The Product or the Sale

This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?

In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace. How many programs have you seen on TV that show warehouses of goods, that just sit and are never introduced to the consumer?

Without demand, there are no sales. Without sales, there is no success. It is easier to create for the sake of self-expression, than it is to find a way to effectively share the creation.

The current, most visible example of the power of marketing is the throng attracted to New York by "The Gates" in Central Park. Recent travelers, when asked why they are going to New York, invariably say they are going to see The Gates. But, once viewed, visitors and New Yorkers alike have said that they resemble short shower curtains the colour of pale Velveeta. Looking down from a plane or one of the tall buildings that surround Central Park, the saffron coloured winding trails bring to mind a flow of sorts that is totally lost when viewed from the ground, but people continued to flock to Manhattan in droves to see the work.

How to create your own buzz?.

1. Develop one core product with a great name.

2. Look around and see if there are other businesses or events you can attach your name to, to launch.

3. If not, write and send out your own Press Release. http://www.notable-marketing.com/get_press_info.php

4. Once you have started to court the Press, keep sending out Press Releases on a regular basis, but make sure you have something worth saying. It's often the perspective or the timing that works to capture the spotlight. Be merciless in your presistence but keep your sense of humour!

5. Call on your most successful competitors and see if they will share with you how they got started. They may even refer clients, if they have moved to the next level.

6. Call up a company you want to work with and ask them for their buying criteria. Make an appointment to go in and ask for their advice on your product/service.

7. Go big or go home! Don't hold yourself back through lack of confidence in your own sales ability. If you believe in the greatness of your product/service then call on businesses you know would benefit.

8. Don't get so excited by a positive response that you start to manufacture enormous amounts of product or make commitments to buy a large volume of supplies before you have a contract that guarantees a sale.

9. If someone recognizes the uniqueness of your product and sees the value of doing business with you, they will make a commitment. Make sure the terms you agree to are ones you can meet and still make money.

10. Your product/service does not have to be perfect. It just has to find it's niche and be marketed to that niche continually as it evolves.

The product may come first but if sales don't follow right away, don't give up. Persistence is a key element in any venture and marketing to a clearly defined niche makes it easier for your customer to find you.

Nancy Fraser is the President of Nota Bene Consulting. She has been helping clients improve their advertising results and grow their businesses for over 20 years. Free advertising and marketing information in Notable News http://www.notable-marketing.com

In The News:

Veteran TV Sales, Management Executive Bob Klingle Dies  Broadcasting & CableBob Klingle, 62, veteran TV sales and management executive, died of prostate cancer Jan. 14 in Scotttsdale, Ariz., according to WHAS-TV Louisville, Ky., where ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Rob Lester Joins FLEXcon North America as Regional Sales Manager  Printed Electronics WorldFLEXcon Company Inc, an innovator in adhesive coating and laminating, today announced that Rob Lester will serve as the new Regional Sales Manager for its ...
Two Roads Brewing Company - Ohio/Kentucky Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comTwo Roads Brewing Company in Stratford, Connecticut is looking for a Sales Manager with a deep passion for craft beer. The position will be based in the ...
J2414 - Sales Manager, Technology Finance - UK, SE Eng / Mids preferred - Asset Finance  Asset Finance InternationalExcellent salary, bonus and benefits. J2414 - Our client is seeking a Sales Manager, Technology Finance to lead and provide overall direction, strategy and ...
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change  Customer Think“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw. “We don't change, we don't ...
Live Music, Merch Sales Management Strategies  hypebot.comWhile a live performance is hopefully a thrill for all those involved, both on and off stage, it's important to remember that making these events a positive ...
Betson Enterprises Strengthens Sales Team With Selection Of Paul Novick As Vice President Of Sales & Sales Operations  VendingMarketWatchJanuary 17, 2019 – Betson Enterprises is pleased to announce the expansion of the sales team with Paul Novick hired as Vice President of Sales & Sales...
Murata Machinery USA appoints North American sales manager for fabrication products  The FabricatorMurata Machinery USA Inc., Charlotte, N.C., a supplier of turret punch presses, fiber lasers, and automation/loaders, has named Jeff Tyl as the North American ...
Sales Manager - AlertMedia  Built In AustinAlertMedia is hiring for a Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
MOVES-BNP Paribas Asset Management names Katharina Anna Rost as sales manager  ReutersJan 16 (Reuters) - BNP Paribas Asset Management said on Wednesday it had appointed Katharina Anna Rost as sales manager to its ETF and indexed fund ...
Vail, other resorts, see snow, rate management boost December sales  Vail Daily NewsStrategic rate management coupled with widespread snowfall across the western portion of the U.S. helped turn December from a challenging month to a ...
Three Keys To Sustainable Company Growth  ForbesGrowth isn't just about speed and momentum — it's about creating a foundation strong enough to support the company to come. Not everyone succeeds in this ...
The Future of Relationship Management  Business 2 CommunityThe way we work and communicate with our customers has changed: business relationships now extend beyond the traditional sales team and touch every ...
10 ways machine learning is revolutionising sales  Cloud TechSales teams adopting AI continue to see an increase in leads and appointments, with intelligent forecasting, opportunity insights, and lead prioritisation the top ...
What Sales Leaders Need to Excel Over Time  HBR.org DailyMany countries have term limits for their leaders. The premise is that term-limited politicians will spend less time campaigning, amassing political power, and ...
Xactly Named a Leader in Sales Performance Management by Independent Research Firm  GlobeNewswireXactly recognized for deep subject matter expertise and a clear vision for the future of the category.
Inside Sales Manager, Existing Accounts - Blackbaud  Built In AustinBlackbaud is hiring for a Inside Sales Manager, Existing Accounts in Austin. Find more details about the job and how to apply at Built In Austin.
Challenge Your Programming, Make More Sales  Builder MagazineThe root of who you are as a human is based on how you've been programmed. And the root of how successful your company is, is based on how your people ...
Sales Team Management: How to Manage Reps During the Sales Process  Business 2 CommunityYou'll find your team progressing through sales stages smoothly, converting leads into accounts before you can say: “revenue growth.” However, in order to get ...
82 Labs, Inc // Morning Recovery - Los Angeles Area Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHThis position will drive sales through our three-tier distribution structure while achieving targeted distribution and revenue goals. You will create professional ...
Rubber and Plastics News  RubberNews.comHANOVER, Germany—Continental A.G. has appointed Reinhard Klant as the new earthmoving product line manager at Continental Commercial Specialty Tires ...
Media Sales Manager job, Cape Town  Bizcommunity.comDepartment: DAZN (Formerly Perform Media) Job Title: Country Sales ManagerReports To (title): Sales Director Location: Cape TownHours of Work: 40Line ...
Sales management agency for Orange City Street project named  Times of IndiaNagpur: The ambitious Orange City Street project got a boost on Friday as standing committee of NMC okayed appointment of a consortium of Vestien Glob.
Ovention Welcomes New Sales Manager  Convenience Store DecisionsDon Ocheltree joins Ovention to focus on account and end-user strategies and sales management. Ovention Inc., a provider of innovative oven technology for ...
