Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?These are... Read More
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
There are really only two types of competitor:1. Obvious2. HiddenThe obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a drink with them and bump into them at networking events. You'll have analysed their offerings and differentiated yours. You know these guys.... Read More
I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my... Read More
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started.1. Have a goal. What do you want to get out of the event?... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor.You may ask "What has snowflakes got to do with internet marketing?"A free gift with every order gives you the competitive... Read More
A number of sales "Gurus" have promoted the theory that states, "concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle." This is often stated regardless of individual and... 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
As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It... Read More
Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the... Read More
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Exactly what is CRMThe idea itself is nothing new; its... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Do you want to make more money?Yes, I guess that... Read More
It's a fact - the online world dies down in... Read More
If you have a small business and you are looking... Read More
While heading home at day's end, you begin reflecting on... Read More
Are your people consistently following your procedures? Each year, organizations... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
In part two we will discuss overcoming objections, which credit... Read More
I have received a number of requests for advice from... Read More
Money is the only thing that motivates a salesperson, right?... Read More
These 4 marketing myths can cause you to lose sales... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Help buyers discover the answers they need to understand and... Read More
Performance and behaviour management is by far the most difficult... Read More
I have searched for a new way to increase the... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
Is lack of sales results, more sales training costs, months... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
As you are reading this sales article, read very carefully.... Read More
This month I want to share a success from a... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Leadership, like class, is hard to define, but easy to... Read More
Small to medium companies that want to increase sales or... Read More
In today's competitive environment, every organization is trying to improve... Read More
Last week I got a call from Jose, who was... Read More
In 2000 a computer distributor hired me to help them... Read More
In the last issue I shared with you a technique... Read More
There are several types and sub types of people in... Read More
Microsoft has used this online sales secret to become a... Read More
Be clear about where you are now. Audit your strengths... Read More
As a previous owner of a Franchise I know the... Read More
I remember moving my family to Argentina as Vice President... Read More
Remember in the last message we talked about your directional... Read More
Imagine you run a pizza parlour. You have all these... Read More
Bill Borders stepped up onto the podium. He had just... Read More
"We're in the relationship business?...airplanes are what we use to... Read More
These 4 marketing myths can cause you to lose sales... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
The best way to get a new customer is to... Read More
Seminars and events have always been implemented as a holistic... Read More
I don't know about your business but in my experience... Read More
Does the competition drive you crazy? Are they relentless about... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
I was in the depths of a major depression. As... Read More
In the 30-plus years I spent working in advertising and... Read More
Do you need help overcoming sales objections? Do you sell... Read More
Maximizing account penetration is one of the most critical functions... Read More
What does it mean to be an "effective executive"? Well... Read More
There are four primary activities that successful salespeople engage in... Read More
Business can be like war sometimes.You may have to fight... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
Targeting is the process of selecting high potential customer accounts... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
The temptation to use straight (100%) commission plans never goes... Read More
Money is the only thing that motivates a salesperson, right?... Read More
This month I want to share a success from a... Read More
I have searched for a new way to increase the... Read More
Here's the scene. You're at the trade show, having a... Read More
In part two we will discuss overcoming objections, which credit... Read More
Twiddling your thumbs and waiting for some business to come... Read More
A number of sales "Gurus" have promoted the theory that... Read More
It's a fact - the online world dies down in... Read More
Where is our success? Although there have been improvements, over... Read More
You've probably heard of focus groups. It's a tool that... Read More
Of the many mistakes small business owners make, a big... Read More
Sales Management |