While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time... Read More
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
Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process. However, in many... Read More
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth.Each Territory Manager should select a predetermined number of Target Growth Accounts (TGA). Creating focus on this group of selected accounts... Read More
When your product is market ready and has a good bargain, it will be no value to you if you don't know who's going to buy it, or how you are going to tell the world about it. Your product will only sell if it has a good wide distribution... Read More
The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to... Read More
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
The Cash to Cash Cycle Part Three of SeriesWe're sprinting toward that million dollar mark...and we're only a couple strides away?Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We're making great time, so let's bring on the next... Read More
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
The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand... Read More
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If your letter writing and phone calls have all failed... Read More
While there's no easy answer to this question, there are... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
Are your people consistently following your procedures? Each year, organizations... Read More
Performance and behaviour management is by far the most difficult... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
Trust.One word.One very powerful word that can increase both first... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
There are four primary activities that successful salespeople engage in... Read More
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Every dollar you discount is a dollar of pure profit... Read More
Seminars and events have always been implemented as a holistic... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
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Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
This month I want to share a success from a... Read More
Do you need help overcoming sales objections? Do you sell... Read More
You're a small company with a good product. You are... Read More
In a classic business-to-business print ad from the late 50's... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
Here's the scene. You're at the trade show, having a... Read More
Do you know anyone who regularly wins bids? Or can... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
In part two we will discuss overcoming objections, which credit... Read More
Recently, I was asked to spend some time on the... Read More
If you have a small business and you are looking... Read More
"We're in the relationship business?...airplanes are what we use to... Read More
Recently I stumbled across some notes that I had kept... Read More
As you are reading this sales article, read very carefully.... Read More
If you really want to secure government contacts at the... Read More
Of the many mistakes small business owners make, a big... Read More
The best way to get a new customer is to... Read More
According to former Harvard Business School professor David Maister, typical... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
In the past, if you said the word "plan" to... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
I don't know about your business but in my experience... Read More
Corporate videos are an important sales tool that can often... Read More
I have searched for a new way to increase the... Read More
These 4 marketing myths can cause you to lose sales... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
As a previous owner of a Franchise I know the... Read More
The old adage in selling has always been, "Find out... Read More
I recently attended the monthly Italian language Meetup here in... Read More
I don't even like saying the word d---------g. I have... Read More
Every dollar you discount is a dollar of pure profit... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
If your letter writing and phone calls have all failed... Read More
As a group of sales trainees took a break from... Read More
Sales forecasting is the process of organizing and analysing information... Read More
One of the most asked questions I get is how... Read More
What are you and your company's services and products worth... Read More
In part two we will discuss overcoming objections, which credit... Read More
Your sales are down and leads are rare. The phone's... Read More
Are you dog tired because of the way you manage... Read More
What does it mean to be an "effective executive"? Well... Read More
In today's competitive environment, every organization is trying to improve... Read More
Of the many mistakes small business owners make, a big... Read More
An effective way to increase your profits and sales is... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
The way we do business has changed dramatically over the... Read More
Business can be like war sometimes.You may have to fight... Read More
If you want to maximize your sales performance, take a... Read More
How you prioritize your sales territory management activities depends upon... Read More
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
Many people believe that the main reason for representatives leaving... Read More
Sales Management |