Business Career, Executive Coaching Article - Perfection vs. Excellence

"(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

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

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

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

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

The Hardest Job Of A Trade Show

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

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

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

Overcoming Sales Objections for Small Business Networks

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

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

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

Sales Plan? Whats a Sales Plan?

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

To Increase Your Sales and Revenue Make Sure To Add Value

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

5 Secrets to Managing Your Sales Manager Productively

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

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Showing 1 - 10 of 151 Articles
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Sales Coaching... Fact or Fiction?

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

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Outsourcing the Sales Function

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

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Management by Osmosis

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

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

Sales Tactics to Beat Your Competition

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

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More