Ride-alongs with your reps - New Hampshire Business Review - Feb. 15 2019  New Hampshire Business ReviewManagers should go 'in the trenches' on appointments with their salespeople.
Sales Performance Management Market Emerging Technologies, Size, Share and Sales Forecast to 2023  Current News MagazineSales Performance Management market report 2018 provides information about market segmentation, leading manufacturers, types, applications, and regions.
Fujitsu Appoints David Trautman to National Account Sales Manager  Contractor MagFAIRFIELD, NJ — Fujitsu General America, Inc. welcomes David Trautman as the company's new National Account Sales Manager. Trautman started the ...
Volac Ireland appoints new national sales manager  AgrilandVolac Ireland has recently announced that the position of national sales manager will be taken over by Una Hickey.
KBRA Releases Alternate Channels: The Evolution of Aircraft Sales and Fleet Management  Associated PressNEW YORK--(BUSINESS WIRE)--Jan 18, 2019--Kroll Bond Rating Agency (KBRA) releases a commentary regarding the evolution of aircraft sales and fleet ...
Chicago Tube and Iron names sales manager  The FabricatorChicago Tube and Iron Co., Romeoville, Ill., has promoted Denise Vaughan to the role of sales manager for the Cleveland division. She joined the division in ...
Ovention Taps Foodservice Industry Veteran to become Sales Manager  Foodservice Equipment & SuppliesDon Ochletree was named sales manager for Ovention Inc., an oven manufacturer.
Tiffany Reports Its Holiday Period Sales Results; Company Expects to Report Record Sales and Net Earnings in Full Year  Associated PressNEW YORK--(BUSINESS WIRE)--Jan 18, 2019--Tiffany & Co. (NYSE: TIF) today reported its sales results for the two months (“holiday period”) ended December ...
Kite Hill - Regional Sales Manager East/West - BevNET.com Beverage Industry Job Listing  BevNET.comPosition Description: Kite Hill is looking for 2 REGIONAL SALES MANAGER's to join our Team. East coast based and West coast based. This candidate will be ...
New Hands on Deck  Trade Only TodayMarineMax said it recently promoted Michael Gisch to the position of general manager of its Baltimore and Bay Bridge locations. Gisch joined MarineMax in ...
Catawba Brewing Company - Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comPortfolio: Catawba Brewing Company, Palmetto Brewing Company. Position: Area Sales Manager. Location: Columbia, SC or Greenville, SC. Territory: Midlands ...
SAP Emerges as a Leader in Gartner's Magic Quadrant for Sales Performance Management for the 6th Consecutive Year  MarTech AdvisorWalldorf: SAP SE (NYSE: SAP) today announced that it once again has been recognized as a leader in Gartner's Magic Quadrant for Sales Performance ...
Outside Sales Manager, Sleep and Comfort Technology Products-Switlik  Trade Only TodayWe are looking for a highly motivated and goal-oriented sales manager to develop and grow the sales plan for our Switlik Comfort Technology division.
Startup Jobs of the Week: Join Startup Heatmap Europe, Byon8, Oppizi, Sampson Europe, or Diabeloop  EU-StartupsAre you looking for a new routine for 2019? Do you want to put your skills to good use at a growing company? Consider joining one of Europe's exciting new ...
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Regional Sales Manager - Wound care - East of England  PharmaTimesA Regional Sales Manager - Wound care - East of England job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of ...
Flourish Farm - Sales Manager - B2B (not your average Sales Manager!) - BevNET.com Beverage Industry Job Listing  NOSHWe're a group of health-focused, earth-loving, think-outside-the-box world changers (for real!) operating the first full-scale cricket farm in Vermont. We're farming ...
Here Are 23 New Job Openings In Charlotte  Charlotte, NC PatchHere Are 23 New Charlotte Area Job Openings - Charlotte, NC - Sous chef, sales consultant, business analyst: These are among the most ...
ABM Still a Trend for 2019  MarTech AdvisorABM has evolved into a major component of marketing strategy and shows no signs of dying down in 2019 industry expert, Cara Caruso's thoughts on ABM.
Cecala joins Kidron as Northern Midwest sales manager  Trailer/Body BuildersVT Hackney recently hired Michael Cecala as a sales manager in its Northern Midwest District. Cecala will be responsible for sales in the company's Kidron ...
Merian nabs ex-BBVA PM as sales manager in Iberia push  Investment EuropeMerian Global Investors has strengthened its team for Iberia with the appointment of Nieves Picallo as sales manager for Spain and Portugal. Picallo will be ...
ABM Year in Review—TechTarget's Top 10 account-based marketing resources in 2018  TechTargetAccount-based marketing was big in 2018. And because so many B2B tech companies are driving more and more revenue with ABM, it's likely going to be much ...
Territory Sales Manager -Diabetes/Insulin Management- Scotland  PharmaTimesA Territory Sales Manager -Diabetes/Insulin Management- Scotland job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a ...
Datapath appoints South East US sales manager  AV MagazineGreg Dieckhaus has worked for some of the biggest names in the US AV industry including AVI-SPL, Starin and Whitlock in a career spanning over 30 years.
10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
SALES, MANAGEMENT & WORKSHOP ROLES NEW RUTLAND CYCLING STORE, MILTON KEYNES RECRUITING NOW!  CyclingIndustry.NewsRutland Cycling. www.rutlandcycling.com. Published. 2 January, 2019. Location. Milton Keynes, United Kingdom. Category. Store Manager. Job Type. Full-time ...
