Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?

Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?

Forecasting is vital for any business ? well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations. How often are your forecasts accurate? Inaccurate forecasting carries all sorts of hazards. Whether there is a tendency to be too optimistic and sunny with your forecasts, or too downbeat and understating it, there are potential problems for the business. Are people encouraged, or allowed, to be pragmatic about their forecasts or do they feel as though they have to tell you they will do well? Do you tend to think that there are too many factors outside of your control and so it is not worth doing anyway?

Why does it matter? Apart from the reality that sales, whether to existing or new clients, are the lifeblood of your business! Being too optimistic about potential sales can lead to various issues ? anticipating revenues which will not happen, planning resources such as people and products, problems with cash flow, panic management! The other end of the equation, under-estimating has its own problems too! Although it can feel good to see sales coming in which were not anticipated, think about the problems they might cause within your own business. Cash flow problems of a different sort, the need to get the resources at short notice, quality of customer or client service and response are all probabilities. Becoming more accurate with your forecasts will help you run a smoother and more profitable organisation.

How do you approach forecasting sales? Tea leaves, roll of the dice, check the stars or ask others for their expectations? There are some basic principles to consider or follow and a variety of methods you can use to help and they should prove more reliable then the ideas above! Although we are presuming you are already an established business, many of the principles will apply even for new start-ups.

First point ? look at your records for the previous couple of years and do some analysis.

  • What are the average monthly sales? (or revenues if you prefer!)
  • Can you break this down to weekly figures, if useful to you?
  • Are the any obvious patterns or trends to these? Seasonal or market driven?
  • What is the breakdown between new business and repeat business?
  • How frequently do existing customers purchase?
  • Can you assess average "order" size from each category?
  • What are the trends in all of these, year on year?

You may find that looking at a "Z-chart" can help you to take a realistic view of how you are doing. The key line here is the top one, which is created by taking the rolling total from the previous 12 months. It shows how you are really doing on a year-on-year basis and allows for seasonal dips and highs, which can distort the annual figures and cause a knee jerk reaction.

Knowing the trends is a good start. The next stage is to assess and breakdown your actual sales process. What are the specific steps and activities you take to go from identifying potential customers or clients through to getting their commitment? Not only the steps and the best practice activities, but how long does the process take on average? (The sales cycle, sales lead time or whatever phrase suits your business.)

Too often, organisations and sales managers in particular spend too long looking at results, which are effectively historical data and difficult to do anything about! Fundamentally, sales will come from the right levels of activity directed at the right potential clients ? using the appropriate skills. If these inputs are wrong, there is an inevitability about the outputs! Getting to grips with your sales process can help you to create the effective measures and control points to improve sales forecasting and sales performance.

An element of forecasting, and good sales planning and management, is the old maxim ? "start with the end in mind". What do you need to be generating need to in terms of business? (Revenue, or numbers of units or whatever works for you.) Working back from this you can start to see where your critical checks and controls should be ? and how you can assess the probability of getting a sale.

Think about your business ? and be clear about the average order size or purchase level of each customer. (If you have several very different product or service groups or lines you may need to do this for each one.) Does this vary for existing and new customers? From this analysis you can see how many sales you need to get each month and what those numbers will be in each category.

Based on the averages, how many orders or customers do you need each month?

How many of these can be relied on for repeat business ? and how much new business do you need to obtain?

In order to get to the point of orders coming in you will have to go through a number of stages, which may look something like this:

The stages might have different names within your business, the principle will hold true.

To help your forecasting become more accurate you need to be able to move through the process and assess how things stand at each stage and what is the potential of moving through to the end. The more you can break each stage down into specific activities, the better your ability to see whether you will continue moving through.

You need to initiate some form of sales reporting system to record what are the planned activities and the actual ones which take place. There are many variations available electronically, which can improve efficiency and effectiveness. Most of these will enable you to create your own sales "pipeline" or "funnel" so that you can monitor progress. Basic systems such as ACT, Goldmine or SalesLogix will also allow you and your sales people to develop customer records, keep everything related to the customer in one place, and manage their diaries. You can have an even more thorough tool such as SalesCentric, which can let you incorporate the sales process and activities and carry support material on the customer record. There are ways to use all of them to help with your forecasting, though SalesCentric will probably allow you to be more accurate with it.

Alongside the need to set some form of percentage weighting at each stage, it will help you to know the ratios between each stage of the sales process. The way to go about this is to work backwards!! * As we stated earlier ? how many orders (commitments) do you need each month?

* How many proposals will you need to be doing to achieve this number? (and what is the time lapse between presenting them and getting the response?) Do you convert 1 in 3, 1 in 2 or what?

