Small Business Marketing: Overtaking Your Competitors
Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile. Keeping a jump ahead of the competition means knowing... Read More
Never Trust a Silent Customer
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
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 always perplexed by the lack of thought and preparation many business owners display when giving a 60-second overview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give... 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 for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.In these next two issues we'll look at one of our favourite and most... Read More
Drop Discounts and Earn Top Dollar
Every dollar you discount is a dollar of pure profit you're giving away. Therefore, your efforts to remove discounts will be richly rewarded.When buyers see list price, they expect discounts to follow. By changing the way you address the relationship between pricing and discounts, you can stop giving away heavy... Read More
Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island,... Read More
Sales Tactics to Beat Your Competition
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and... Read More
How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools
You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I... 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 ? 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
Accepting Responsibility for Your Sales Success
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.My work... Read More
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A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRMThe idea itself is nothing new; its... Read More
Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?
Money is the only thing that motivates a salesperson, right?... Read More
8 Line Items of a Trade Show Budget
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Free to Succeed: Effective Sales Leadership Using A Coach Approach
About 2 years ago, I participated in a training program... 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
Management From Within
Inspiration and Management from Within ? Part 2.The more you... Read More
Increase Retail Sales With Meetups
I recently attended the monthly Italian language Meetup here in... Read More
The Product or the Sale
This is a quandary not unlike the chicken or the... Read More
Sales Coaching... Fact or Fiction?
The old adage in selling has always been, "Find out... Read More
A Coachs Handbook For Sales Managers
This article may be reprinted in its entirety with express... 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
Online Sales: Secret To Increase Your Sales By Bundling Your Products
Microsoft has used this online sales secret to become a... 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
How Many Salespeople Should I Hire?
One of the most asked questions I get is how... Read More
Leadership - How To Turn The Vision Into A Reality
Be clear about where you are now. Audit your strengths... Read More
Do You Really Want Local County Contracts?
If you really want to secure government contacts at the... Read More
Ten Awesome Ways To Incease Your Sales In Holidays
Everybody thinks that the businesses will slow down a bit... Read More
Generous Donor Refused (how qualified business slipped away)
Generous Donor RefusedPicture this. You are a fund development director... Read More
Beyond the Golden Rule
There are several types and sub types of people in... 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
Franchise Sales; Recruiting of Laid Off Employees
Because of corporate downsizing, many people have been laid-off or... Read More
3 Ways to Increase Your Sales
Last week I got a call from Jose, who was... Read More
Sales Forecasting For New Businesses
Sales forecasting is the process of organizing and analysing information... Read More
How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail
In a classic business-to-business print ad from the late 50's... Read More
The Get Dangerous Quickly Approach to Product/Service Training
In 2000 a computer distributor hired me to help them... Read More
Whats a Professional Sales Manager?
I was in the depths of a major depression. As... Read More
4 Tips for the Summer Slowdown - How To Pick Up Sales
You may have heard about the "summer slowdown". You may... Read More
Speed-up Your Sales Cycle
This week's article is my response to a question by... Read More
Effective Sales Territory Management
How you prioritize your sales territory management activities depends upon... Read More
Increase Your Sales - Accept Credit Cards
Many people today simply prefer the convenience of paying by... Read More
How to Write a Business Plan Sales Section for a Mobile Service
We all agree one of the most important parts of... Read More
100% Commission Equals Zero Percent Control
The temptation to use straight (100%) commission plans never goes... Read More
The Benefits of Catalog Sales For Your Business
Things to watch out for when selling your product in... Read More
How To Use A Powerful Leadership Tool To Step Up Sales Results
Good sales people can close, but few "step up" for... Read More
How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail
In a classic business-to-business print ad from the late 50's... Read More
Sales Coaching... Fact or Fiction?
The old adage in selling has always been, "Find out... 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
5 Secrets to Managing Your Sales Manager Productively
Many people believe that the main reason for representatives leaving... 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 Get Dangerous Quickly Approach to Product/Service Training
In 2000 a computer distributor hired me to help them... Read More
Sex, Drugs, & Rock-n-Roll at Trade Shows
Here's the Scenario...You're at a trade show. Out of town.... Read More
The Four ?D?s of Sales Management
Recently I stumbled across some notes that I had kept... Read More
Baditude!
As a group of sales trainees took a break from... Read More
A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers
As a previous owner of a Franchise I know the... Read More
Outsourcing the Sales Function
Small to medium companies that want to increase sales or... Read More
Drop Discounts and Earn Top Dollar
Every dollar you discount is a dollar of pure profit... Read More
Increase Retail Sales With Meetups
I recently attended the monthly Italian language Meetup here in... Read More
Overcoming Sales Objections for Small Business Networks
Do you need help overcoming sales objections? Do you sell... 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
The Top 5 Issues Facing VPs of Sales
A recent study of 2,663 sales organizations by Think Training,... Read More
Not Enough Fresh Sales Leads? Marketing is the New Sales
Your sales are down and leads are rare. The phone's... Read More
8 Line Items of a Trade Show Budget
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Make Time, Not Excuses
There are four primary activities that successful salespeople engage in... Read More
Is Sales Process & CRM Stopping Sales?
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
How To Have A Successful Retail Sales Event
In the 30-plus years I spent working in advertising and... Read More
The Hardest Job Of A Trade Show
You've heard this before: There were four people named Everybody,... Read More
How to Develop a Proactive, New-Business Sales Team!
I don't know about your business but in my experience... 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
Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?
Money is the only thing that motivates a salesperson, right?... Read More
How to Keep Projects From Spinning Out Of Control
Are you involved in projects that seem to go nowhere... Read More
3 Ways to Increase Your Sales
Last week I got a call from Jose, who was... Read More
Transforming Your Sales Force by Creating Specific Expectations
I just finished a phone call with a potential client... 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%.... 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
Do You Really Want Local County Contracts?
If you really want to secure government contacts at the... Read More
Whats a Professional Sales Manager?
I was in the depths of a major depression. As... Read More
Sales Management |