MOVES-BNP Paribas Asset Management names Sylvain Ghisoni country sales head for France  ReutersBNP Paribas Asset Management named Sylvain Ghisoni as country sales head for France, within its Global Client Group, effective Jan. 21.
Datapath Adds Greg Dieckhaus as Sales Manager for Southeast U.S.  Audio Visual News NetworkWith an AV career spanning over 30 years, Dieckhaus brings extensive experience to the Datapath team, with successful roles at some of the biggest names in ...
Ovention Hires Kraft Foodservice Veteran as Sales Manager  CSPDailyNews.comOvention Inc. has added a new sales manager to its team. The commercial oven company has hired Don Ocheltree to focus on strategic-account.
J2413 – Sales Manager, Office Equipment – UK, SE Eng / Mids preferred – Asset Finance  VerdictCareer opportunity brought to you by. NEW LEAF SEARCH www.newleafsearch.com +44 (0) 203 740 7222. Job Reference: SMV/J2413. Job Title: J2413 ...
Safe Orthopaedics Delivers Its Strongest Performance of 2018 in the Final Quarter, with Revenue Growth of 27% to €990,000 |  OrthoSpineNewsJanuary 17, 2019 ERAGNY-SUR-OISE, France--(BUSINESS WIRE)--Regulatory News: Safe Orthopaedics (Paris:SAFOR) (FR0012452746 – SAFOR), ...
General Manager / General Sales Manager  TV News CheckWebsite WSIL-TV (Quincy Media). Quincy Media Inc. is seeking a strategic GM/GSM for WSIL, the ABC affiliate in the Cape Girardeau/Paducah/Harrisburg DMA.
14 Careers That Could Make You a Millionaire Before You Retire  Reader's DigestThese are the top careers that could make you a millionaire by the time you retire, and many don't even require an advanced degree.
JOBS: Internal Sales Manager, Cordee  UKC NewsInternal Sales / Business Development. Duties. Cotswold Outdoor, Waterstones, Amazon and Stanfords are among our major accounts and with over 1,000 ...
Hays Jobs Report: Skills that are in demand in early 2019  NEWS.com.auThe infrastructure boom appears to be fuelling demand for jobs with certain skills.
La Financière de l'Echiquier names Benelux sales manager in European push  Investment EuropeLa Financière de l'Echiquier (LFDE) has expanded its team in Benelux with the appointment of Peter Jansen as sales manager Benelux. Jansen will work ...
Max Planck Florida Institute for Neuroscience enters partnership with Zeiss  EurekAlertThe Max Planck Florida Institute for Neuroscience (MPFI) announces a new '[email protected]' partnership agreement between the MPFI Electron Microscopy (EM) ...
Vital Insurance Partners Names Kochman Senior VP of Program Placement  Insurance JournalVital Insurance Partners, an insurance consulting and program intermediary, has named Curtis Kochman senior vice president of Program Placement. Kochman,
Why CRM Projects Fail and How to Make Them More Successful  HBR.org DailyIn 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen ...
Airgain Announces Newly Appointed President, Senior Vice President of Engineering, and Vice President of Global Human Resources  Business WireSAN DIEGO--(BUSINESS WIRE)--Airgain, Inc. (NASDAQ: AIRG), a leading provider of advanced antenna technologies used to enable high performance ...
Sales Manager- Vehicle R&D Test Systems  Automotive Testing Technology InternationalWebsite Kistler Instrument Corporation. Kistler is the global leader in dynamic measurement technology. We are looking for an individual to take responsibility for ...
'City boy' takes new role in agriculture | News  Abilene Recorder ChronicleTony Whitehair is officially a city kid. His parents, Dan and DeLynn Whitehair, live in Abilene. But he spent a lot of time working with his Uncle Tom on the farm ...
Amarin (AMRN): Management Is Flying in the Dark  Smarter AnalystA lot of Amarin (AMRN) stock bulls expected shares to fly up toward $30 following shockingly good results of the company's Reduce-It cardiovascular.
QashBack to Launch Southeast Asia's First Blockchain-Powered Reputation Management & Permission-Based Marketing Platform in 2019  PRNewswireSINGAPORE, Jan. 18, 2019 /PRNewswire/ -- With plans to release in Q2 2019, the QashBack platform is set to revolutionize the online reviews market as it ...
Mastering Management: How to Delegate Successfully and Manage Your Managers  Business 2 CommunityAs an entrepreneur, many of us have built our businesses following the mantra: “If you want it done right, do it yourself.” While this mentality is typically effective ...
JP Morgan Asset Management appoints new UK Wealth & Intermediary Sales Manager to International ETF business  ETFExpressJP Morgan Asset Management (JPMAM) has appointed Edward Malcolm to its International ETF business as Executive Director – UK Head of ETF Distribution, ...
Millennial Money: Use post-holiday sales to treat yourself  Star TribuneMuch like Santa, you spent this holiday season delivering gifts to your family members and friends. But now that the flurry of tinsel and wrapping paper has ...
Zacks Investment Research Lowers J C Penney (JCP) to Sell  Fairfield CurrentZacks Investment Research downgraded shares of J C Penney (NYSE:JCP) from a hold rating to a sell rating in a research note issued to investors on Tuesday.
‘So much questionable content’: Advertisers want better brand-safety tools for Facebook video ads  DigidayFacebook is developing a brand-safety tool for advertisers to more easily manage blocking publishers and video creators from ad campaigns.
Drug company payments to doctors may influence opioid overdose deaths  Washington PostIt's long been known that drug company payments to doctors influence how many opioid prescriptions they write. But a new study released Friday offers the first ...
