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
This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product... Read More
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
There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine. And, if you don't have school in your family, there might be your own remembrance of the excitement of... Read More
Inspiration and Management from Within ? Part 2.The more you follow the path of exploration into the mystery of life, the more life becomes revealed to you. Life begins to express its secret, its nature. What is required of us, for deeper understanding, is a commitment to follow earnestly the... Read More
Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency ? A salesperson's quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or... Read More
Every dollar you discount is a dollar of pure profit you're giving away. Therefore, your efforts to remove discounts will be richly rewarded.When buyers see list price, they expect discounts to follow. By changing the way you address the relationship between pricing and discounts, you can stop giving away heavy... Read More
Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don't have to do them all. Even doing just one will get you another rung higher... Read More
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual... Read More
The old adage in selling has always been, "Find out what they want, then, give it to them." The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest.In the past, the selling profession relied... Read More
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Small to medium companies that want to increase sales or... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
In the past, if you said the word "plan" to... Read More
In today's competitive environment, every organization is trying to improve... Read More
As spring moves to summer, the forecast should be for... Read More
Good sales people can close, but few "step up" for... Read More
One of the major issues that arises in managing a... Read More
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
I recently began doing training in the banking industry. Across... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
I was in the depths of a major depression. As... Read More
I have searched for a new way to increase the... Read More
As a previous owner of a Franchise I know the... Read More
So you have a boss who dumps all over you... Read More
If you really want to secure government contacts at the... Read More
That we live in a time of relentless and pervasive... Read More
While heading home at day's end, you begin reflecting on... Read More
There's a new year beginning now - the school year.... Read More
If your letter writing and phone calls have all failed... Read More
Help buyers discover the answers they need to understand and... Read More
The American Business Journals produces a Book of Lists each... Read More
Seeing the results of advertising your business can be like... Read More
Do you need help overcoming sales objections? Do you sell... Read More
Your sales are down and leads are rare. The phone's... Read More
Question: What do the following have in common?- I spend... Read More
In a classic business-to-business print ad from the late 50's... Read More
How high is your sales trust factor?Is it higher than... Read More
Be clear about where you are now. Audit your strengths... Read More
What are you and your company's services and products worth... Read More
Remember in the last message we talked about your directional... Read More
Do you know anyone who regularly wins bids? Or can... Read More
Where is our success? Although there have been improvements, over... Read More
There are four primary activities that successful salespeople engage in... Read More
Microsoft has used this online sales secret to become a... Read More
Many people believe that the main reason for representatives leaving... Read More
About 2 years ago, I participated in a training program... Read More
It's a fact - the online world dies down in... Read More
This is a quandary not unlike the chicken or the... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
I just finished a phone call with a potential client... Read More
As a group of sales trainees took a break from... Read More
While there's no easy answer to this question, there are... Read More
I don't know about your business but in my experience... Read More
These 4 marketing myths can cause you to lose sales... Read More
In the past, if you said the word "plan" to... Read More
Of the many mistakes small business owners make, a big... Read More
No matter what you do, it seems, your employees do... Read More
A number of sales "Gurus" have promoted the theory that... Read More
The American Business Journals produces a Book of Lists each... Read More
The way we do business has changed dramatically over the... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
This article may be reprinted in its entirety with express... Read More
As a previous owner of a Franchise I know the... Read More
What does it mean to be an "effective executive"? Well... Read More
One of the most asked questions I get is how... Read More
Help your organization grow by assessing the right indicators in... Read More
Bill Borders stepped up onto the podium. He had just... Read More
Everybody thinks that the businesses will slow down a bit... Read More
The elements involved in building a sales force, especially one... Read More
Compounding the problem are two myths regarding measures of competency... Read More
How you prioritize your sales territory management activities depends upon... Read More
This week's article is my response to a question by... Read More
So you have a boss who dumps all over you... Read More
Sales Management |