Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like...* So who else uses this upgrade?* You mentioned Big Foot, Inc. as a client. Who can I contact there?* I'm not sure it's worth... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm's low profile... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town. It's probably an unfamiliar city. Maybe an exotic locale. Lots of strangers. There's a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.Here's how to stay out... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments. In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying?A. Exhibiting firms can make their most credible, "main differentiating benefit" the most obvious, prominent (aka BIG) message in everything they display, give away, or discuss.Problem: Exhibiting staff rarely get to have a pivotal... Read More

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Showing 1 - 10 of 151 Articles
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Hiring--A Vital Key In Sales Management Success

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

How to Improve Your Management Procedures Usability

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

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... 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

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

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

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

The Product or the Sale

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

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

Hire A Six, To Consistently Produce Sales Success

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

Snowflakes Improve Holiday Sales

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

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

How to Sell Strategically

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

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

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

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

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

We all agree one of the most important parts of... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Speed-up Your Sales Cycle

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

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

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

I recently began doing training in the banking industry. Across... Read More

Baditude!

As a group of sales trainees took a break from... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

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

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

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

The Differences Between A Commercial Collections Agency & Lawyer

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

How to Organize a Seminar or an Event

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

Set Yourself up for Trade Show Success

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