"(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure." - From Empire: The Life, Legend and Madness of Howard Hughes by Donald L. Bartlett & James B. SteelHow many times have you heard someone (it may have been you)... 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
So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to... Read More
You've heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was sure Somebody would do it. Anybody could have done it. Nobody did it. Somebody got angry because it was Everybody's job. Everybody thought that Somebody would... Read More
Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes.You must understand that our world is governed with basic principles which if used right... Read More
Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.The problem generally... 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
In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and... Read More
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
Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second... Read More
![]() |
|
![]() |
|
![]() |
|
![]() |
|
|||||
|
|
|
The old adage in selling has always been, "Find out... Read More
Sales managers frequently approach me for advice on how to... Read More
An effective way to increase your profits and sales is... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
I just got off the phone with Susan. She is... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
The objective of an incentive is to incite action within... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
Leadership, like class, is hard to define, but easy to... Read More
Last week I got a call from Jose, who was... Read More
Small to medium companies that want to increase sales or... Read More
When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More
Business can be like war sometimes.You may have to fight... Read More
About 2 years ago, I participated in a training program... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
That we live in a time of relentless and pervasive... Read More
In the last issue I shared with you a technique... Read More
In 2000 a computer distributor hired me to help them... Read More
Things to watch out for when selling your product in... Read More
Coaching is about finding out the cause of poor performance... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
To put it mildly most companies sales forecasting just isn't... Read More
This month I want to share a success from a... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Performance and behaviour management is by far the most difficult... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
A number of sales "Gurus" have promoted the theory that... Read More
The best way to get a new customer is to... Read More
I don't even like saying the word d---------g. I have... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
What does it mean to be an "effective executive"? Well... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
I remember moving my family to Argentina as Vice President... Read More
Good sales people can close, but few "step up" for... Read More
Maximizing account penetration is one of the most critical functions... Read More
The elements involved in building a sales force, especially one... Read More
"We're in the relationship business?...airplanes are what we use to... Read More
Last week I got a call from Jose, who was... Read More
I just finished a phone call with a potential client... Read More
The objective of an incentive is to incite action within... Read More
Where is our success? Although there have been improvements, over... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Microsoft has used this online sales secret to become a... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
While there's no easy answer to this question, there are... Read More
Coaching is about finding out the cause of poor performance... Read More
Many people today simply prefer the convenience of paying by... Read More
You've probably heard of focus groups. It's a tool that... Read More
Bill Borders stepped up onto the podium. He had just... Read More
Many people believe that the main reason for representatives leaving... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Your sales are down and leads are rare. The phone's... Read More
It's a fact - the online world dies down in... Read More
Leadership, like class, is hard to define, but easy to... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
Business development is important for every business and refers to... Read More
Here's the scene. You're at the trade show, having a... Read More
I have searched for a new way to increase the... Read More
Are you dog tired because of the way you manage... Read More
In 2000 a computer distributor hired me to help them... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
One of the major issues that arises in managing a... Read More
There are several types and sub types of people in... Read More
As you are reading this sales article, read very carefully.... Read More
How high is your sales trust factor?Is it higher than... Read More
Your ability to write an effective and persuasive business proposal... Read More
Sales Management |