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
To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision.This is... Read More
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then... Read More
No matter what you do, it seems, your employees do only what's absolutely necessary to get along. You've handed out raises across the board year after year. You've been as generous as you can be with various incentives. Now you're at wits end. You ask in frustration, "What will it... Read More
In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow... Read More
Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you'll get the contract or make the sale. Write a ho-hum proposal and your prospect will go elsewhere.Regardless of the product or service you're pitching, your prospect makes... 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
Standard metrics and KPI's (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI's tell the sales teams what they should be doing. For example, 'Your pipeline should be at least three times of your annual sales target'; 'Your conversion ratio... 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
Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.Here's what we hear: "We can't give up control of sales, that's too... Read More
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There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
This is a quandary not unlike the chicken or the... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
A number of sales "Gurus" have promoted the theory that... Read More
In the last issue I shared with you a technique... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
How you prioritize your sales territory management activities depends upon... Read More
I recently began doing training in the banking industry. Across... Read More
I don't know about your business but in my experience... Read More
Seeing the results of advertising your business can be like... Read More
These 4 marketing myths can cause you to lose sales... Read More
Be clear about where you are now. Audit your strengths... Read More
This week's article is my response to a question by... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Help buyers discover the answers they need to understand and... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Are you involved in projects that seem to go nowhere... Read More
Remember in the last message we talked about your directional... Read More
The temptation to use straight (100%) commission plans never goes... Read More
One of the most asked questions I get is how... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
Help your organization grow by assessing the right indicators in... Read More
Business development is important for every business and refers to... Read More
Question: What do the following have in common?- I spend... Read More
Last week I got a call from Jose, who was... Read More
In part two we will discuss overcoming objections, which credit... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
If you want to maximize your sales performance, take a... Read More
Twiddling your thumbs and waiting for some business to come... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
Where is our success? Although there have been improvements, over... Read More
Microsoft has used this online sales secret to become a... Read More
You've probably heard of focus groups. It's a tool that... Read More
The elements involved in building a sales force, especially one... Read More
The temptation to use straight (100%) commission plans never goes... Read More
As a group of sales trainees took a break from... Read More
Bill Borders stepped up onto the podium. He had just... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
I recall a heated discussion with a sales director some... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
As you are reading this sales article, read very carefully.... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Recently I stumbled across some notes that I had kept... Read More
Do you want to make more money?Yes, I guess that... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
If your letter writing and phone calls have all failed... Read More
Many people believe that the main reason for representatives leaving... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
For many years as a sales manager, I would only... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Targeting is the process of selecting high potential customer accounts... Read More
Maximizing account penetration is one of the most critical functions... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Things to watch out for when selling your product in... Read More
No matter what you do, it seems, your employees do... 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
In the last issue I shared with you a technique... Read More
Every dollar you discount is a dollar of pure profit... Read More
While heading home at day's end, you begin reflecting on... Read More
This article may be reprinted in its entirety with express... Read More
About 2 years ago, I participated in a training program... Read More
Be clear about where you are now. Audit your strengths... Read More
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