The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in catalogs.

Giving away the farm.

Many catalogs will ask for a multitude of discounts and concessions before they even place one order. You give them a set price for your product. But they insist on a lower price. They expect you to pay freight. They want an "advertising allowance." They ask for a volume discount, a catalog allowance, and a photography fee. The requests for concessions go on and on. But beware of this game. If a catalog truly likes your product, they will usually pick it up without requiring a ton of concessions.

Being stung by mistakes.

Review a catalog's rules and shipping requirements closely. Mislabeling your master cartons, shipping late, or failure to follow any of their vendor requirements could cost you. Penalties are typically enforced through deductions off invoices. A few deductions here, a few there, and you can kiss your profit goodbye.

Falling behind with orders.

The only thing worst than having a product no one wants to buy, is having one that so many people want you can't keep up with the deluge of orders. If you've never had insomnia, this scenario is guaranteed to cause it. When thinking about your production needs, think as optimistically as possible. Make sure you're capable of handling production if the catalogs are successful with your item. And always have backup suppliers lined up -- just in case.

Products that boomerang.

Returns from catalogs are an inevitable part of the equation when figuring out your profit. If you have a good, well-built product that delivers on its promises, you have little to worry about. However, high returns are often the first warning sign that there are problems with your product. It breaks easily when shipped, customers think it's overpriced, or assembly instructions are confusing. Any number of issues can be red-flagged by high returns.

Placing your eggs in one basket.

Many catalogs ask for an "exclusive." This agreement guarantees that the catalog will be the only one carrying your product for the length of the exclusive. Generally this is not a good deal for your company. Naturally an exclusive with one company locks you out of the rest of the market. If you do grant an exclusive, keep it as short as possible. Six months is plenty of time for an exclusive.

Doing business with deadbeats.

Let's face it, the main reason you do business with a catalog is so they will pay you for your product. How frustrating it is then when they don't live up to their end of the deal. And it happens. Like all businesses that are strapped for cash, when a catalog is experiencing lean times, they will delay payment to their vendors. So keep a close eye on when an invoice is due, and don't let them slide too far past. Any invoice more than a month past due could indicate trouble. Your best recourse is to hold up shipments to that catalog until you get paid. You can even ask for payment up front on new orders.

About The Author

Jim Tilberry is President of Tilberry Direct Marketing. His business specializes in helping inventors and small companies sell their consumer products through mail order catalogs.

www.catalogrep.com / [email protected] / 800-413-0679

In The News:

Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
Sales Manager (Market Development Manager) - Oxfordshire  The BooksellerA leading educational publisher is seeking a Market Development Manager to drive growth across the UK. This role sits within the...
TAPMI plans Marketing & Sales Management course  BusinessLineMangaluru, November 19. The Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in ...
IMAGEN Brands Hires Liza Sachs to Sales Management Team  Advertising Specialty InstituteSachs is an experienced promo sales leader who has worked on the supplier and distributor si...
TAPMI Launches Post-Graduate Programme in Marketing & Sales Management (MSM)  PaGaLGuYT. A. Pai Management Institute (TAPMI), one of India's premier b-schools, announced the launch of its two-year full time PGDM Programme in Marketing and ...
Area Sales Manager Rocky Rockwell Joins Waterstone Mortgage  National Mortgage Professional MagazineWaterstone Mortgage Corporation has announced that the company has hired Area Sales Manager Rocky Rockwell to assist homebuyers in California.
Channel chiefs and managers deserve better than ‘drive-by training’  Computer Dealer NewsMary Coppard, senior channel sales executive for SAP Canada, jokes she was recently “gifted” with seven new employees, none of whom have ever worked in ...
Metrojet Appoints Janet Chen As Regional MRO Sales Manager  AviationPros.comHong Kong – (10 December 2018) – Hong Kong-based Metrojet Limited (www.metrojet.com), a business aviation *service* provider with presence throughout the ...
Inside Sales Manager - Grubhub  Built In ChicagoGrubhub is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Ancillary Insurance Carrier Renaissance Expands Sales Management Team  PRNewswireINDIANAPOLIS, Nov. 15, 2018 /PRNewswire/ -- Ancillary insurance carrier Renaissance Life & Health Insurance Company of America is expanding its sales ...
Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
What Ulta Beauty Wants You to Know  Motley FoolIt took over a year, but Ulta Beauty (NASDAQ:ULTA) is finally back to posting faster sales gains. The spa and beauty products retailer had plenty of good news ...
E-Retail Sales Manager – London – £45,000 + benefits  Cosmetics BusinessResponsible for marketing plans, promotions, NPD launches, commercial strategies, order processing and analysis.
Charles Chocolates - National Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHIn a chocolate world that seems focused on following the next “trend” to make a quick buck, Charles Chocolates stands steadfast in our dedication to using the ...
Personalized Pitches: Improving Inside Sales Outcomes with Better Data at a Click  TechTargetThis blog helps organizations better resource and set up their inside sales teams to achieve better outcomes with more personalization and real intent data.
Gulfstream appoints new regional sales manager  Trade ArabiaGulfstream Aerospace Corp has appointed Timothy Wood as regional sales manager for Africa, the Middle East and South Asia.
E-Retail Sales Manager (AE1302) - London - United Kingdom  Premium beautyArthur Edward Salary: £45000 + benefits Do you have sales experience working within a beauty E-Retailer role or have you worked with a leading (...)
Iris Vineyards & Winery - Regional Sales Manager (West Coast) - BevNET.com Beverage Industry Job Listing  NOSHIris Vineyards & Winery, located in the beautiful Willamette Valley, is currently searching for a Regional Sales Manager to cover the West Coast Territories!
Ovention Welcomes Tim Klauder as Sales Manager  Convenience Store DecisionsKlauder brings a background in specialized ovens and leading kitchen teams with top restaurants to his new role at Ovention. Ovention Oven Corp., a provider of ...
We're Hiring A Sales Coordinator! – Competitor Running  Competitor RunningWe're hiring a Sales Coordinator for our Boulder office! Check out the description and come be a part of our team!
Bartle & Gibson hires Erica Grinnell as B.C. electrical sales manager  Electrical BusinessDecember 4, 2018 - Bartle & Gibson, an independent Western Canadian distributor of electrical, heating and plumbing products, recently hired Erica Grinnell for ...
Employee Benefits Sales Manager at Standard, The  L.A. BizEmployee Benefits Sales Manager at Standard, The - Overview If you want to make a positive difference and stand out from the crowd, youll fit in at The Standard ...
Product Line Sales Manager - Software Asset Management (SAM) - ServiceNow  Built In ChicagoServiceNow is changing the way people work. With a *service*-orientation toward the activities, tasks and processes that make up day-to-day work life, we help ...
