How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.

Think about it ? if every one of your company's salespeople sold every product and service in their portfolio to every business unit, department, and division of every account, what kind of number would they produce? Something huge, right?

From a sales management perspective, few things are more frustrating than having a bunch of "one trick ponies" on a sales team. These are salespeople that have developed a comfort level with one product or service, and that product or service makes up 80% to 100% of their sales.

I used to work for a computer distributor that had numerous salespeople that fit this mold. They would congratulate themselves for selling servers to an account, completely oblivious to the fact that the very same account was also buying storage, networking equipment, software, and professional services. The distributor's salespeople only scratched the surface of the total available opportunity in most accounts.

Here is a second huge frustration for sales managers and executives -- salespeople that don't produce "traction" with new products and services.

When your company introduces a new product or service, you make a pretty sizeable investment to train your salespeople to sell the new product or service, right? Doesn't it drive you crazy when only a fraction of your salespeople actually sell the new product or service? The return on your sales training investment stinks, and your company never sees the revenue boost it expected to receive from the new product or service.

Why do I bring up lack of account penetration and lack of sales traction for new products and services in the same article? Because the same problem is often at the root of both issues! That problem is an excessive focus on technical details.

Many managers and salespeople believe that salespeople need to become experts in order to sell a product or service effectively. To develop this understanding, companies invest enormous amounts of time and money in exhaustive training to educate salespeople on product features and benefits, performance characteristics, industry information, pricing guidelines, promotional activities, available collateral material, etc.

Unfortunately, when salespeople leave these training sessions, they often have no idea how to find or qualify opportunities for the product or service they were just "trained" to sell! This leaves the salespeople frustrated, as they feel the time spent in training was wasted. Management is equally frustrated with their sales team's inability to gain traction with new products and services, and their inability to learn to sell their company's entire portfolio of products and services.

This mutual frustration results from a lack of recognition of one very important fact:

When a salesperson identifies a qualified opportunity, there is usually no shortage of knowledgeable resources that can assist the salesperson with converting the opportunity into a sale.

These resources may include technical or other specialists from the salesperson's own company, or similar resources that are employed by suppliers or channel partners.

If salespeople have access to product/service experts, why should they spend time learning technical details? Instead, why don't they laser-focus their learning on how to find and qualify opportunities?

Your company can facilitate this kind of focused learning by redesigning product and service training curriculums to address the following topics:

  • Product/Solution/Service Overview: What does the product or service do (in plain English)?

  • Differentiation: What are a few key differences between this product or service and competitive products or services?

  • Business Problems: What business problems does the product or service solve?

  • Qualifying Questions: What questions should salespeople ask to determine whether a prospect or customer has the business problems that the product or service can solve, and to quantify the impact of these business problems?

  • Expert Resources: What expert resources are available to help salespeople manage technical details?
If your salespeople have access to product/service experts, you can turn them into prospecting and qualifying machines by focusing your company's product/service training curriculums on how to find and qualify opportunities. This strategy will help your organization maximize account penetration and jump-start sales for new products and services.

Copyright 2005 -- Alan Rigg

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.

In The News:

Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkI was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was ...
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
If you do not innovate, you will stagnate: Ravinder Singh, Co-Founder and COO of 1-India Family Mart  YourStoryRavinder Singh is the co-Founder and COO of 1-India Family Mart, a fast-growing value retail chain owned by Nysaa Retail Private Limited. Here are his ...
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
Young Leaders Further Career Prospects Through New Discovery Senior Living/Endicott College Partnership  Associated PressBONITA SPRINGS, Fla. - June 13, 2019 - ( Newswire.com ) ​​​​​​By way of an emergent partnership with Discovery Senior Living, 16 students from Endicott ...
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
Premal Desai to be the new chairman of the company’s Executive Board: Thyssenkrupp Steel Europe  Economic TimesElevation of Desai will follow the resignation of Andreas Goss.
iVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hospitality NetiVvy Inc., the leading Venue Management Software company, today announced they will be exhibiting their award-winning technology at the 2019 Revenue ...
Proforce Equipment, Inc. Welcomes New National Sales Manager, Scott Collins  AmmoLand Shooting Sports NewsScott Collins brings over 22 years of sales and operations management experience to Proforce Equipment, Inc. and its multiple brands, including Tasmanian ...
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
LiuGong NA Hires Regional Sales Manager, Forklift Division  Rental Equipment RegisterLiuGong NA Forklift has hired Drew Braun as regional sales manager forklift, and new sales manager for Latin America.
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Novartis India appoints Sanjay Murdeshwar as managing director and vice chairman  Business TodayDrug maker Novartis India on Saturday said it has appointed Sanjay Murdeshwar as vice chairman and managing director of the company.
[Jobs Roundup] Ever wondered how coworking spaces function? Here’s your chance  YourStoryGone are days when employees were tethered to their desks working away at 9-to-5 jobs. And to suit the needs of this evolving workforce, coworking spaces ...
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
Sales Manager - ReviewTrackers  Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
Robust Sales Growth Makes These 5 Stocks Worth Buying Now  Yahoo FinanceSales growth provides investors an insight into product demand and pricing power.
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Profile Products names Ken Fisher national sales manager for horticulture  Nursery ManagementFisher brings nearly 30 years of experience in the commercial and consumer horticulture industry to the position.
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
Feenics adds to its business development and sales executive staff  SecurityInfoWatchCompany adds two key U.S. positions to handle regional uptick and assist with sales and business development of the company's VAR network. Feenics.
Alliance Partner Sales Manager - UiPath  Built In AustinUiPath is hiring for a Alliance Partner Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
Zacks.com featured highlights include: Starbucks, T. Rowe Price, Laboratory Corporation, Carlisle and FleetCor  Yahoo FinanceFor Immediate Release. Chicago, IL – June 14, 2019 - Stocks in this week's article are Starbucks SBUX, T. Rowe Price TROW, Laboratory Corporation of ...
MacDermid Graphics Solutions appoints North American account managers  Labels and Labeling'I am pleased to announce the addition of Trish and Michael to the MacDermid Graphics Solutions North American sales team,' said Mike Williams, director of ...
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Full Sail Brewing Co. / KYLA Hard Kombucha - Retail Account Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comFull Sail Brewing Company and KYLA Hard Kombucha – the one and only, fermented and fizzy, light and refreshing, alcoholic kombucha beverage brewed in ...
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
What’s the Difference Between Product Managers and Product Owners?  Business 2 CommunityProduct Managers and Product Owners are, in fact, different. But, both are vital to product success. To keep up with the ever-changing SaaS industry, new roles ...
Target (TGT) Hikes Dividend: Here's What Else You Should Know  NasdaqTarget Corporation TGT gave investors a reason to cheer by boosting its dividend payout. The shareholder-friendly move reflects this Minneapolis, MN.
Ad Sales Strategy Director job with NBCUniversal, Inc. | 398026  mediabistro.comAd Sales Strategy Director in New York , Manager (Supervisor), Sales, Sales & Business Development with NBCUniversal, Inc.. Apply Today.
Life after oil: Wellbeing therapy firm a family affair - News for the Oil and Gas Sector  Energy VoiceA former oil and gas worker and her ex-energy industry father are tapping into growing demand for wellbeing therapies at their Urban Wellness Hub (UWH) in ...
Husson University spring dean's list  Kennebec Journal & Morning SentinelBANGOR — The following area students have been named to the 2019 spring dean's list at Husson University in Bangor. Trent Richardson, of Anson, a junior,
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Our FOMO Causes Us To……  Business 2 CommunityWe live in a world of constant distraction, driven by our Fear Of Missing Out. We can't bear being separated from our devices, constantly diverting our attention to ...
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
Manager, Corporate Sales Engineering - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
Q&A with William I'Anson of Masham-based animal feed firm I'Anson Brothers  Yorkshire PostWilliam I'Anson is the sales & purchasing director of I'Anson Brothers, a role he has held for 32 years. The firm is one of the UK's leading manufacturers of quality ...
Briefcase: June 15, 2019  Kankakee Daily JournalGordon Electric Supply announces additions. Gordon Electric Supply, 1290 N. Hobbie Ave. in Kankakee, recently announced additions to its electrcial supplies ...
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Reputations Help Heifer Prices Average $1857 At Palmyra Sale  Drovers MagazineShort supply plus strong demand restored prices for Show-Me-Select Replacement Heifers selling Saturday, June 1. The 87 head of bred heifers averaged ...
Inventory Management System Market Demand, Business Growth, Sales, Revenue and Precise Outlook  Veteran's WeeklyThe research on Inventory Management System Market coducted by Worldwide Market Reports had seen signficant growth, demand, developments and is ...
May retail sales see gains, reports Commerce and NRF  Logistics ManagementCommerce reported that May retail sales, at $519.0 billion, were up 0.5% compared to April and up 3.2% annually. NRF reported that May retail sales were up ...
Data Management Platform (DMP) Software Market Size 2025 – Industry Sales, Revenue, Price and Gross Margin, Import and Export Status  News by DecresearchData available with Market Study Report, LLC, regarding ' Data Management Platform (DMP) Software Market' unveils a succinct analysis of the market size, ...
