SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows
Here's the scene. You're at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like...* So who else uses this upgrade?* You mentioned Big Foot, Inc. as a client. Who can I contact there?* I'm not sure it's worth... 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
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
It?s Time For A Sales Management Revolution
Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month,... Read More
Increase Your Sales Accept Credit Cards, Part 2
In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank. If yours is a home-based or a brand-new... Read More
Snuff Out the Competition Without Leaving a Mark!
Does the competition drive you crazy? Are they relentless about taking your clients away? Are customer loyalties becoming a thing of the past?In our ever changing world, it seems securing business these days comes down to, who will provide the most services at the lowest possible price.To add insult to... 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
100% Commission Equals Zero Percent Control
The temptation to use straight (100%) commission plans never goes away: "Let's put our salespeople on 100 percent commission. Then, if they don't perform, we're not out any money." For small, start-up organizations, the lure is irresistible, especially when money is tight and the company or the products they sell... Read More
Beyond the Golden Rule
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale.However if we realize that we are always selling... 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 always perplexed by the lack of thought and preparation many business owners display when giving a 60-second overview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give... Read More
|
|
|
|
|
|
|
|
|
|||||
|
|
|
|||
A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRMThe idea itself is nothing new; its... Read More
How to Organize a Seminar or an Event
Seminars and events have always been implemented as a holistic... Read More
To Increase Your Sales and Revenue Make Sure To Add Value
What are you and your company's services and products worth... Read More
Shorten Sales Cycles in Complex Sales Environments
Help buyers discover the answers they need to understand and... Read More
The Benefits of Catalog Sales For Your Business
Things to watch out for when selling your product in... Read More
Disclosure Laws Favor International Terrorists
The Federal Trade Commission has rule that are supposedly in... Read More
The Sales Carpenter
I remember moving my family to Argentina as Vice President... Read More
Management by Osmosis
Sales managers are an interesting breed, effective sales managers are... Read More
Leadership Lessons for Sales Managers
Leadership, like class, is hard to define, but easy to... Read More
Five Steps to Maximize Success in Targeting For Growth
Targeting is the process of selecting high potential customer accounts... Read More
Sales Coaching... Fact or Fiction?
The old adage in selling has always been, "Find out... Read More
How Exhibitors Can Move More Attendees Closer to Buying
Q. What's the single, biggest change exhibitors can make to... Read More
The Surest Way to Boost Sales
If you have a small business and you are looking... Read More
How To Have A Successful Retail Sales Event
In the 30-plus years I spent working in advertising and... 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
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
Never Trust a Silent Customer
Imagine you run a pizza parlour. You have all these... Read More
Increase Your Sales - Accept Credit Cards
Many people today simply prefer the convenience of paying by... Read More
Sacking Clients: Brand Power Wheel
Remember in the last message we talked about your directional... Read More
Set Yourself up for Trade Show Success
Of the many mistakes small business owners make, a big... Read More
Sales & Marketing Plan Strategies
Design and Implementation of a new Sales & Marketing campaign... Read More
4 Marketing Myths Threaten Your Sales
These 4 marketing myths can cause you to lose sales... 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
8 Procedures to Take Control of Sales and Marketing
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
7 Tips for Testing Your Sales and Marketing
One marketing technique may work wonders for someone, but that... Read More
Sales Tactics to Beat Your Competition
This month I want to share a success from a... Read More
How to Increase The Sales Of Promotional Products
I have searched for a new way to increase the... Read More
Hire A Six, To Consistently Produce Sales Success
For many years as a sales manager, I would only... 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 Plan? Whats a Sales Plan?
In the past, if you said the word "plan" to... Read More
Business Career, Executive Coaching Article - Perfection vs. Excellence
"(Howard) Hughes never learned how to convert his knowledge to... Read More
How To Build A Worldwide Distributor Network
When your product is market ready and has a good... Read More
A Coachs Handbook For Sales Managers
This article may be reprinted in its entirety with express... Read More
A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRMThe idea itself is nothing new; its... Read More
Are Your Sales Meetings Boring?
Many sales meetings are boring and a waste of salespeople's... Read More
Producing Premium Performance
One of the major issues that arises in managing a... 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
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
Is Sales Process & CRM Stopping Sales?
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
Retail Operations - Effective Branch Manager Support and Guidance
Performance and behaviour management is by far the most difficult... 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... Read More
How Many Salespeople Should I Hire?
One of the most asked questions I get is how... Read More
3 Secrets That Set The Context For Sales Success
In today's competitive environment, every organization is trying to improve... Read More
Do You Really Want Local County Contracts?
If you really want to secure government contacts at the... Read More
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to... Read More
How Do I Manage Workplace Conflict?
Workplace ConflictConflict is an inevitable part of business life and... Read More
Change in Sales Organizations Starts with Me
Question: What do the following have in common?- I spend... Read More
The ACCOUNTABILITY Challenge for Today?s Business Management
In today's 24/7 driven business word, accountability is becoming a... Read More
14 Top Lead Generation Tactics
According to former Harvard Business School professor David Maister, typical... Read More
7 Tips for Testing Your Sales and Marketing
One marketing technique may work wonders for someone, but that... Read More
The Art and Science of Managing Expectations in Selling
It is very easy to fall into a trap with... Read More
To Increase Your Sales and Revenue Make Sure To Add Value
What are you and your company's services and products worth... Read More
Outsourcing the Sales Function
Small to medium companies that want to increase sales or... 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
Not Enough Fresh Sales Leads? Marketing is the New Sales
Your sales are down and leads are rare. The phone's... Read More
Franchise Sales; Recruiting of Laid Off Employees
Because of corporate downsizing, many people have been laid-off or... Read More
The Hidden Competition: Avoiding the 2 Most Common Competitors
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
How To Use A Powerful Leadership Tool To Step Up Sales Results
Good sales people can close, but few "step up" for... Read More
Never Trust a Silent Customer
Imagine you run a pizza parlour. You have all these... Read More
Your Extended Shadow And Successful Sales Management
In a small midwestern town, the local high school of... Read More
Energize Your Organization
No matter what you do, it seems, your employees do... Read More
Increasing Business Through Distributors
You're a small company with a good product. You are... 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
Raise Concern About Sales Competition, Not About Yourself
As you are reading this sales article, read very carefully.... Read More
Sales Management |