Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show. Out of town. It's probably an unfamiliar city. Maybe overseas. Lots of strangers. There's a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.This Commentary is about... Read More
Help buyers discover the answers they need to understand and align all of their decision variables.In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets... Read More
Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize ? Look for quick wins, consider those things which will have maximum long term impact. Build solid... Read More
A Highly Conscious Approach To Business Management. For more on this topic please link to Innerwealth Web SiteFor many years I have worked with people who are keen to work effectively as possible. The most successful people I have encountered in this time are moved by an expansive vision. They... Read More
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
I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange juice. A commodity is any product or service where the target prospect is likely to... Read More
1. LOOKING for a "quick fix" to close more sales ? sales aren't closed, they're opened.Solution: You must learn how to open the sale; build rapport with your prospective customer and develop an understanding of their business or of their lifestyle first. Only when you have some understanding of where... Read More
As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More
Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes.You must understand that our world is governed with basic principles which if used right... 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
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A Highly Conscious Approach To Business Management. For more on... Read More
I remember moving my family to Argentina as Vice President... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
Twiddling your thumbs and waiting for some business to come... Read More
Coaching is about finding out the cause of poor performance... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
Does the competition drive you crazy? Are they relentless about... Read More
This is a quandary not unlike the chicken or the... Read More
In the last issue I shared with you a technique... Read More
If you have a small business and you are looking... Read More
Small to medium companies that want to increase sales or... Read More
That we live in a time of relentless and pervasive... Read More
There are several types and sub types of people in... Read More
You're a small company with a good product. You are... Read More
As you are reading this sales article, read very carefully.... Read More
Many people today simply prefer the convenience of paying by... Read More
If you want to maximize your sales performance, take a... Read More
In the 30-plus years I spent working in advertising and... Read More
I was in the depths of a major depression. As... Read More
Be clear about where you are now. Audit your strengths... Read More
Business development is important for every business and refers to... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
Compounding the problem are two myths regarding measures of competency... Read More
If your letter writing and phone calls have all failed... 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
Everybody thinks that the businesses will slow down a bit... Read More
In today's competitive environment, every organization is trying to improve... Read More
A number of sales "Gurus" have promoted the theory that... Read More
I don't even like saying the word d---------g. I have... Read More
There are four primary activities that successful salespeople engage in... Read More
There's a new year beginning now - the school year.... Read More
Help your organization grow by assessing the right indicators in... Read More
Many people believe that the main reason for representatives leaving... Read More
There's a new year beginning now - the school year.... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
As a previous owner of a Franchise I know the... Read More
You're a small company with a good product. You are... Read More
This week's article is my response to a question by... Read More
In the last issue I shared with you a technique... Read More
It is very easy to fall into a trap with... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
How well do you know your community? As business owners... Read More
In a classic business-to-business print ad from the late 50's... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
This month I want to share a success from a... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Help your organization grow by assessing the right indicators in... Read More
We all agree one of the most important parts of... Read More
Trust.One word.One very powerful word that can increase both first... Read More
Do you know anyone who regularly wins bids? Or can... Read More
How high is your sales trust factor?Is it higher than... Read More
Business development is important for every business and refers to... Read More
Sales forecasting is the process of organizing and analysing information... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
When your product is market ready and has a good... Read More
I just got off the phone with Susan. She is... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Everybody thinks that the businesses will slow down a bit... Read More
I don't even like saying the word d---------g. I have... Read More
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