If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.The most obvious choice to collect an unpaid debt is a commercial collection agency. Agencies... Read More
In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and... Read More
Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second... Read More
Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too.But that is not true. People do spend money... a lot in holidays. On gift items, special discount goods, coupons etc.The only thing is... Read More
Is lack of sales results, more sales training costs, months of unearned salary and damage to your company's image or reputation your company's method of NOT finding good salespeople? For most companies it is!The "trial and error" method of hiring salespeople is very costly to a business. Without a viable... Read More
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
While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective.First, think of a triangle. The points of the triangle will be Skills, Individual... Read More
Trust.One word.One very powerful word that can increase both first time and repeat sales to an unlimited degree.Trust.What is it? Why is it so important? How do you get it?Confidence in you from your cutomers, builds relationships and as a result, more sales, and through excellent customer service.That's the short... Read More
These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.Myth 1: People Always Buy Where They Get the Cheapest PriceIf this... 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
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No matter what you do, it seems, your employees do... Read More
Many people today simply prefer the convenience of paying by... Read More
One marketing technique may work wonders for someone, but that... Read More
Of the many mistakes small business owners make, a big... Read More
Small to medium companies that want to increase sales or... Read More
While there's no easy answer to this question, there are... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
If you really want to secure government contacts at the... Read More
Twiddling your thumbs and waiting for some business to come... Read More
Business can be like war sometimes.You may have to fight... Read More
Imagine you run a pizza parlour. You have all these... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
Many people believe that the main reason for representatives leaving... Read More
The elements involved in building a sales force, especially one... Read More
Every dollar you discount is a dollar of pure profit... Read More
About 2 years ago, I participated in a training program... Read More
Help your organization grow by assessing the right indicators in... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
Does the competition drive you crazy? Are they relentless about... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Your sales are down and leads are rare. The phone's... Read More
I remember moving my family to Argentina as Vice President... Read More
How high is your sales trust factor?Is it higher than... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
If you have a small business and you are looking... Read More
Do you want to make more money?Yes, I guess that... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
A number of sales "Gurus" have promoted the theory that... Read More
The objective of an incentive is to incite action within... Read More
As spring moves to summer, the forecast should be for... Read More
Money is the only thing that motivates a salesperson, right?... Read More
It's a fact - the online world dies down in... Read More
I don't know about your business but in my experience... Read More
Many people today simply prefer the convenience of paying by... Read More
An effective way to increase your profits and sales is... Read More
Are you involved in projects that seem to go nowhere... Read More
Business development is important for every business and refers to... Read More
Of the many mistakes small business owners make, a big... Read More
Good sales people can close, but few "step up" for... Read More
Trust.One word.One very powerful word that can increase both first... Read More
How well do you know your community? As business owners... Read More
You've probably heard of focus groups. It's a tool that... Read More
Where is our success? Although there have been improvements, over... Read More
If you have a small business and you are looking... Read More
There's a new year beginning now - the school year.... Read More
There are four primary activities that successful salespeople engage in... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Seminars and events have always been implemented as a holistic... Read More
Business can be like war sometimes.You may have to fight... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
For many years as a sales manager, I would only... Read More
Seeing the results of advertising your business can be like... Read More
In a small midwestern town, the local high school of... Read More
I recall a heated discussion with a sales director some... Read More
Small to medium companies that want to increase sales or... Read More
The best way to get a new customer is to... Read More
Performance and behaviour management is by far the most difficult... Read More
What does it mean to be an "effective executive"? Well... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
One of the most asked questions I get is how... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Coaching is about finding out the cause of poor performance... Read More
Sales Management |