Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank. If yours is a home-based or a brand-new... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right.The team member might respond immediately to coaching and improve the situation. However the improvement wont always be permanent and you may have to do further coaching.When I... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author".Quote of the month: "A leader is the relentless architect of the possibility that others can be." Benjamin Zander, Conductor of the Boston PhilharmonicSales organizations have access... Read More

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

So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's not ringing. Let's blame marketing!If you join this band wagon to rationalize your poor sales results, you need to step up and take responsibility for your own fate. It's amazing how often sales teams play the victim here. They blame... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve sales results. In every company, the most important ? and vulnerable ? link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize ? Look for quick wins, consider those things which will have maximum long term impact. Build solid... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too.But that is not true. People do spend money... a lot in holidays. On gift items, special discount goods, coupons etc.The only thing is... Read More

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Showing 1 - 10 of 151 Articles
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Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

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

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

A Coachs Handbook For Sales Managers

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

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Hire A Six, To Consistently Produce Sales Success

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

The Sales Carpenter

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

The Art and Science of Managing Expectations in Selling

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

Baditude!

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

Snowflakes Improve Holiday Sales

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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Leadership Lessons for Sales Managers

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

Set Yourself up for Trade Show Success

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

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... 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

8 Procedures to Take Control of Sales and Marketing

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

How to Sell Strategically

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

How Many Salespeople Should I Hire?

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

The Achilles Heel of Management Coaching

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

Sales Coaching... Fact or Fiction?

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More