Your End of Year Holiday Sales Plan  RadioinfoPeady's Selling Engagement sponsored by IRD Prospector. Welcome to this week's post on sales and selling success. There's only a couple of weeks and its ...
General Sales Manager  TV News CheckWFXR WWCW. Nexstar Broadcasting Group Inc. has an immediate General Sales Management opportunity in the Roanoke/Lynchburg, VA market at WFXR the ...
Jiffy International names Kent Carrell North American sales manager  Greenhouse ManagementJiffy International AS has named Kent Carrell to the position of North American sales manager. Carrell brings more than 20 years of experience in working with ...
Why It's So Hard to Sell New Products  HBR.org DailyThomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why ...
Business Development Sales Manager, Childrens Books - London  The BooksellerOur client, a leading highly respected international licensed book publisher seeks a Business Development Sales Manager to help...
The Sales Manager Training Challenge  Asia Radio TodayPeady's Selling Engagement sponsored by IRD Prospector. Welcome to this week's post on sales and selling success. I'm sure many of you know Hubspot ...
This Is What Your Marketing and Sales Funnel Really Looks Like  Business 2 CommunityThe sales funnel has evolved. The tried and true sales and marketing model has been surpassed by flywheels, bowties, and more. But just like your ...
Ted Nahil Joins Nautel as Regional Sales Manager  Radio WorldAccomplished sales and technical *service* professional will manage eastern USA sales territory for Nautel.
Ad-ventures in Marketing XI  PharmaLiveWritten by: Joshua Slatko | [email protected] | Dated: Wednesday, December 12th, 2018. For the eleventh year, Med Ad News has chosen new ...
Sales Manager (AE1276) - Home Based - United Kingdom  Premium beautyArthur Edward Salary: £40-45000 Are you an advocate of the best in natural active ingredients for use in the cosmetics and personal care (...)
‘There’s a huge demand’: Why product manager is the new pivotal role at publishers  DigidayProduct managers have become the must-have new hire for publishers. Nearly a year into its first head of product Julia Beizer's reign, Bloomberg Media has ...
Product Managers, Are You the CEO of your Product?  Business 2 CommunityWhen Ben Horowitz published his thoughts on the idea that product managers are the CEO of their products in “Good Product Manager/Bad Product Manager” ...
Joseph James 'Joe' Levy, 90, enjoyed a career in sales management  Southside DailyJoseph James “Joe” Levy, 90, of Virginia Beach, passed away peacefully Thursday, Nov. 22, 2018. Joe was born Jan. 24, 1928, in New York City. Growing up in ...
ConnectWise Acquires Cloud Software Development Company  ChannelE2EConnectWise acquires HashInclude Computech, a cloud software development company that has Amazon Web Services (AWS), Microsoft Azure & Office 365 ...
Sierra Nevada Brewing Company - REGIONAL SALES MANAGER - Pacific Northwest - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Regional Sales Manager develops our sales team and leads our wholesaler management efforts in the Pacific Northwest Region. This position reports to ...
True Influence® Solidifies Executive Leadership Team, Appointing Brian Glynn as CRO and Ken Stout as CSO  Business WireTrue Influence®, the technology leader of intent-based marketing and demand generation solutions, today announced that effective immediately Ken Stout.
Merchant du Vin - Sales Manager - (1) KS, MO & OK territory, (2) Bay Area (San Francisco) territory, (3) Northern CA territory - BevNET.com Beverage Industry Job Listing  NOSHMerchant du Vin (MdV) is the premier specialty beer importer representing seven family-owned and four abbey-owned breweries from England (Samuel Smith's) ...
Tim White appointed Hyundai’s new national fleet sales manager  FleetNewsHyundai Motor UK has appointed Tim White as national fleet sales manager, following the arrival of Michael Stewart as fleet director at the start of the year.
A Management Lesson From My Three-Year-Old  ForbesI used to pride myself on doing “a lot.” Busyness was my badge of significance, a public testament to my work ethic and value. Then one day, my three-year-old ...
Zest Tea - Grocery Sales Manager - Bagged Tea - BevNET.com Beverage Industry Job Listing  NOSHWhat is Zest Tea? Winner of Best New Product at the World Tea Expo, Zest premium energy teas offer the same energizing kick of coffee without the negative ...
Copper & Kings American Brandy Co. - Regional Sales Manager - Houston, San Antonio, Louisiana - BevNET.com Beverage Industry Job Listing  NOSHSeeking Copper & Kings Regional Sales Manager for San Antonio, Houston, and New Orleans. Relevant work experience in wine and spirits is a must.
