Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was sure Somebody would do it. Anybody could have done it. Nobody did it. Somebody got angry because it was Everybody's job. Everybody thought that Somebody would... 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

Producing Premium Performance

One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to... Read More

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

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services... Read More

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

TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client.You've have product training and sales training, you reviewed your company's web site and literature, you understand the demonstrations, and... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few... Read More

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

Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon... 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 for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.In these next two issues we'll look at one of our favourite and most... Read More

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Showing 1 - 10 of 151 Articles
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8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

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

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Accepting Responsibility for Your Sales Success

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

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... 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

Five Steps to Maximize Success in Targeting For Growth

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

Do You Really Want Local County Contracts?

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

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

Management From Within

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

Sales Tactics to Beat Your Competition

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

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

How to Maximize Account Penetration and Jump-Start Sales

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

Offer Package Deals To Increase Profits And Sales

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

It?s Time For A Sales Management Revolution

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

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

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

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... 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

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Poor Performance - Fix it by Coaching

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

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Sales Coaching... Fact or Fiction?

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

Discounting Your Way Into Sales Oblivion

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

Building Trust For Lifetime Success

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

Leadership Lessons for Sales Managers

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

The Art and Science of Managing Expectations in Selling

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