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 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

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt. Coupled with a structured approach to increasing market share, looking... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and... 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

Pointless Targets

I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor.You may ask "What has snowflakes got to do with internet marketing?"A free gift with every order gives you the competitive... Read More

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Offer Package Deals To Increase Profits And Sales

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

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

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

Promoting Your Private Label at Industry Trade Shows

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

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

How to Organize a Seminar or an Event

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

8 Procedures to Take Control of Sales and Marketing

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

Shorten Sales Cycles in Complex Sales Environments

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

Increase Retail Sales With Meetups

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

The Surest Way to Boost Sales

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

Finding A Sales Force That Pays For Itself

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

3 Secrets That Set The Context For Sales Success

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

Beyond the Golden Rule

There are several types and sub types of people in... 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 Build A Worldwide Distributor Network

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

The Nine Warning Signs that You Need a Sales Video

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

How to Keep Projects From Spinning Out Of Control

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

How Many Salespeople Should I Hire?

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

6 Common Mistakes in the Sales Hiring Process

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

Discounting Your Way Into Sales Oblivion

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

It?s Time For A Sales Management Revolution

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

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

Hire A Six, To Consistently Produce Sales Success

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

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Accepting Responsibility for Your Sales Success

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

The Product or the Sale

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

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

The Sales Carpenter

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