Gen Z and Millennials fuel 2018 holiday sales  Greenhouse ManagementYounger holiday shoppers plan to spend more during the holiday season, according to the National Retail Federation.
Guidelines for navigating the sales software market  TechTargetNavigating the sales software market can be difficult, especially when organizations put so much importance on ROI. Learn how different organizations decided ...
Baxter Brewing Company - Territory Sales Manager- Southern Maine - BevNET.com Beverage Industry Job Listing  NOSHBaxter Brewing Company Territory Sales Manager- Maine. Company Description. Located in a renovated, 1850's textile mill in downtown Lewiston, Maine, ...
ABBYY Selects Rusty James to Lead Partner Growth throughout North America  Associated PressMILIPITAS, Calif.--(BUSINESS WIRE)--Dec 12, 2018--ABBYY, a global provider of *content* intelligent solutions and services, today announced Rusty James has ...
Hyundai Motor UK appoints Tim White as National Fleet Sales Manager  Automotive WorldHyundai Motor UK has further strengthened its fleet team with the appointment of Tim White as National Sales Manager.
NMC Appoints Norm Barton Regional Sales Manager West, Proactive Video Monitoring  Security TodayNorm Barton Joins National Monitoring Center (NMC) as Regional Sales Manager West, Proactive Video Monitoring, as Support to New Proactive Video ...
Habanos SA Appoints New Control and Sales Management Director  halfwheel.comCorporación Habanos, S.A., the Cuban cigar company, has appointed Alberto Dónar Cruz Rojas as the company's new control and sales management director, ...
Crave Distributing Fresh Markets - Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHARE YOU…EXCITED to share new opportunities? WILLING to take on new challenges? PASSIONATE about Sales? EAGER to close the deal?
FireMon Unveils Larger Headquarters and Adds to Leadership Strength to Guide Global Expansion  Business WireFireMon unveils larger headquarters, additions to executive team and 50% year-over-year bookings growth as company readies for global growth.
Why Your Pipeline Doesn’t Need Any Sales Stages  Business 2 CommunityThis is a subject I've referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that deserves far more attention – and ...
Regional Field Sales Manager – Symmetrikit – UK  THIIS£40k Basic Salary with a generous Commission Scheme: O.T.E £50-60k. Location: Due to the continuing growth of our sales team, we are flexible on location.
Sinclair Names Eric J. Krieghoff To General Manager In Madison, Wisconsin  Financialbuzz.comMADISON, Wis., Dec. 10, 2018 /PRNewswire/ — Sinclair Broadcast Group, Inc. (Nasdaq: SBGI) announced that Eric J. Krieghoff has been named General ...
Astrotech Announces 1st Detect Passes Europe's ECAC Test, Expects Global Airport Sales of TRACER 1000 to Follow  Associated PressAUSTIN, Texas--(BUSINESS WIRE)--Dec 12, 2018--Astrotech Corporation (NASDAQ: ASTC) today announced that its wholly-owned subsidiary, 1 st Detect, has ...
Howarth Timber sales graduate named Rising Star of the Year  Rochdale OnlineA sales graduate working for Howarth Timber & Building Supplies has recently been named Rising Star of the Year at the...
PepsiCo VP sales Harsh Rai quits; succeeded by NourishCo MD Ajit Dheer  Economic TimesNEW DELHI: PepsiCo VP and general manager sales Harsh Rai has quit the company, ending an over-decade-long association with the beverages and foods ...
Director of Training and Education - Sales - Paylocity  Built In ChicagoPaylocity is hiring for a Director of Training and Education - Sales in Chicago. Find more details about the job and how to apply at Built In Chicago.
LinkedIn Sales Navigator gets new engagement alerts, Custom Lists, more mobile search features  MarTech TodayLinkedIn announced new updates to its Sales Navigator platform on Wednesday. Since launching the “Deals” features in August, the sales management ...
JCDecaux Promotes Oliver Newton To General Manager Of Sales For Australia  B&TJCDecaux chief commercial officer Max Eburne today announced the appointment of Oliver Newton as general manager of sales for JCDecaux Australia.
Cats, toast and business have more in common than you think  Knoxville News SentinelMany of you have probably heard the age-old cat/toast enigma: If you drop a cat, even from a short distance, it will almost always land on its feet. And if you drop ...
DI People: American Airlines, Kibo, La Madeleine Announce Promotions  dallasinnovates.comAcross North Texas, companies are promoting and hiring people to take on leadership positions within their organizations. Dallas Innovates covers prominent ...
