Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates... Read More
You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase... Read More
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
Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting... Read More
A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy)Issue one - A poorly defined sales process. 82% of all CEO's said their sales organization had a... Read More
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More
It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be... Read More
In today's 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. To maintain and thrive as an accountable individual first... Read More
One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100... Read More
What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense... Read More
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So everyone thought you were crazy when you announced 6... Read More
I don't know about your business but in my experience... Read More
I don't even like saying the word d---------g. I have... Read More
Coaching is about finding out the cause of poor performance... Read More
Business development is important for every business and refers to... Read More
Recently, I was asked to spend some time on the... Read More
Sales managers frequently approach me for advice on how to... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
Is lack of sales results, more sales training costs, months... Read More
If you want to maximize your sales performance, take a... Read More
How well do you know your community? As business owners... Read More
Targeting is the process of selecting high potential customer accounts... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
Seminars and events have always been implemented as a holistic... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
As you are reading this sales article, read very carefully.... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Here's the scene. You're at the trade show, having a... Read More
You've probably heard of focus groups. It's a tool that... Read More
Be clear about where you are now. Audit your strengths... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Bill Borders stepped up onto the podium. He had just... Read More
The elements involved in building a sales force, especially one... Read More
Compounding the problem are two myths regarding measures of competency... Read More
While heading home at day's end, you begin reflecting on... Read More
No matter what you do, it seems, your employees do... Read More
So you have a boss who dumps all over you... Read More
Things to watch out for when selling your product in... Read More
Twiddling your thumbs and waiting for some business to come... Read More
If you really want to secure government contacts at the... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
The best way to get a new customer is to... Read More
These 4 marketing myths can cause you to lose sales... Read More
If you want to maximize your sales performance, take a... Read More
Are your people consistently following your procedures? Each year, organizations... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
The objective of an incentive is to incite action within... Read More
Targeting is the process of selecting high potential customer accounts... Read More
Trust.One word.One very powerful word that can increase both first... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
I have received a number of requests for advice from... Read More
So you have a boss who dumps all over you... Read More
Business development is important for every business and refers to... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
"We're in the relationship business?...airplanes are what we use to... Read More
Seminars and events have always been implemented as a holistic... Read More
I just finished a phone call with a potential client... Read More
Coaching is about finding out the cause of poor performance... Read More
While heading home at day's end, you begin reflecting on... Read More
An effective way to increase your profits and sales is... Read More
There's a new year beginning now - the school year.... Read More
Microsoft has used this online sales secret to become a... Read More
In the last issue I shared with you a technique... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Maximizing account penetration is one of the most critical functions... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
Many people believe that the main reason for representatives leaving... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
One of the most asked questions I get is how... Read More
As a group of sales trainees took a break from... Read More
I remember moving my family to Argentina as Vice President... Read More
Does the competition drive you crazy? Are they relentless about... Read More
As a previous owner of a Franchise I know the... Read More
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