Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More
Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough.I think the following suggestions qualify as Big Ol' Tips. Look around the Web and... Read More
If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition... Read More
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.You would have to be... Read More
With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday... Read More
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More
Have you wasted valuable time and money on promotion that doesn't work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people's problems? Most of us are passionate about our work. We put... Read More
Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product.... Read More
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"How do you create a perceived value to differentiate yourself... Read More
Your business is making profits, but where is the cash?... Read More
What do the words that you use say about you?... Read More
After completing a workshop on personal productivity or time management,... Read More
It is fairly common for real estate companies and mortgage... Read More
The Technical Revolution has done a lot for us --... Read More
Selling your services to corporations is an attractive proposition. The... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
"If you don't think well of yourself, no one... Read More
Would you pay $12,500 to discover the keys to great... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Even in this day of websites, many customers want to... Read More
The best of all worlds is to have a product... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
For many of you the Fear of Selling is a... Read More
You've polished your sales page over and over againuntil it's... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Any company that relies on selling a product or service... Read More
No matter what you sell--products, services, or causes--one of the... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
You arrived on time and completed your calculations. You worked... Read More
Over the years, I have been amazed at... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
Article I of a two-part series.No matter what customers say... Read More
Hello, do you have a website and sell something on... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Sales is all about negotiating. You are negotiating from the... Read More
Let me tell you about my friend Peter who has... Read More
A completed communication consists of a sender and a receiver.... Read More
There are 3 ways to grow any business:- Get more... Read More
What methods can we use to install confidence into your... Read More
You can have your cake and eat it.What is it... Read More
On an introductory call, your voice is your instrument. During... Read More
I would like to share a disturbing little secret with... Read More
As a professional service provider you face special challenges promoting... Read More
While living in the technology age where everything is computerized,... Read More
A lot of people are very intrigued by the idea... Read More
The above quote, "Eighty percent of success is showing up."... Read More
With the dot.com revolution crushing once solid business models on... Read More
After completing a workshop on personal productivity or time management,... Read More
The question: "When should a growing company slow down its... Read More
How much extra money could you make by closing just... Read More
Selling a service isn't the same as selling a product.... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
? Go through the "no's" to get to "yes." ?... Read More
Selling With Purpose What is it about selling that makes... Read More
Have you ever run DOWN an escalator that was going... Read More
If you live in England then you will already be... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
The best day of the week is TODAY, of course.... Read More
I am often reminded of the following true story whenever... Read More
You may not realize this, but when if you are... Read More
Here are four simple things you can do to take... Read More
Obtaining merchant status will help to increase your sales. Consumers... Read More
How many sales opportunities have you lost to competitors who... Read More
Selling is as much an art as it is a... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
Your prospect is in the market for a widget, just... Read More
It is fairly common for real estate companies and mortgage... Read More
You arrived on time and completed your calculations. You worked... Read More
When you are in the business of sales, among the... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
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