* To get to formal proposals, how many people need to be at the "analysis" stage?

* To be able to do this ? how many do you need,,,,,,,,,,you can get the idea!

These numbers will help you to create the right sales controls for yourself. If you are not talking to enough people at the start of the process, you are extremely unlikely to get sufficient sales!

The next phase is to look at each of the stages and think about how you can assess your chances of generating business. What criteria can you use for each one? Past relationships, number of contacts you have, relevant experience, number of competitors in the frame etc.,etc. You will need to work this out for your own organisation. You may then make some decisions about how you progress opportunities. What can you do to increase your chances? When do you decide to pull out of the opportunity?

When you are creating your forecast these percentages and numbers can then be combined to give you the potential ? and with some anticipated timescales. For example, if you have £150,000 of business being discussed, proposed or tendered you can do the maths. If £60,000 is at the 30% stage, that equates to £18,000. The other £90,000 might be at 50% - giving a potential of £45,000. Therefore the forecast would be £63,000. You might be able to get more than this if you take action to increase the % probability ? but based on a realistic assessment, your forecast is not £150,000!! It is having figures like that in mind which can cause problems, being far too sunny! Encourage everyone to use an effective sales planning and reporting process that is relevant for your market, or even insist on it! Then manage that process, correcting problems early on rather than when sales are not happening ? and set the weightings for the forecast. Let your sales people give you accurate forecasts, do not compel false optimism. There is no harm in being sunny, just be sure it will happen!!

References: www.salescentric.com, Saleslogix, ACT and Goldmine are available from many suppliers.

Graham Yemm a founding partner of Solutions 4 Training Ltd.During his years as a consultant he has worked with a variety of major companies in the U.K., Europe, USA, the Middle East and Russia in Sales, People and Management Skills. He has had many years of experience tailoring programmes to address organisational issues around sales, account management, negotiations, sales management and customer service ? especially focusing on the communication and personal skills aspects.

Graham is a Master Practitioner of NLP and was involved with setting up and running "The Business Group", which promotes uses of NLP in organisations. He is an accredited trainer for the LAB profile programme ? "Words that Change Minds". His personal enjoyment comes from helping individuals to take more responsibility for their own actions? freeing them to feel they can make more choices about their lives. Contact, http://solutions4training.com/ or +1483 480656

In The News:

President Duterte's governance is akin to the job of a shrewd sales manager  Manila BulletinOPINION AND OPTION. By ELINANDO B. CINCO. Elinando B. Cinco. “Foremost of all, always strive to sell your products to a huge number of consumers and ...
Latest Jobs - Sales Manager - South - Powerstar  Energy Live News - Energy Made EasyJob Title: Sales Manager – South. Location/Base: Field based (South of England) – Covering all areas South of Birmingham and South Wales. Responsible to: ...
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 ...
San Diego Kimpton appoints new group sales, meeting managers  Hotel ManagementRosaline Verhoog was hired as group sales manager and Crystal Wagner was promoted to executive meeting manager of the 235-room boutique hotel.
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 ...
The 3 values of great sales people  Nursery ManagementPut on your C.A.P. and evolve as a leader in salesADOBE STOCK.
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 ...
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 ...
4 Components to Optimize Your Sales Organization  Business 2 CommunityI recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are ...
E-Pak Machinery announces southeast regional sales manager  Packaging WorldJared Scarborough was named Regional Sales Manager, Southeast, for E-Pak Machinery.
Making The Case For Diversity In Marketing And PR  ForbesThe ingredients of an effective and even spectacular campaign are many, but one critical consideration for any promotion must be diversity. In fact, when a ...
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.
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 ...
The Selling Skill Distributors Should Seek from Their Sales Force  Modern Distribution ManagementHiring top sales talent is no easy task. More than one sales manager has been frustrated when discovering he hired a terrific interviewer — not a terrific ...
Sea Delight appoints new sales manager for Canada  SeafoodSourceSea Delight Canada has found its new sales manager in Albert Levy, an experienced business developer and leader for international markets.
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 ...
Newell Brands Stock Falls as Sales Raise Concern  Barron'sNewell Brands pulled in less revenue than expected last quarter, and management gave investors little reason for hope about sales in 2019—a combination that ...
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 ...
Appointments round-up (15/02/2019)  letsrecycle.comWith news on: Two appointments for Powerday; Grundon recruits estates director; Mick George expands team; and, a hat-trick for UNTHA.
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.
Maxine's Heavenly - Senior Director of Sales - BevNET.com Beverage Industry Job Listing  BevNET.comMaxine's Heavenly was founded in 2013 and was, until 2016, only available at farmer's markets and a handful of local markets. Beginning in 2016, the brand ...
Cox Automotive appoints new media partnership and sales directors  mUmBRELLA*Cox Automotive, the operator of CarsGuide, Autotrader, Kelley Blue Book and Joyride, has announced Brodie Taylor will take on a new role as director of media ...
What is CPQ: A Configure, Price, Quote Guide  G2 CrowdWhat is CPQ? This comprehensive guide to CPQs will give you all the information you need to know.
Atlona Appoints Craig Childs as Regional Sales Manager  Audio Visual News NetworkTo strengthen its market share and brand visibility across the TOLA region (Texas, Oklahoma, Louisiana, and Arkansas), Atlona has appointed Craig Childs as ...
Zebra Technologies Earnings: Trotting Past Guidance Targets With 11% Sales Growth  The Motley FoolThe barcode technologies and data-management expert smashed its own financial targets in the fourth quarter.
Boyd Sports to manage E-Twins baseball team, alcohol sales approved at stadium  WJHL-TV News Channel 11The Elizabethton Twins minor league baseball team will be under new management effective Friday.
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 ...
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.
National Sales Manager - Catch Co.  Built In ChicagoCatch Co. is hiring for a National Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
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.
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;...
WABCO Delivers Record Sales and Operating Income in 2018; Continues to Solidly Outperform Global Commercial Vehicle Market; Provides Guidance for 2019  GlobeNewswireQ4 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 $3,831.0 million, up 15.9% from a year ...
Nor-Lake Names National Sales Manager  Foodservice Equipment & SuppliesNor-Lake hired Dan Muldowney to serve as national account manager.
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 ...
Spin CRM | A Sales Anf Customer Relationship Management System  StartupWorldWith Spin CRM, It's easier to manage your sales – manage sales processes and track sales. You can adjust sales processes at higher rate.
Asiakastieto Group's Financial Statement Release 2018: Becoming the leading digital information service company in the Nordic region  GlobeNewswireAsiakastieto Group Plc, stock exchange release 15 February 2019 at 11.00 A.M. EET. Asiakastieto Group's Financial Statement Release 2018: Becoming the ...
Press Release: Modern-day sales management is a lost art and discipline says Rob Macpherson  PRWireThe art of effective sales management is rapidly being lost as a discipline with many modern-day sales managers unable to understand that it's an action role, ...
Miami Dolphins Announce Staff Additions To Marketing, Partnerships & Ticketing Teams  MiamiDolphinsMiami, FL – The Miami Dolphins announced senior level additions to the organization with the marketing, partnerships and ticketing departments. Steve Mullins ...
Spudsy - West Coast Regional Sales Manager needed in SPUD LAND! - BevNET.com Beverage Industry Job Listing  BevNET.comSpudsy Sweet Potato Puffs were born out of an obsession to share the goodness of Sweet Potato's in a healthy snack platform and I mean.. What better way than ...
Field office sales and sales management positions have similar turnover rates to sales support and service-type positions, finds Eastbridge's latest report  GlobeNewswireAVON, Conn., Jan. 22, 2019 (GLOBE NEWSWIRE) -- Most carriers experienced turnover rates of all field positions of 20 percent or less in the last few years, and ...
