3 Steps To Getting A Sales Meeting

The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics you might... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often be overlooked in marketing budgets.We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself.1. No strong corporate "look and feel"You're in a highly competitive industry.... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired.Well, now we're going to have a think about... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call.Not only are those numbers abysmal, they are considered normal. In other words, bankers are expected to fail at least... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile. Keeping a jump ahead of the competition means knowing... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first time and repeat sales to an unlimited degree.Trust.What is it? Why is it so important? How do you get it?Confidence in you from your cutomers, builds relationships and as a result, more sales, and through excellent customer service.That's the short... Read More

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Showing 1 - 10 of 151 Articles
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The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More