Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic experience to participants. Thus, organizing an event requires extensive planning and preparation with most work implemented at least a few months before the actual event. Most of the time, seminars seem to run like clockwork with all events flowing smoothly... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision.This is... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months of unearned salary and damage to your company's image or reputation your company's method of NOT finding good salespeople? For most companies it is!The "trial and error" method of hiring salespeople is very costly to a business. Without a viable... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting... Read More

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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you follow the path of exploration into the mystery of life, the more life becomes revealed to you. Life begins to express its secret, its nature. What is required of us, for deeper understanding, is a commitment to follow earnestly the... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my... Read More

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Showing 1 - 10 of 151 Articles
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Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Poor Performance - Fix it by Coaching

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

Speed-up Your Sales Cycle

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

Small Business Marketing: Overtaking Your Competitors

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

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

The Product or the Sale

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

3 Steps To Getting A Sales Meeting

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

The Four ?D?s of Sales Management

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

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

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

Do you know anyone who regularly wins bids? Or 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

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Generous Donor Refused (how qualified business slipped away)

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

4 Marketing Myths Threaten Your Sales

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

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Sales Tactics to Beat Your Competition

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

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... 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

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

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

How to Sell Strategically

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

Offer Package Deals To Increase Profits And Sales

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

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

The Sales Carpenter

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... 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

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

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

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

Snuff Out the Competition Without Leaving a Mark!

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

Drop Discounts and Earn Top Dollar

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