Marriotts The Daytona hotel to open across from Speedway in April  Daytona Beach News-JournalDAYTONA BEACH — The Marriott Autograph Collection hotel under construction at the One Daytona will open across from Daytona International Speedway in ...
Want to kickstart your career in an international fashion company? Join the International Business Trainee...  FashionUnited UKYou might ask now – what is the International Business Programme? It is BESTSELLER's two-year programme offering you the possibility of working in an ...
In Examining 27,357 Wins, 95% of Sales People Did This One Thing  Business 2 CommunityOver the years, we've seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We've seen certain patterns ...
Tim White joins Hyundai as national fleet sales manager  Fleet WorldHyundai Motor UK has appointed Tim White as national fleet sales manager with a remit to help shape the carmaker's fleet strategy. Tim White, national fleet ...
$202.90 Million in Sales Expected for Artisan Partners Asset Management Inc (APAM) This Quarter  Fairfield CurrentEquities research analysts predict that Artisan Partners Asset Management Inc (NYSE:APAM) will report sales of $202.90 million for the current fiscal quarter, ...
HeraMED raises NIS 16m in Australian IPO  GlobesIsraeli company HeraMED successfully completed its IPO on the Australian Securities Exchange (ASX). HeraMED has developed a small monitor for home use ...
After Sales Manager | Agriculture  AMWe are currently working with a leading Agricultural Machinery business to help recruit them an After Sales Manager to Manage the *service* department, ...
BCF Ventures increases potential fund size to $12M and announces six investments  Private Capital JournalCPE Media News (12/11/2018) – BCF Ventures, a super angel fund investing in pre-seed and seed stage startups, said it has increased its fund size potentially ...
Pimcore Closes $3.5 Million in Series A to Expand Open-Source Data and Experience Management Platform  MarTech SeriesPimcore, the leading open-source platform for data and customer experience management, has closed $3.5 million in Series A funding.
Canberra mates kick global goal with Sponserve  The RiotACTIn three short years, two Canberra mates have taken their solution for managing sporting sponsorship contracts across much of the globe to help create the ...
BCF Ventures reaches $12 million in commitments for its 'super angel' fund  BetaKitMontreal-based super angel fund BCF Ventures has announced that it has increased its potential fund size from $5 million to $12 million, and has invested in ...
Pebble Beach Systems appoints Andy Giles as Sales Manager for Europe, Israel and South Africa  TV TechnologyWeybridge, UK, December 6 2018 –Pebble Beach Systems, a leading automation, *content* management and integrated channel specialist, today announced the ...
Are “Traditional” Selling Skills Even Relevant Anymore?  Business 2 CommunityCategorize this post as “thinking out loud.” I'm not sure what I think about this issue, so I'm using the post to help me think through it and to get your input and ...
Freelancers, Get Ready For The Coming Recession  ForbesFreelancers, are you ready for the coming recession. Here's what you must do.
ZoomInfo Enriches Company Info with New Real-Time Firmographic Data  MarTech SeriesZoomInfo the leading growth acceleration platform for sales and marketing teams, announced the availability of several new features, including Company ...
News digest: NBFC crisis, Ola management rejig, Maruti sales, and more  Business StandardRead more about News digest: NBFC crisis, Ola management rejig, Maruti sales, and more on Business Standard. The new framework may not cover the entire ...
Regional Sales Manager - Commercial Vehicle Finance - Nationwide  Asset Finance Internationalup to £65k per annum plus car OTE £100k plus. Working for a prestigious bank owned finance company, we have a great opportunity in commercial vehicle ...
How to Start a Sales Coaching Program for Your Business  Business 2 CommunityCoaching your sales team takes up your time and money – but, investing in a sales coaching program can work wonders for your business and especially help ...
Happy Birthday to us – 11 years ago today, The B-Town Blog started publishing!  The B-Town BlogHappy 11th Birthday to Us! We Love You! Eleven years ago today – on Dec. 11, 2007 – we pushed the "Publish" button for the first time on The B-Town Blog, ...
Marketing Day: Conversion rate optimization, out-of-home programmatic inventory, more  Marketing LandHere's our recap of what happened in online marketing today, as reported on Marketing Land and other places across the web.
