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 they're coming from can you even hope to advocate a solution that they will be interested in.

For years sales trainers have been talking about "closing the sale" and employers still advertise for salespeople who can "answer objections and close the sale". Every week recruitment adverts appear in newspapers seeking salespeople who are "strong closers" to sell products with high consumer demand.

OK, so if the product is in high demand, why do you need to be a heavy closer to sell it? If you're using "closing" techniques that come from a manual with a copyright notice more than 15 years ago, you're out of touch! Your buyer is not going to appreciate you using any manipulative tactics to get them to buy.

Would you like your accountant to be using 15-year old tax laws to do your tax return?

2. DECEPTIVE PROSPECTING TACTICS ? don't sound like a bad network marketer.

Solution: before you call a potential new buyer, consider what their reaction to your call might be. People are busy today so calling to ask if you can drop by for a chat or to talk about a mystery is pointless. Why should someone give up their time unless they believe you can do something for them?

What are you going to say that will cause them to stop their current train of thought, stop what they're doing and open their diary to enter a meeting with you. You will need to spend some time planning what to say. What you have to do is identify the key product benefits that will apply to this buyer before you call and then use those benefits in your conversation in order to gain the appointment.

3. NOT CORRECTLY IDENTIFYING PROSPECTS ? don't bother selling to folk who don't need what you sell.

Solution: develop a buyer profile; know who is likely to want what you sell and what their buying process is. Identify the key person or people and look to provide answers to their wants and needs. If you can't reach the key person, whoever you can reach has to become your ally or advocate. Talk in their terms!

4. FOCUSING ON THE PRODUCT NOT THE CUSTOMER ? what they're buying is the sizzle not the sausage.

Solution: learn to talk about benefits and what that benefit will do to ease their pain or solve their problem; how it will make or save them money. To do this you must be able to relate how each aspect of everything you sell benefits the customer.

If people quickly grasp the idea and benefits of your business, it's considered to be infectious. Do people nod knowingly as you describe your company's products or services, or do they look puzzled and quickly excuse themselves? If it's the latter, you're not selling benefits.

5. TALKING, NOT LISTENING ? how can you listen when you're talking?

Solution: You must learn to ask questions ? use open, closed and "tell me about ?" to gather information and look for pain! Otherwise you're trying to "convince" ? who wants to be convinced? Guaranteed to get claw-backs. Essentially you're getting into a struggle with the customer and this is a struggle you'll never win.

6. IGNORING THE CUSTOMER ONCE THE SALE IS MADE ? forgetting service, and back-end business opportunities. (Back-end business is the business you generate from a client after you've made the first sale to them.)

Solution: you must understand the lifetime value of a customer. Take two simple examples: The men's hair salon (OK ? Barber's Shop) I go to once a month. Over 15 years, that's a total of 180 haircuts; so over ten years I've spent over $2,500.

My Optometrist. My wife and I both wear glasses and over the same ten year period we've averaged one pair of glasses each per year. I guess we've spent over $5,000 with our Optometrist in that time. Plus my mother and my sister shop there.

My point? They've created close to $8,000 in business from my family alone, not to mention the dozens of referrals we've generated for them.

What value is your customer worth in revenue and referrals over five or ten years?

7. IGNORING TESTIMONIALS AND REFERRALS. In other words, always using cold prospecting techniques to find new clients.

Solution: develop "warm" enquiries and leads. New business can come from a variety of sources:

Cold calls Advertising including Direct Mail and the Internet Loose reference groups like the school P&F, family, friends Tight reference groups such as referral clubs and business associations.

Develop a referral strategy for your business. Try a "customer loyalty" scheme such as get one free after paying for five. Offer customers entry into prize draws for referring new customers. I know of a hairdresser who buys you dinner at the Hilton for introducing 5 clients.

I know I said seven mistakes but let me make just one more observation?

I frequently see businesses spend huge sums of money on marketing ? brochures, adverts, direct mail etc because their belief is that if they increase their enquiry rate, they will make more sales. That only works if their salespeople are capable of converting those enquiries into business.

Before you spend money on marketing in the attempt to gain more sales, consider how many sales opportunities you'll miss if your staff can't convert the extra leads you generate into business.

Wouldn't you be better to invest in some quality training to make sure you significantly improve your conversion rate? After all, a missed sales is a sale for your competitor?

© James Yuille, Brisbane, Australia, 2004.

