SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like...* So who else uses this upgrade?* You mentioned Big Foot, Inc. as a client. Who can I contact there?* I'm not sure it's worth... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client.You've have product training and sales training, you reviewed your company's web site and literature, you understand the demonstrations, and... Read More

Energize Your Organization

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

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author".Quote of the month: "A leader is the relentless architect of the possibility that others can be." Benjamin Zander, Conductor of the Boston PhilharmonicSales organizations have access... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve sales results. In every company, the most important ? and vulnerable ? link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right.The team member might respond immediately to coaching and improve the situation. However the improvement wont always be permanent and you may have to do further coaching.When I... Read More

Whats a Professional Sales Manager?

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

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Showing 1 - 10 of 151 Articles
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14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More