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
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
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
Here's the Scenario...You're at a trade show. Out of town. It's probably an unfamiliar city. Maybe an exotic locale. Lots of strangers. There's a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.Here's how to stay out... Read More
If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.The most obvious choice to collect an unpaid debt is a commercial collection agency. Agencies... 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
If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?The starting point for strategic selling is figuring out a) which customers produce... Read More
Does the competition drive you crazy? Are they relentless about taking your clients away? Are customer loyalties becoming a thing of the past?In our ever changing world, it seems securing business these days comes down to, who will provide the most services at the lowest possible price.To add insult to... Read More
I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result... Read More
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
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This is a quandary not unlike the chicken or the... Read More
How you prioritize your sales territory management activities depends upon... Read More
The American Business Journals produces a Book of Lists each... Read More
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You've heard this before: There were four people named Everybody,... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
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You may have heard about the "summer slowdown". You may... Read More
Coaching is about finding out the cause of poor performance... Read More
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Design and Implementation of a new Sales & Marketing campaign... Read More
Business development is important for every business and refers to... Read More
There are several types and sub types of people in... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
So everyone thought you were crazy when you announced 6... Read More
I was in the depths of a major depression. As... Read More
There's a new year beginning now - the school year.... Read More
Are you dog tired because of the way you manage... Read More
The temptation to use straight (100%) commission plans never goes... Read More
This week's article is my response to a question by... Read More
As a previous owner of a Franchise I know the... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
We all agree one of the most important parts of... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
For many years as a sales manager, I would only... Read More
Coaching is about finding out the cause of poor performance... Read More
About 2 years ago, I participated in a training program... Read More
Imagine you run a pizza parlour. You have all these... Read More
While there's no easy answer to this question, there are... Read More
In today's competitive environment, every organization is trying to improve... Read More
As spring moves to summer, the forecast should be for... Read More
Are you involved in projects that seem to go nowhere... Read More
As a group of sales trainees took a break from... Read More
If your letter writing and phone calls have all failed... Read More
It is very easy to fall into a trap with... Read More
Last week I got a call from Jose, who was... Read More
"We're in the relationship business?...airplanes are what we use to... 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
Remember in the last message we talked about your directional... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
The way we do business has changed dramatically over the... Read More
Does the competition drive you crazy? Are they relentless about... Read More
These 4 marketing myths can cause you to lose sales... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
No matter what you do, it seems, your employees do... Read More
This article may be reprinted in its entirety with express... Read More
Targeting is the process of selecting high potential customer accounts... Read More
Many people today simply prefer the convenience of paying by... Read More
I have searched for a new way to increase the... Read More
Sales managers frequently approach me for advice on how to... Read More
The elements involved in building a sales force, especially one... Read More
The temptation to use straight (100%) commission plans never goes... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Here's the scene. You're at the trade show, having a... Read More
Sales Management |