About the author:

James Yuille is a sales and marketing consultant and trainer with over 32 years experience. He is based in Brisbane, Australia. His free weekly sales and marketing newsletter provides topical information for business owners and salespeople. Find out more at http://www.jamesyuille.com

In The News:

Web Development Business Management and Sales Techniques  Business 2 CommunitySoftware engineers often think about starting a web development business of their own. We may be talking about a traditional senior software developer working ...
Narragansett Brewing Company - Field Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comResponsible for growing Narragansett Brewing Company volume and market share in the city of Boston by: Providing key / secondary retail account coverage ...
DIGITAL SALES MANAGER NSW & QLD  B&TDigital platform; Surry Hills; Circa $150K + super + comms. Reporting to the National Sales Director, the Sales Manager will be responsible for managing sales ...
Vitrek Names D'Amico Eastern Regional Sales Manager  Quality MagazineVitrek announced that Bob D'Amico has joined the Vitrek sales team as Eastern Regional Manager. Bob will cover the design engineering and production test ...
Sales Account Executive, Church Management Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Account Executive, Church Management Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Manager (South Korea)  OilVoiceSales Manager Overview Our client is a world-leading manufacturer with exposure to the automotive, aerospace, power generation and renewable energy ...
Alexander Group Publishes “The Front-Line Sales Manager Field General”  Arizona Daily StarSCOTTSDALE, Ariz.--(BUSINESS WIRE)--“The Front-Line Sales Manager ─ Field General” is now available. This.
Hettich Canada names Ashmore national sales manager  woodworkingnetwork.comMONTREAL, Quebec – Hettich Canada has announced that Robert (Bob) Ashmore has joined the company as a member of the management team. Ashmore ...
Appointments | AWIN ONLY content from Aviation Week  Aviation WeekRaphael Fabian has been named director of European Affairs at the General Aviation Manufacturers Association.
How Tock's sales team is leading a paradigm shift in the way restaurants operate  Built In ChicagoFor many restaurants, life is a bit like how philosopher Thomas Hobbes once described the existence of humans: “nasty, brutish and short.” But Tock, with its ...
Tuxton China, Inc. Appoints New Western Regional Sales Manager  RestaurantNews.comWalnut, CA (RestaurantNews.com) Tuxton China Inc. has announced the appointment of Pamela Perkins as Western Regional Sales Manager effective ...
Regional Sales Manager North West - Drinks job with Global Brands Limited | 794576  The GrocerGlobal Brands is an independent drinks company which owns, markets and distributes an enviable collection of products across the UK and Internationally.
House Beer - Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comJob Description. House Brewing, Inc (House) in Venice, CA is looking for an Orange County Area Sales Manager to help their Sales and Marketing Team.
Sales People/Manager Churn Is Unacceptable!  Business 2 CommunityOver the past several weeks, I've been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on ...
Crypto crash leads to inventory pile-up at Nvidia, sales slaughtered  The RegisterYou can't make a silk purse out of a sow's ear, so found Nvidia's management team last night as they reported a pig of a quarter that saw revenues and profit ...
Jim Langley: The Price of Paradise | Homes & Lifestyle  NoozhawkMore than 30 years ago, my wife and I had the wonderful opportunity to relocate to beautiful Santa Barbara. In order to make the move, I was required by my ...
Spin Master Reports Preliminary 2018 and Q4 2018 Gross Product Sales(1)  PRNewswireFull Year 2018 Gross Product Sales1 Increase 3.1% TORONTO, Feb. 13, 2019 /PRNewswire/ - Spin Master Corp. ("Spin Master" or the "Company") (TSX: TOY;...
Nor-Lake Names National Sales Manager  Foodservice Equipment & SuppliesNor-Lake hired Dan Muldowney to serve as national account manager.
AgentOwned Realty's Mount Pleasant and Isle of Palms offices welcome new agents  Moultrie NewsKristyn Ackerman, Kelley Argraves, Cheryl and Tim Clements, and Erin Eisele have placed their licenses with AgentOwned Realty's Mount Pleasant office at 824 ...
Local resident earns corporate award | Business  Denton Record ChronicleDenny Vonnahme, a corporate business manager at John Deere's construction and forestry division was named the top CBM in the division.
Employees at company accused of bribing doctors rapped, danced around a giant bottle of a highly addictive fentanyl spray  Chicago TribuneEmployees at a drug company accused of bribing doctors rapped and danced around fentanyl spray in a video meant to motivate sales reps to push the drug.
Eight questions to… Mark Ballance, general sales manager, McLaren Leeds  AMMark Ballance, general sales manager, Parks Motor Group, McLaren Automotive Leeds, on working your way to the top.
Murata Machinery Hires North American Sales Manager for Fabrication Products  Modern Machine ShopJeff Tyl will be Murata Machinery USA's new North American sales manager for fabrication products. Mr. Tyl has over 12 years of fabrication management ...