ZINFI Hosts Multi-Partner Demand Generation Best Practices Webinar with SiriusDecisions Guest Speaker  GlobeNewswireLearn How to Drive Lead Generation through Your Channel via Multi-Partner Demand Generation. PLEASANTON, Calif., Nov. 27, 2018 (GLOBE NEWSWIRE) ...
Wesco Aircraft Closes 2018 On Strong Sales, But Management Hasn't Yet Proved Its Mettle  Seeking AlphaFor Q4 2018, Wesco show strong sales across segments. However, the company's financials haven't yet reflected any of the operational improvements ...
Elara Caring Appoints Caroline Henderson as Chief Sales Officer  Associated PressADDISON, Texas--(BUSINESS WIRE)--Dec 6, 2018--Elara Caring, a newly formed company that brought together Great Lakes Caring, Jordan Health Services, ...
Howarth Timber set to Strengthen its Graduate Sales Team  Builders Merchants JournalHowarth Timber & Building Supplies has recently welcomed seven members of staff to its Institute of Sales Management (ISM) accredited Essential Foundations ...
Comparing Reputation Management & Reputation Marketing  Business 2 CommunityOver the years as more new technology emerges and customers are able to easily do their due diligence, the number of companies not looking out for their ...
Movers & Shakers: Coldwell Banker promotes sales director, managing broker & more  The Real Deal MagazineColdwell Banker made a few management changes in Miami-Dade. Dianne Regalado Kammerer was named director of sales for the brokerage's Coral Gables ...
Sales Enablement Manager - FourKites, Inc.  Built In ChicagoFourKites, Inc. is hiring for a Sales Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
The Sales Jigsaw Puzzle  Business 2 CommunityEvery once in a while, I like to do a jigsaw puzzle. It's nice to do in the evening, no distraction from devices, there's the great tactile feeling as I pick up a new ...
Significant Growth Opportunities in Global Sales Performance Management Software Market 2023 Outlook, Research, Trends and Forecast  SapphicaPractice of supervising and guiding resources to improve their capabilities to market and sell the solutions and products is termed as sales performance ...
Phoenix American hires Vince Manning as South-Central US Regional Sales Manager  Insurance News Net14, 2018 /PRNewswire/ -- Phoenix American announces that Vince Manning has been hired as the South-Central U.S. Regional Sales Manager. Vince is based ...
Plastics News  Plastics NewsIrvine, Calif. — Arburg Inc. gave its full attention to the implications of Industry 4.0 in a well-attended seminar at its U.S. West Coast technology center. President ...
Troegs Brewing Company - Sales Representative - Northeast Pennsylvania, Lehigh Valley & Berks County - Brewbound.com Craft Beer Job Listing  Brewbound.comPosition: Sales Representative. Territory: Northeast Pennsylvania, Lehigh Valley & Berks County. Job Classification: Full-Time, Year-Round. Reports to: ...
Court invalidates four timber sales in Tongass National Forest  Juneau EmpireA federal court invalidated four U.S. Forest *Service* logging projects in Alaska's Tongass National Forest, ending a decade-long legal struggle with ...
Content Sales Executive  IntraFishIntraFish is looking for an enthusiastic, committed *content* sales person for our Seattle office. The position involves tasks such as responsibility for achieving ...
Latest Report on Farm Management Systems Sales Market: Forecast 2023 | Key Players: Ag Leader, AGCO, AgJunction, Deere, Trimble, CNH Industrial, Derr Equipment, DICKEY-John, Monsanto  openPRThis market research report delves deep into the global Farm Management Systems market. It highlights the recent market scenario, growth in the past few years ...
Peerless Electronics Expands with New Hires and Staff Promotions  AviationPros.comNovember 29, 2018; Bethpage, NY – Peerless Electronics Inc., one of the world's largest stocking distributors of switches, relays and circuit breaker products for ...

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

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

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... 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... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Baditude!

As a group of sales trainees took a break from... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Outsourcing the Sales Function

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

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Sales Coaching... Fact or Fiction?

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

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

3 Ways to Increase Your Sales

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