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

Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. What occurs during an interview? Interviewees attempt to... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with the customer by extending offerings beyond that of what the company infrastructure is able to supply in a reasonable timeline.As a salesperson, you must manage the quality of the sales process. With this context of "quality deal management" in mind,... 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

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

How To Build A Worldwide Distributor Network

When your product is market ready and has a good bargain, it will be no value to you if you don't know who's going to buy it, or how you are going to tell the world about it. Your product will only sell if it has a good wide distribution... 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

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

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often be overlooked in marketing budgets.We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself.1. No strong corporate "look and feel"You're in a highly competitive industry.... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.And it's... 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

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Showing 1 - 10 of 151 Articles
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Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Snuff Out the Competition Without Leaving a Mark!

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

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

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

8 Line Items of a Trade Show Budget

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

Overcoming Sales Objections for Small Business Networks

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

Offer Package Deals To Increase Profits And Sales

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

How to Increase The Sales Of Promotional Products

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

6 Common Mistakes in the Sales Hiring Process

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

How to Maximize Account Penetration and Jump-Start Sales

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

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... 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

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Hire A Six, To Consistently Produce Sales Success

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

How To Have A Successful Retail Sales Event

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

4 Marketing Myths Threaten Your Sales

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

Leadership Lessons for Sales Managers

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

A Coachs Handbook For Sales Managers

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

The Nine Warning Signs that You Need a Sales Video

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

Back-to-School List - 10 Tips for Trade Shows

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

The Achilles Heel of Management Coaching

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

The Surest Way to Boost Sales

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

Baditude!

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

Business Career, Executive Coaching Article - Perfection vs. Excellence

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

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

8 Procedures to Take Control of Sales and Marketing

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

Drop Discounts and Earn Top Dollar

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

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

Raise Your Fees Overnight!

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