A Closer Look at eBay's Payments Opportunity  NasdaqeBay (NASDAQ: EBAY) and PayPal (NASDAQ: PYPL) aren't renewing their operating agreement that was penned when the online marketplace business spun ...
What Is Sales Enablement? 10 Industry Experts Explain  G2 CrowdIn a perfect world, all of a company's departments would work in-sync without any lapses in productivity or communication. Every customer would feel completely ...
BUCKiTDREAM Turns to Watson Marketing for Improved CX  MarTech SeriesIBM announced, that BUCKiTDREAM, a new loyalty rewards commerce platform that better connects consumers with brands is using Watson Marketing to ...
General Manager-Saunders Yachtworks  Trade Only TodayWe are seeking a General Manager with the following responsibilities: Oversee all business practices for *service* and refit work orders, ensuring a positive.
Residential Sales Manager  PrimeResiGKR London are working on a rarely available position with one of the most recognisable names in London property. They have instructed GKR London ...
Murata Machinery taps new North American sales manager for fab products  Canadian MetalworkingJeff TylMurata Machinery USA, Charlotte, N.C., is excited to introduce Jeff Tyl as the North American Sales Manager for Fabrication Products.Tyl has over 15 ...
52-year-old graduates from Bexar County Sheriff's Office Academy  KSAT 12Francisco Garza is the class's oldest member at 52. Academy staff members appointed him as class leader, and he also spoke at the graduation.
Top European Soccer Club Is to Be Led by Former Potash King  BloombergThe AS Monaco football club is set to hand over the reins to a Russian industrialist with plenty of experience in digging up minerals but none in extracting ...
NRMCA Announces Michael Philipps as New President  ForConstructionPros.comThe National Ready Mixed Concrete Association (NRMCA) announced today that its Board of Directors has selected Michael Philipps to serve as president, ...
Will The New Management Push Restaurant Brands' Growth Further?  ForbesRestaurant Brands International (NYSE: QSR) reported its 4th quarter and full year results on February 12, 2019 before the market opened. As per the numbers ...
Ford's Earnings And Reported January Sales Have Me Staying The Path  Seeking AlphaFord's U.S. sales increased 7% in January, which came in better than the 3.7% reduction forecasted by analysts. Ford is selling the right sales mix as the F-Ser.
Competitive Situation: Sales Pipeline Management Software- Emerging Markets in Developing Countries  Fashion HeraldLatest Research Report “Sales Pipeline Management Software Market – Global Industry Trend Analysis 2013 to 2017 and Forecast 2018 – 2028” provides ...
Star performers of Q3 earnings season that saw stocks dive in current selloff  Economic TimesDecember quarter earnings season may not have sprung many positive surprises, yet around three dozen smallcap and midcap companies did manage to ...
Sales Jobs; Construction, Marketing Products; Impressive Agency Earnings  Mortgage News DailyHuh? Radian was recently in takeover talks? I only know what I read in the newspapers! Sometimes I wonder if everyone isn't in M&A talks to one degree or ...
Global Fluid Management System Market Regional Landscape, Production, Sales and Consumption Status and Prospects 2018-2023  The Spring TimesThis Fluid Management System Market research report provides an in-depth research about the overall state of Fluid Management System Market, the newest ...
Canopy Growth Corporation Reports Third Quarter Fiscal 2019 Financial Results: Gross Sales of $98M; Net Revenue hits record $83M  PRNewswireCannabis shipments totaled 10102 kilograms and kilogram equivalents. Net income of $74.9 million, including changes in fair values of financial liabilities...
Foster Farms names new CEO. He has worked at the Livingston-based company since 1996  Modesto BeeFoster Farms, a poultry company based in Livingston, California, announced that Dan Huber is its new chief executive officer on Wednesday, Feb. 13, 2019.
J2414 – Sales Manager, Technology Finance – 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/J2414. Job Title: J2414 ...
Raytheon International CEO on weapons sales to Saudi Arabia: 'We don't make policy'  CNBCAmid calls by U.S. lawmakers to reduce weapons sales to Saudi Arabia and other Gulf countries involved in offensive warfare in the Middle East, corporates in ...
Why Buying Sonos After the Dip Is Not a Leap of Faith By Any Measure  Investorplace.comA small cadre of SONO stock analysts see 50% upside in the shares. Will investors see opportunity in Sonos?
Assessing the Intelligence of AI Marketing Tech  Business 2 CommunityIn 2011, IBM Watson had just beat champion Ken Jennings on Jeopardy! and Paul Roetzer decided to apply that same technology to marketing. In an episode of ...
Max Your Marketing in 2019: Top 5 Trends Marketers Need to Know  Business 2 CommunityWe've all had that experience where we enter a store excited to browse and then quickly flee from overly ambitious sales personnel, seemingly salivating after ...