New details revealed about Purdue's marketing of OxyContin  STATThe Massachusetts attorney general filed a revised complaint Tuesday with new details about Purdue Pharma's marketing of OxyContin.
Flowserve Announces the Appointment of Dr. Tauseef Salma as Marketing & Technology Vice President  Business WireFlowserve Corporation, (NYSE: FLS), a leading provider of flow control products and services for the global infrastructure markets, announced today th.
Hanesbrands Grows on Buyouts, Global Strength Despite Snags  Zacks.comInternational strength, focus on buyouts and cost-controlling efforts are aiding Hanesbrands (HBI) to hold its ground amid stumbling blocks like soft Innerwear ...
5 Essential Sales Forecasting Techniques  Business 2 CommunitySales forecasting is a key component of any business. It helps companies make better business decisions and affects many areas such as the sales process, ...
'This Is Happening' in Duncan Channon's Latest Ads for Upwork  AgencySpyDuncan Channon launched a new campaign for freelance networking *service* Upwork. Entitled “This Is Happening,” the campaign examines moments where ...
Global Weight Management Products Market Sales and Growth Rate Forecast (2018-2023)  Crypto News TodayMarketResearchNest.com presents “Global Weight Management Products Market Research Report 2019” new Research to its studies database.
15 of the most promising jobs in the US in 2019, according to LinkedIn  CNBCEach of these positions offer high salaries, strong year-over-year growth and a strong likelihood for promotion.
UAE average salaries in 2019 revealed  Time Out DubaiThe survey also shows which skills are most in-demand by employers | News, Average salary figures in different sectors in the UAE for 2019 have been revealed ...
Emergency Management Services Market 2019-2024 Report by Sales, Consumption, Revenue and Gross Margin Analysis  RISReportEmergency Management Services market professionals analyse the worldwide growth and give their beneficial study for new entrants, and who is interested.
Berjaya Corp mulls asset sales abroad  New Straits TimesKUALA LUMPUR: Berjaya Corp Bhd (BCorp) is looking at selling selected assets especially hotels abroad to fund various projects in the pipeline.
Ashley Friedlein's marketing and digital trends for 2019  EconsultancyEvery year Ashley Friedlein picks out the digital and marketing trends and developments which he believes will shape the industry and digital/marketing ...
Mercedes and Qualcomm: A lesson in leveraging sponsorship as part of your marketing strategy  SportsPro MediaThe Sport Dimensions team on why a wide range of experience in sports marketing and sponsorship activation, is key to adding value.
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
Electricity bills Australia: Households paying $200 extra for marketing  NEWS.com.auThe privatisation of the electricity industry has not delivered what it promised and has instead driven up costs for consumers, a report has found. The Australia ...
Train Online for 2019's Most In-Demand, High-Paying Jobs  eLearningInside NewsDiscover 2019's most in-demand jobs that offer a median base salary above $130000 and learn how to train for them online now.
Broker Barred for Concealing Commissions From Native American Tribe: Enforcement  ThinkAdvisorMeanwhile a firm principal was barred for falsely claiming the firm had enough assets to register with the SEC.
Interior brings back employees during shutdown to work on oil-drilling land sales  CNNThe Bureau of Ocean Energy Management is bringing back employees who were furloughed to work on sales of land for oil and gas drilling purposes in the Gulf ...
ETF sales grow, but mutual funds still rule  MoneySenseETF sales outpaced mutual fund sales for the first time in 2018.
Taiwan Semiconductor Sales Forecast Hammers Chipmakers as Apple Warning Ripples  TheStreet.comTaiwan Semiconductor the world's biggest contract chipmaker and a lead supplier for Apple iPhones, posted tepid fourth quarter earnings Thursday but ...
Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
Weight Management Packaged Food Sales Gain Tailwinds from Next-Generation of Diligent Food Consumption  Insiders TribuneSneha Varghese, Consultant- Food & Beverages Domain at Fact.MR discusses key trends and manufacturing strategies in the weight management packaged ...
How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... 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... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... 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 Nine Warning Signs that You Need a Sales Video

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

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Accepting Responsibility for Your Sales Success

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

Management by Osmosis

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

How Many Salespeople Should I Hire?

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

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... 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

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

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

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

How to Sell Strategically

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

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More