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Cover the Market Completely with Indirect Sales Channels

Corporate Vice President of Sales demonstrates how to cover the market completely with direct and indirect sales channels.

I recently interviewed John Kedzierski, an executive sales leader who knows how to drive revenue growth through channels. Today’s topic is focused on how to go to market with the right channels.  During our discussion, John and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Channel Optimization phase starting on page 294 of the workbook.

Transform Your Marketing Approach and Gain a Customer for Life

At a critical moment in my junior year of college, I was rushing to print an assignment on a deadline when my HP ink cartridge broke. Even though the issue was my fault, HP sent a new cartridge without hesitation. No transferring me between departments, no upsell on a different model — it just sent it. Overnight. I have bought nothing but HP products ever since.

5 Ways to Improve Your Editorial Calendar

Whether you’re running a small business or a corporation, using an editorial calendar can help you successfully manage your blog, email, and social media content. An editorial calendar is a bird’s-eye view of upcoming content. It serves as a framework for the type of content you want to share, when it should be published, and which digital channels you should use. Blog posts, infographics, videos, how-to guides, photo galleries, and emails are a small sampling of different digital content types. The type of content you create should reflect your goals to achieve the best return on investment (ROI).

Closing Deals Faster Using a Field Sales Approach

Your target market may not know they need your product right off the bat. That’s why a face-to-face meeting is key.

When we launched Varsity News Network (VNN) in 2011, we didn’t plan on building a national sales team. Our intention was to bring schools onto the nation’s largest high school sports network using landing pages, conversion funnels, email and phone calls, but that strategy ended up not working for us. We got a few bites, but generally, we weren’t making sales quickly enough. So we got out of the office, into our cars and off to meet our prospects in person.

8 Things You Should Never Say In A Meeting

When the patience is low and the stress is high, when you want to smile but you also just want to cry, you may let unprofessional words and phrases slip out. We’ve all been there. Work can be challenging. And juggling coworkers and bosses can sometimes seem like climbing up a downward-moving escalator.

It’s in these moments, that you must keep your cool. Whether you need a woo-sah moment or need to head to the onsite gym to sweat it out, try your hardest to maintain a calm, collected disposition at work.

9 Inspiring Quotes from Jill Konrath on Sell Like a Human

We've launched another episode of Sell Like a Human. Who better to have as a guest than the one and only Queen of Sales, Jill Konrath?

Jill offered the Sell Like a Human audience an amazing number of insights and tips in just a 20-minute interview.

Read on for a compilation of the best ones from the show, and make sure you check out the full interview. You can also subscribe for updates when we release a new episode.

THÔNG BÁO NGHỈ LỄ 30.4 - 1.5

Kính gửi Quý khách hàng, đối tác

Công ty SMEI Việt Nam xin trân trọng thông báo đến Quý khách hàng và đối tác, công ty chúng tôi sẽ nghỉ Lễ 30/4 và Quốc tế lao động 1.5 từ ngày 30 tháng 04 đến hết ngày 02 tháng 05 năm 2017.

Công ty sẽ trở lại hoạt động bình thường vào ngày Thứ tư, 03 tháng 05 năm 2017.

4 Key Behaviors of Mobile First Brands

Mobile has emerged as the great enabler for new “mobile-first” brands and the killer threat for legacy brands who still think customers listen with loyalty in mind.

Brands that came to power in the pre-computer era or when the PC ruled are going to have a difficult time understanding how to behave in this mobile world. Mainly because they are simply trying to apply dated ideas to new forms of technology at a time of new consumer behaviors and that just won’t work.

HÀNH TRÌNH TÌM KIẾM MARKETERS SÁNG TẠO - VÒNG TOP9

[HÀNH TRÌNH TÌM KIẾM MARKETERS SÁNG TẠO - VÒNG TOP9].

Sáng ngày 08/04/ 2017, 18 đội xuất sắc của cuộc thi “Hành trình tìm kiếm Marketers sáng tạo" vòng TOP 9 đã cùng nhau tranh tài với sự góp mặt của hội đồng BGK bao gồm:

1. PGS.TS Võ Thị Quý, Giám đốc Học thuật của SMEI Việt Nam

2. Ông Hoàng Kim Chương, Phó tổng giám đốc Công ty cổ phần NguyênVũ, giảng viên SMEI Việt Nam

3. Ông Lê Văn Bình, Chủ tịch kiêm CEO của Công ty TEN Group, giảng viên SMEI Việt Nam.

Emotion Is The Currency Of Experience

The shift from good ol’ marketing to delivering “experiences” means that brands must strive to invoke emotion from their customers, said John Mellor, Adobe’s VP of strategy, alliances, and marketing, during his day-two keynote at Adobe Summit, in Las Vegas.

“The impact of experience,” Mellor told the 12,000-plus attendees, “is not just functional. It is also about how [the experience] makes us feel. Experience is about the emotion we have when we interact with brands. We are not just marketers anymore. We are not just stewards. We are ambassadors of experience. And every experience leads to an emotional response.”

3 profit-raising tips to keep even the grumpiest customers happy

Before we begin this article, take a moment, a little breath, and imagine the ideal customer for your business. It’s a beautiful image, isn’t it? The kind of sight that lingers in your mind’s eye after 14 days of Buddhist meditation.

This smiling, picture perfect customer is ready (and incredibly willing) to part with their cash at a moment’s notice. They chat about the weather while passing you their account number and sort code, allowing you to empty their bank account and watch your company sky rocket into the glistening stratosphere of success.

POP, FZZZZZZZLLLLLLL.

How selling a solution is different from selling a product

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope they can charge a premium or perform some miracle that will instantly differentiate them from their competitors.

And management—often ignorant of the subtle differences between selling products or services and selling solutions—becomes frustrated when they find the expected boom in sales doesn’t materialise; that their salespeople continue to face pressure for lower prices, better service delivery and a wider range of offerings.

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