Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those... 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

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information in a way that makes it possible to estimate what your sales will be. This Micro Module outlines some simple methods of forecasting sales using easy to find data. Books containing simple and sophisticated techniques of forecasting sales can be... Read More

Sales Coaching... Fact or Fiction?

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

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

As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt. Coupled with a structured approach to increasing market share, looking... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that doesn't guarantee that it'll do the same for you. The only way to really know what works for YOUR products and YOUR target audience is to experiment. Testing and experimentation are crucial to increasing your profits.1. Try using the occasional... 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

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that is a rhetorical question. Everybody wants to make more money, but oftentimes we are not willing to do what needs to be done in order to make it.For example, I'm not willing to work an 80-hour per week job to... Read More

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Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Sales Coaching... Fact or Fiction?

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

Disclosure Laws Favor International Terrorists

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

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Effective Sales Territory Management

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

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Management by Osmosis

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

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

The Surest Way to Boost Sales

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

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

Sales & Marketing Plan Strategies

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

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Change in Sales Organizations Starts with Me

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

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More