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

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and align all of their decision variables.In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that doesn't guarantee that it'll do the same for you. The only way to really know what works for YOUR products and YOUR target audience is to experiment. Testing and experimentation are crucial to increasing your profits.1. Try using the occasional... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In... 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

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations lose thousands of dollars through common mistakes and lapses in usability. But what does that mean for business owners and executives?Ask yourself:Are your required actions described thoroughly and accurately, or are the details left open to interpretation?Is your content consistent... Read More

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

I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those... Read More

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Showing 1 - 10 of 151 Articles
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Leadership - How To Turn The Vision Into A Reality

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

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%.... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

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

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

A Coachs Handbook For Sales Managers

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

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... 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

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

Finding A Sales Force That Pays For Itself

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

Business Career, Executive Coaching Article - Perfection vs. Excellence

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

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... 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

100% Commission Equals Zero Percent Control

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

Overcoming Sales Objections for Small Business Networks

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

Are Your Sales Meetings Boring?

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

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... 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

Run a Productive Business From Your Car-Office

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

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Hire A Six, To Consistently Produce Sales Success

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

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... 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 Write a Business Plan Sales Section for a Mobile Service

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

Raise Your Fees Overnight!

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

How to Organize a Seminar or an Event

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

Sales Coaching... Fact or Fiction?

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

How to Keep Projects From Spinning Out Of Control

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