Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency ? A salesperson's quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or... Read More
Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place.In this article Alex Margarit... Read More
How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the... 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
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
Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month,... 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
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show. Out of town. It's probably an unfamiliar city. Maybe overseas. 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.This Commentary is about... Read More
Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.If you are like most sales managers, you were probably promoted to your current position because you were a great salesperson. But can you remember what motivated... Read More
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do... Read More
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This week's article is my response to a question by... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Many people believe that the main reason for representatives leaving... Read More
I recall a heated discussion with a sales director some... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
In the past, if you said the word "plan" to... Read More
Maximizing account penetration is one of the most critical functions... Read More
What are you and your company's services and products worth... Read More
For many years as a sales manager, I would only... Read More
Seminars and events have always been implemented as a holistic... Read More
Where is our success? Although there have been improvements, over... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
So you have a boss who dumps all over you... Read More
How high is your sales trust factor?Is it higher than... Read More
There's a new year beginning now - the school year.... Read More
In a classic business-to-business print ad from the late 50's... Read More
I have searched for a new way to increase the... Read More
Business development is important for every business and refers to... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Help buyers discover the answers they need to understand and... Read More
In the last issue I shared with you a technique... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
It is very easy to fall into a trap with... Read More
I was in the depths of a major depression. As... Read More
Do you want to make more money?Yes, I guess that... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Are you dog tired because of the way you manage... Read More
Your sales are down and leads are rare. The phone's... Read More
Many people today simply prefer the convenience of paying by... Read More
Imagine you run a pizza parlour. You have all these... Read More
No matter what you do, it seems, your employees do... Read More
For many years as a sales manager, I would only... Read More
Are you involved in projects that seem to go nowhere... Read More
We all agree one of the most important parts of... Read More
In the 30-plus years I spent working in advertising and... Read More
Everybody thinks that the businesses will slow down a bit... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
While there's no easy answer to this question, there are... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
In a small midwestern town, the local high school of... Read More
If you really want to secure government contacts at the... Read More
So you have a boss who dumps all over you... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
In part two we will discuss overcoming objections, which credit... Read More
Help your organization grow by assessing the right indicators in... Read More
What does it mean to be an "effective executive"? Well... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
How well do you know your community? As business owners... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Where is our success? Although there have been improvements, over... Read More
As a previous owner of a Franchise I know the... Read More
This article may be reprinted in its entirety with express... Read More
I have searched for a new way to increase the... Read More
"(Howard) Hughes never learned how to convert his knowledge to... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
While heading home at day's end, you begin reflecting on... Read More
Is lack of sales results, more sales training costs, months... Read More
Do you want to make more money?Yes, I guess that... Read More
Many people believe that the main reason for representatives leaving... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
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