The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales.This... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes.You must understand that our world is governed with basic principles which if used right... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even 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

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

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate... Read More

Pointless Targets

I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand... Read More

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The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... 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... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Small Business Marketing: Overtaking Your Competitors

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

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

The Achilles Heel of Management Coaching

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

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

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

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Management by Osmosis

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

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More