Lonsec appoints head of wealth management sales  Money ManagementLonsec is putting its weight behind the growth of the managed accounts industry, making a key business development hire to help support the rapid expansion ...
SubioMed™ Announces Management Team Appointments  GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...
3 Reasons You Should Outsource Your Digital Marketing  Business 2 CommunityRegardless of the size of your business deciding who will handle your digital marketing needs is a standard question. Digital Marketing encompasses the Social ...
Movers & Shakers: VMLY&R, McCann, Publicis Sapient This week Jon Bird, Craig Page, Nicole Taylor and  AdNewsThis week Jon Bird, Craig Page, Nicole Taylor and more have taken on new roles.
Thermal Management Market 2019-2025 Report Analysis by Volume (Import and Export), Extract Sales, Revenue, Price and Gross Margin  NewsRoomThermal Management Market 2019 report provides significant statistics on the present state of the Thermal Management Market. The Thermal Management ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Weight Loss Management Market Report 2019 Top Companies, Trends, Sales, Revenue, Detailed Analysis and Forecast upto 2025  DEX Gazette360 Research Reports added Most up-to-date research on “Global Weight Loss Management Market Insights, Forecast to 2025” to its huge collection of ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
ZINFI Launches Advanced Partner Relationship Management Tools That Can Reduce Configuration and Maintenance Costs by 90%  GlobeNewswireZINFI's Partner Relationship Management Platform Has Expanded Significantly, and Now Includes a Set of Advanced Do-It-Yourself Tools for Portal ...
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Artisan Partners Asset Management Inc (APAM) Expected to Announce Quarterly Sales of $196.75 Million  Mayfield RecorderWall Street analysts forecast that Artisan Partners Asset Management Inc (NYSE:APAM) will post sales of $196.75 million for the current fiscal quarter, Zacks ...
Epicor Releases DocStar ECM Sales Order Automation  Solutions ReviewIndustry-specific enterprise software provider, Epicor Software Corporation, recently announced that DocStar ECM Sales Order Automation is now available.
Opioid maker sold safety, dealt death and addiction, Tennessee lawsuit says  Knoxville News SentinelAs Tennessee's opioid-addiction rate skyrocketed, Endo Pharmaceuticals executives cheered their rising sales figures.
Global Machine-to-Machine Management Software Sales, Revenue, Gross Margin and Market Share Forecast to 2024  Market MirrorGlobal Machine-to-Machine Management Software Sales, Revenue, Gross Margin and Market Share Forecast to 2024. by [email protected] ...
Global Flow Management AccessoriesMarket Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Flow Management Accessories Market. For purchase inquiry and free sample pages email ...
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
Solutions to Influencer Marketing Problems  Business 2 CommunityMore companies are embracing influencer marketing, and those already in the act are increasing their budgets and employing the strategy more frequently.
CI Capital Partners Teams with Industrial Automation Executive Scott McLendom  Industrial DistributionCI Capital Partners, a New York‐based private equity firm, announces that it has formed a partnership with Scott McLendon, the former CEO of Rexel USA East, ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
Zacks: Brokerages Expect Regional Management Corp (NYSE:RM) Will Post Quarterly Sales of $80.50 Million  Rockland RegisterBrokerages expect Regional Management Corp (NYSE:RM) to report $80.50 million in sales for the current quarter, according to Zacks Investment Research.
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
5 Marketing Videos That Defeat Buyer Apathy (and Why They’re So Effective)  Business 2 CommunityApathy is a lack of interest, enthusiasm, or concern. It is synonymous with indifference. For B2B sales, apathy is a deal-killer. For B2B marketing, apathy is a ...
Comparing NIO (NYSE:NIO) & PACCAR (NYSE:PCAR)  Mayfield RecorderNIO (NYSE:NIO) and PACCAR (NASDAQ:PCAR) are both auto/tires/trucks companies, but which is the better investment? We will contrast the two businesses ...
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
Global Distribution Management System Market 2019 | 2025 Sales Volumes, Competition Analysis and SWOT Analysis  Perfect HeraldGlobal Distribution Management System Market Growth Analysis, Share, Types and Analysis of Key Players- Research Forecasts to 2025.
Director of Product - Modernize  Built In AustinModernize is hiring for a Director of Product in Austin. Find more details about the job and how to apply at Built In Austin.
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 ...
Disrupt Sales Management Through Adaptive Coaching  ATDSales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching.
WESCO and Plug and Play Launch B2B Sales and Distribution Accelerator  Industrial DistributionWESCO International, Inc. announces that WESCO Distribution, Inc. has entered into an alliance with Silicon Valley-based Plug and Play, a global innovation ...
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.
Purdue seminar develops agricultural sales managers  Purdue News ServiceWEST LAFAYETTE, Ind. – Purdue University's Center for Food and Agricultural Business will offer its Sales Management and Leadership workshop May 29–30 ...
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.
Are Traditional Sales Managers Even Necessary?  Business 2 CommunitySometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, ...
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.
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 ...
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 ...
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 ...
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.
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.
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Sea Delight hires former Bonamar lead as new sales management executive  SeafoodSourceFormer Bonamar Corporation executive Alex Cook has joined Coral Springs, Florida-based seafood supplier Sea Delight Group as its new sales management ...

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Outsourcing the Sales Function

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

5 Secrets to Managing Your Sales Manager Productively

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

Sales Forecasting For New Businesses

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

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

The Art and Science of Managing Expectations in Selling

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

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

8 Line Items of a Trade Show Budget

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

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Generous Donor Refused (how qualified business slipped away)

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

Increasing Business Through Distributors

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

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... 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

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More