Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month,... Read More
According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm's low profile... 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
A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy)Issue one - A poorly defined sales process. 82% of all CEO's said their sales organization had a... Read More
One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to... Read More
The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies... Read More
Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week. But let's assume they spend just $20. Imagine you did something that bugged... Read More
YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.The shenanigans you watched during the "Apprentice" show... Read More
Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association's (PMA) "Coupon Council" shows that 3.8 Billion coupons were redeemed in 2003. Consumers saved over 3 billion dollars. 79% of American's used coupons last year. There are many Coupon Franchises out there with quite a... Read More
While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time... Read More
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Imagine you run a pizza parlour. You have all these... Read More
The American Business Journals produces a Book of Lists each... Read More
Recently I stumbled across some notes that I had kept... Read More
I recall a heated discussion with a sales director some... Read More
The best way to get a new customer is to... Read More
Here's the scene. You're at the trade show, having a... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
The objective of an incentive is to incite action within... Read More
I don't even like saying the word d---------g. I have... Read More
I recently attended the monthly Italian language Meetup here in... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
The elements involved in building a sales force, especially one... Read More
An effective way to increase your profits and sales is... Read More
One of the major issues that arises in managing a... Read More
In the last issue I shared with you a technique... Read More
In the past, if you said the word "plan" to... Read More
A number of sales "Gurus" have promoted the theory that... Read More
So everyone thought you were crazy when you announced 6... Read More
You've probably heard of focus groups. It's a tool that... Read More
You've heard this before: There were four people named Everybody,... Read More
If your letter writing and phone calls have all failed... Read More
We all agree one of the most important parts of... Read More
Compounding the problem are two myths regarding measures of competency... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
These 4 marketing myths can cause you to lose sales... Read More
According to former Harvard Business School professor David Maister, typical... 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
Because of corporate downsizing, many people have been laid-off or... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
Be clear about where you are now. Audit your strengths... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Be clear about where you are now. Audit your strengths... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
Good sales people can close, but few "step up" for... Read More
Trust.One word.One very powerful word that can increase both first... Read More
In 2000 a computer distributor hired me to help them... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
Every dollar you discount is a dollar of pure profit... Read More
A number of sales "Gurus" have promoted the theory that... Read More
No matter what you do, it seems, your employees do... Read More
According to former Harvard Business School professor David Maister, typical... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
An effective way to increase your profits and sales is... Read More
I recently began doing training in the banking industry. Across... Read More
If you have a small business and you are looking... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
One of the major issues that arises in managing a... Read More
About 2 years ago, I participated in a training program... Read More
Recently I stumbled across some notes that I had kept... Read More
You've heard this before: There were four people named Everybody,... Read More
Coaching is about finding out the cause of poor performance... Read More
How high is your sales trust factor?Is it higher than... Read More
Does the competition drive you crazy? Are they relentless about... Read More
Is lack of sales results, more sales training costs, months... Read More
Remember in the last message we talked about your directional... Read More
Performance and behaviour management is by far the most difficult... Read More
Seminars and events have always been implemented as a holistic... Read More
Microsoft has used this online sales secret to become a... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
Do you want to make more money?Yes, I guess that... Read More
You may have heard about the "summer slowdown". You may... Read More
Imagine you run a pizza parlour. You have all these... Read More
Your ability to write an effective and persuasive business proposal... Read More
Sales Management |