Inside Luka Doncic's 'stratospheric' marketing potential: Instant hit, selective partners and the mother lode that awaits  Dallas NewsVernon Bryant/Staff Photographer. FILE - Dallas Mavericks guard Luka Doncic (77) makes his way onto the court as he is introduced before a preseason game ...
Sitecore Recognized in Row as a Leader in 2019 Gartner Magic Quadrant  MarTech SeriesSitecore, the global leader in digital experience management software, announced that the company has once again been positioned as a Leader in Gartner's ...
Walmart lawsuit: Women are suing again over gender discrimination  Vox.comWalmart won a Supreme Court case over gender discrimination case in 2011. Now women are suing Walmart once again.
WABCO Delivers Record Sales and Operating Income in 2018; Continues to Solidly Outperform Global Commercial Vehicle Market; Provides Guidance for 2019  Associated PressQ4 2018 sales of $911.6 million, 2.4% lower versus a year ago, while up 1.4% in local currencies -- Full year 2018 sales of $3831.0 million, up 15.9% from a ...
Marketing Day: Google’s new interpreter mode, Brightcove to buy Ooyala, 2019 martech trends  Marketing LandHere's our recap of what happened in online marketing today, as reported on Marketing Land and other places across the web.
Leadership In An Age Of Disruption: Q&A With Abbott Chairman And CEO Miles White  ForbesA Series of Interviews With Transformational Business Leaders: Miles D. White, Chairman and CEO Abbott Laboratories. During his 20-year tenure, White has ...
Sinclair Promotes Todd Ricke To General Manager In Chattanooga, Tennessee  PRNewswireCHATTANOOGA, Tenn., Jan. 21, 2019 /PRNewswire/ -- Sinclair Broadcast Group, Inc. (Nasdaq: SBGI) ("Sinclair") announced that Todd Ricke has been ...
Industrial Remote Asset Management Market by regions, with sales, revenue and market share of Gas Turbine Services, for each region 2023 – Daily Updates  Daily UpdatesIndustrial Remote Asset Management Market analysis is provided for global market including development trends by regions, competitive analysis of Industrial ...
PG&E should get out of the energy sales business, local governments say  Los Angeles TimesA coalition of Northern California cities and counties is calling for state officials to remove Pacific Gas & Electric from the business of buying and selling electricity ...
Dysphagia Management Market 2019 Report by Major Manufacturers Production and Sales Market Comparison Forecasts to 2024  Journal WorldwideDysphagia Management Market Report 2019 (Ask for Sample Report) provides a comprehensive analysis of the Dysphagia Management Market by types, ...
Radiation Dose Management Market 2019 Report by Major Manufacturers Production and Sales Market Comparison Forecasts to 2024  Herald News PressRadiation Dose Management Market Report 2019 (Ask for Sample Report) provides a comprehensive analysis of the Radiation Dose Management Market by ...
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 ...
Investors Buy NIO (NIO) on Weakness  PressOracleTraders bought shares of Nio Inc – (NYSE:NIO) on weakness during trading on Friday. $30.60 million flowed into the stock on the tick-up and $20.07 million ...
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 ...
Owners of Brandsmart Nunawading promise revamp, despite empty shops  Herald SunA factory outlet centre in a prized location in Melbournes east is riddled with empty shops, but managers have knocked back speculation the shopping centre ...
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.
Newell shares plunge as Toys 'R' Us liquidation, strong dollar weigh on forecast  Reuters(Reuters) - Newell Brands Inc on Friday forecast lower-than-expected full-year sales and profit, hit by a strong dollar, higher costs and sluggish sales of its Graco ...
See Employers Hiring This Week In Coronado, Nearby  Coronado, CA PatchSee Employers Hiring This Week In San Diego County - Coronado, CA - Inn at Rancho Santa Fe, Jenny Craig, Fluid Sound, Rubio's, Mac ...
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 ...
Proposed shoreline management plan raises concerns around Candlewood  Danbury News TimesSome lake and town officials worry proposed changes to the shoreline management plan will weaken the health of Candlewood Lake, while FirstLight Power ...
10 Qualities of a Great Sales Manager  Builder MagazineToday's sales managers need a complex set of abilities to succeed and here, we list the 10 most important skills needed to turn a good sales manager into a ...
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.
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.
MTN case pits Uganda against four nations  Daily MonitorThe dramatic falling out between Uganda's largest telecom giant MTN and the authorities, which culminated in Thursday's arrest and deportation of the ...
Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
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.
Thinking About Sales Performance — That Is Sales Management Incompetence  Customer ThinkI'm a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their ...
Sales Manager  WJXT News4JAXWJXT is looking for an energetic, organized, and positive individual to lead WJXT's local sales effort to achieve specific revenue and share goals.
