America. The unit was struggling with high staff turnover and poor performance: each year, for example, a third of the sales leads coming in through the call center—roughly 100,000 calls—were never followed up on, because of weak management tools and processes.

Complication
Investors were looking for quick results, so the company’s senior leaders insisted on a program that would raise sales almost immediately. They therefore decided to implement it in 6 months rather than the 12 to 24 typical for a project of this scale. Additionally, in recent years the company had conducted a number of sales-improvement programs, with mixed success, which suggested that employees might be reluctant to attempt another complex change program.

Resolution
Rather than relying on a central team of change leaders and rolling out the program in sequence, from area to area, the company adopted a phased “university approach,” which enabled it to launch the program in all areas simultaneously. The 20 area managers, who had a pivotal role in the sales hierarchy, attended central “academies” along with sales managers. Here they all learned to use new tools and processes, including standardized performance metrics, diagnostic reports, and a custom-designed tool to track and promote accountability for every sales lead. Once the area managers “graduated” from the academy, they rolled out the program in phases, starting with high-priority markets in their own areas. Sales managers and the reps they supervised applied the new tools.

To ensure that these changes endured, the company instituted recurring structured-coaching sessions where area managers used the performance tools to evaluate sales managers and to pinpoint and address their weaknesses. The sales managers in turn coached their reps in the same way. Both the tools and the coaching sessions played a crucial role in the success of the program, which was implemented in most markets within the required six months. By the end of a year, the unit had increased its lead-conversion rates by 20 percent and the number of self-generated leads by 25 percent.

Implications
Just having the right tools won’t force quick or lasting change in the way a large and dispersed sales force operates. But companies can achieve that kind of transformation by identifying an appropriate group of managers, distributed across the organization, to take the lead in promoting change and by adopting the university approach, in which trainees in turn train the employees who report to them.

Ten Seconds to Better Rapport
http://blogs.bnet.com/salesmachine/?p=405&tag=nl.e808
Here’s a ten-second method to build better rapport with a customer. I can testify that it works, as I’ve used it literally hundreds of times. It’s a close to a “Jedi Mind Trick” sales technique as I think you’re ever going to find.

This method based upon the scientific observation that people have what are sometimes called “thought modalities” or, more colloquially, “have their brain wired different ways.” Research has shown that most people favor one of the three different modalities:



  • Visual. The person values and responds to what he or she SEES. A visual person will tend to dress flashy, talk quickly, and use plenty of broad hand gestures.
  • Auditory. The person values and responds to what he or she HEARS. An auditory person will tend to dress conservatively, talk in an even tone, and use subtle hand gestures, usually synchronized with what’s being said.
  • Kinesthetic. The person values and responds to what he or she FEELS. A kinesthetic person will tend to dress casually, talk quite slowly, and make many “checking” gestures, like touching their chin while thinking.
People tend to feel more comfortable with, and prefer to spend time with, other people who share the same modality. They tend to dislike or distrust people who have a different modality. For example, if a prospect is a “visual” and you normally speak like a “kinesthetic,” the prospect is likely to think that you’re dull or stupid. Similarly, if the prospect is a “kinesthetic” and you talk like a “auditory,” the prospect is likely to think you glib or vapid.

Here’s how you use this phenomenon to build rapport almost instantly.

When you have your first real meeting with a prospect, listen to the way that they speak — before you get into the business end of the discussion. A good way to do this is to ask the friendly personal question. I usually use something like: “Before we get started, I’m really curious…how did you end up in such an interesting job/industry/career?”

When the prospect answers, notice carefully the speed with which the prospect talks and the vocabulary that he or she uses. The combination of the two almost ALWAYS reveals the prospect’s primary modality. Example:



  • Visual. The prospect will speak very fast and use words like bright, brilliant, clear, demonstrate, focus, frame, glimpse, highlight, illuminate, imagine, light, magnify, perspective, reflect, scan, see, shine, show, viewpoint.”
  • Auditory. The prospect will speak at a moderate rate and use works like articulate, assert, audacious, banter, boast, call, crunch, dictated, discuss, edit, note, persuade, promise, recap, ring, say, speak, talk.
  • Kinesthetic. The prospect will speak a bit slower than average and use words like bask, blink, bounce, breathe, catch, chop, crawl, friction, heart, impact, impress, move, post, push, sense, sharp, smell, smile, strike, throw, touch, walk, weigh.
Once you’ve determined the prospect’s modality, speak at the same speed and use the same kind of words. The prospect will immediately feel that you understand them better. If you’re sitting across from the prospect, you may even see the prospect physically relax and smile. And why not? You’ve proven, at a visceral level, that you’re on the same wavelength.

This technique really works. It’s one of the main reasons that I’m so good on the phone, and can pretty much get in sync with anyone. By the way, while I’ve practiced this technique for years (I original learned it from Tony Robbins), the specific list of words in this post came from Steve Martin, the author of “Heavy Hitter Selling” and “Heavy Hitter Sales Wisdom”. Smart guy.

Monday, August 4, 2008

Art and picture marketing

Over $4m in art sold at the first Sydney Affordable Art Show
http://www.stateart.com.au/sota/news/default.asp?fid=2207
Extract: With over 13,000 visitors and over $4 million dollars worth of art sold, the first ever Sydney Affordable Art Show at the Royal Hall of Industries, Fox Studios has established itself as a key cultural event for Sydney.

Tuesday, July 29, 2008

Selector websites

Online price comparison comes to electricity
http://www.smartcompany.com.au/Free-Articles/Trends/20080729-Online-price-comparison-comes-to-electricity.html?source=cmailer
The need to combat global warming may mean the price of electricity is unlikely to go backwards any time soon, but a new Australian website aims to help consumers get the best deal available.

GoSwitch.com.au is a free online comparison site for electricity prices launched earlier this month by Melbourne entrepreneur Ben Freund.

The site will be of most use for consumers in the deregulated retail energy markets of South Australia, Victoria and Queensland, where new home owners or renters are faced with a choice between dozens of different plans and providers when they move into a new residence.

The site also allows users to compare the prices offered by alternative gas suppliers.

Sitting on the company’s board with Freund are Cliff Rosenberg, an experienced web entrepreneur and executive chairman of online marketing firm Clear Light Digital, and SEEK founding chairman Irvin Rockman.

Telstra small business wizard site
https://www.businesswizard.com.au/genie/default.aspx
Telstra small business website which uses questions to identify ideal products and services for your business and then emails you the recommendations.

3 Phone Selector website
http://www.threeselector.com/
Example of phone selector website covering handsets and plans