Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have... Read More
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
Exactly what is CRMThe idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take... Read More
The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements. With that states, I suggest the answers to the... Read More
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand... Read More
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... 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
An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services... Read More
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get... Read More
The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to... Read More
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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
Things to watch out for when selling your product in... Read More
We all agree one of the most important parts of... Read More
You're a small company with a good product. You are... Read More
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
While heading home at day's end, you begin reflecting on... Read More
Do you need help overcoming sales objections? Do you sell... Read More
Corporate videos are an important sales tool that can often... Read More
How well do you know your community? As business owners... Read More
In the 30-plus years I spent working in advertising and... Read More
It's a fact - the online world dies down in... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Are you dog tired because of the way you manage... Read More
So everyone thought you were crazy when you announced 6... Read More
I don't know about your business but in my experience... Read More
Imagine you run a pizza parlour. You have all these... Read More
The elements involved in building a sales force, especially one... Read More
It is very easy to fall into a trap with... Read More
If you really want to secure government contacts at the... Read More
Recently, I was asked to spend some time on the... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
If you want to maximize your sales performance, take a... Read More
Help buyers discover the answers they need to understand and... Read More
Are your people consistently following your procedures? Each year, organizations... Read More
Sales managers frequently approach me for advice on how to... Read More
Help your organization grow by assessing the right indicators in... Read More
What are you and your company's services and products worth... Read More
I just finished a phone call with a potential client... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
Performance and behaviour management is by far the most difficult... 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
Sales managers are an interesting breed, effective sales managers are... Read More
So everyone thought you were crazy when you announced 6... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
In today's competitive environment, every organization is trying to improve... Read More
I don't even like saying the word d---------g. I have... Read More
Every dollar you discount is a dollar of pure profit... Read More
Targeting is the process of selecting high potential customer accounts... Read More
In the 30-plus years I spent working in advertising and... Read More
The best way to get a new customer is to... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Does the competition drive you crazy? Are they relentless about... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
When your product is market ready and has a good... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
I was in the depths of a major depression. As... Read More
For many years as a sales manager, I would only... Read More
In 2000 a computer distributor hired me to help them... Read More
Good sales people can close, but few "step up" for... Read More
Recently, I was asked to spend some time on the... Read More
Is lack of sales results, more sales training costs, months... Read More
In the last issue I shared with you a technique... Read More
Seeing the results of advertising your business can be like... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Performance and behaviour management is by far the most difficult... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
Many people today simply prefer the convenience of paying by... Read More
One of the most asked questions I get is how... Read More
Coaching is about finding out the cause of poor performance... Read More
Your sales are down and leads are rare. The phone's... Read More
Sales Management |