Bullish investors ‘too sanguine’ about U.S.-China trade talks, warns fund manager  MarketWatchOur call of the day, from Ronald Temple, head of U.S. equity at Lazard Asset Management, worries investors are “too sanguine” about trade, as he flags another ...
Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
Is Sales an Art or a Science? It’s Both  Business 2 CommunityWorking as a sales person or being a small business owner who sells to customers is an interesting life, because every day is different and the process of selling ...
What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
The alarming findings about the 'Peter Principle' and sales managers  SmartCompany.com.auHave you ever worked with someone who was really effective in one role but then promoted to other roles, usually in management, and ended having no idea ...
Francesca Bellettini — a star at Saint Laurent  Financial TimesWith record profits and nearly €2bn in sales, it's no wonder the Kering brand's chief executive is smiling.
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, ...
A few financial management lessons for the year ahead  Independent OnlineHere are a few tips aimed at assisting consumers to maintain a financially healthy lifestyle.
4 Key Principles of Negotiation in Sales  Business 2 CommunityNegotiation in Sales is About Perspective. Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority ...
“Don't chase the money,” says Paolo Bugia of Phoenix Fuel Masters on finding your way  ABS-CBN NewsIt's safe to say now that the former PBA player and current Phoenix Fuel Masters team manager is a basketball success story, even if he found that success in his ...
LevelEleven Scales Sales Management Platform for the Enterprise  GlobeNewswireDETROIT, Sept. 24, 2018 (GLOBE NEWSWIRE) -- Over the past year, LevelEleven has added several new Enterprise organizations to its growing customer ...
What Should You Know About Marketing Management?  London School of Business and FinanceIf you are creative and have a knack for business, you should think about taking up a career in marketing management. It is an exciting and dynamic career ...
Meet One Of Radio's Best National Sales Managers  Radio InkAt the Radio Show in Orlando next week, Matt Cowper's name will be announced following the Advertiser Breakfast, Thursday morning. Matt is a Radio Ink ...
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 ...
Six CRM best practices for sales managers  Security Systems NewsIf there is one thing all sales people can agree upon, it's that most companies have a poor CRM process.
Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better  ForbesIn sales, there were lessons to be learned in 2018. Here are the top five insights I took away from my interactions with executives and sales leaders—and how ...
ICM and CRM Make Worthy Sales Management Partners  Destination CRMBy integrating incentive compensation management and CRM systems, sales leaders and reps are armed with the insights needed to maintain motivation and ...
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 ...
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 ...
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.
Sales Manager - Key Accounts, Schools & Libraries - London  The BooksellerAn award-winning independent Children's Book Publisher seeks a capable Sales Manager to manage their growing Key Accounts and...
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.
Sales Pipeline Management: What Is It And Why Do You Need It?  Business 2 CommunityThere's no business without sales. Selling involves a sequence of repeatable steps — from identifying prospects to closing the deal — also known as the sales ...
How AI Is Changing Sales  HBR.org DailyCompanies are using AI in all kinds of innovative ways to advance their businesses. If you've ever searched Netflix to watch a movie, AI (a recommendation ...
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 ...
7 Strong Buy Stocks With Over 20% Upside  Investorplace.comThe general consensus: this rally has more room to run. And these are the “strong buy” stocks that are primed to outperform. With this article, I wanted to highlight ...

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... 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

Speed-up Your Sales Cycle

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

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

The Art and Science of Managing Expectations in Selling

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

Sales Forecasting For New Businesses

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

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... 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

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... 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 to Beat the 80/20 Rule in Sales Performance -- Part 2

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

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Determining Sales Fit; the Key Growth Process for Your Business

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

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

The Nine Warning Signs that You Need a Sales Video

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

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More