CBS Shareholders Update Lawsuit To Flag $200M In Stock Sales In Allegedly “Fraudulent Scheme” By Management  DeadlineA shareholder lawsuit against CBS executives and board members was amended to charge that $200 million in stock was unloaded by insiders.
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.
ESL Vision Announces New Southeastern Regional Sales Manager  LEDs MagazineSALT LAKE CITY, UTAH—February 4, 2019—ESL Vision, a cutting-edge manufacturer of innovative LED lighting solutions, is pleased to introduce Sharon ...
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 ...
Spagnolli appointed Zünd Sales and Channel Manager for North America  Graphic Arts MagazineZund America (Franklin, Wisconsin) has announced the appointment of Scott Spagnolli to the position of North American Sales and Channel Manager, ...
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.
Cover Story: Saving Retirement  ChristianityToday.comGrowing old is not what it used to be. For millions of retirees, that may actually be good news.
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 ...
Isodiol International Inc. Appoints Beverage Industry Veteran, Kevin Swadish, to a Newly Created Position as Chief Revenue Officer  GlobeNewswireMr. Swadish Will Oversee all Consumer Packaged Goods (CPG) Revenue Channels with a Special Emphasis on Expansion of the Company's Beverage ...
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, ...
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 ...
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 ...
Sales Manager (Solar, Renewables, Real Estate)  OilVoiceReporting to the SVP, Sales & Marketing, the Sales Manager, will be expected to manage and coordinate the day-to-day origination activities of a team of solar ...
Foster Farms Appoints Dan Huber As Chief Executive Officer  PRNewswireLIVINGSTON, Calif., Feb. 13, 2019 /PRNewswire/ -- Foster Farms, the West Coast's leading poultry producer, announced that its board of directors has ...
Vivad invests in new Durst LED and appoints Evans  Print21Melbourne wide format operation Vivad has invested in Australia's first cold cure Durst 512R LED printer, and has appointed industry identity Matt Evans as its ...
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 ...
Should I Hire a Virtual Sales Team?  Business 2 CommunityThe answer? Well, it depends. A virtual sales team and an in-house sales team are both designed to manage your company's sales operations. However, there ...
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 ...
Starbucks Management Talks Digital Marketing, China, and More  NasdaqStarbucks (NASDAQ: SBUX) kicked off fiscal 2019 with a bang earlier this month when i t report ed strong fiscal first-quarter results. Revenue rose.
District Sales Manager Positions-Honda Marine  Trade Only TodayHonda's commitment to creating products that improve the quality of people's lives goes well beyond automobiles and motorcycles. Since 1953, Honda has.
Data Reveals Missing Accountability Traits in Sales Leaders  Business 2 CommunityStatistics abound about the abysmal state of quota attainment by salespeople. We've all seen the numbers. Of course, the data varies based on whose report ...
Optimizely Launches Slack Integration To Help Businesses  MarTech SeriesNew Integration Automatically Syncs Optimizely Updates Within Leading Collaboration Platform to Reduce Friction in the Experimentation Process and Increase ...
Tableau’s Ask Data feature uses NLP to answer sales questions  VentureBeatTableau's new Ask Data feature uses AI to parse natural language questions about sales data -- and to serve up relevant visualizations.
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.
10 Steps For Generating More Leads & Sales For Your Business  Business 2 CommunityAs an entrepreneur, it may seem as if there is always something more that needs to be done. But in the area of sales, there is a way to know when you have ...
The Top 3 Goals for Every Sales Prospecting Cold Call  Business 2 CommunitySales cold calls are often misunderstood and underutilized as an effective sales and lead generation tactic. Lots of business owners, entrepreneurs, and even ...
No Sales Plan Survives First Contact With the Customer  Business 2 CommunityMilitary leaders have long recognised the importance of planning. But they have also recognised that it is the act of planning, rather than the plan itself, that is ...
The Sales Methodology That Outperforms All Others  Business 2 CommunityEvery established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so ...
What’s the Most Pressing Part of the Sales Process Today?  Business 2 CommunityRecently, I was having a conversation with a good friend and colleague. He asked me the question, “Dave, what to you think is the biggest problem area for B2B ...
How I Manage to Manage 40+ Social Media Accounts  Social Media TodayEarlier this month, I was participating in a Social Media Today Twitter chat about managing multiple social media accounts. The first question was: “How many ...
Anantara Al Jabal Al Akhdar appoints new director of sales  Times of OmanMuscat: Anantara Al Jabal Al Akhdar Resort has appointed Sajeev Vasudevan as the Director of Sales. In his exciting new role, Vasudevan will be responsible ...
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?
Sales Report Guide To Key Metrics and Data Visualization  Business 2 CommunitySales reports provide insight into a business' customer base and market position. They typically provide information on the number and value of deals closed, ...
The Stages of Sales Enablement Maturity  ATDSales enablement is becoming a force to be reckoned with. In the past several years, it's grown from an offshoot of sales operations or training, tucked away in ...
133 Bridgewater Wholesalers Employees Getting Laid Off  Bridgewater, NJ PatchBridgewater Wholesalers Employees Getting Laid Off - Bridgewater, NJ - The DSJ Holding, Inc. (Bridgewater Wholesalers, Inc.​) employees will be laid off by ...
Why Shares of Newell Brands Plummeted Today  Motley FoolShares of Newell Brands (NYSE:NWL) were taking a dive today after the household-products maker posted another disappointing round of results in its ...
House Beer - Sales Representative - Brewbound.com Craft Beer Job Listing  Brewbound.comJob Description. House Brewing, Inc (House) in Venice, CA is looking for a San Francisco Area Sales Representative to help their Sales and Marketing Team.
International Commercial Manager  IntraFishBioMar WestMed, Spain. In this position you will use your strategic and commercial skills to create true business impact. As our commercial manager, you will ...
Stop Focusing On SALs!  Business 2 CommunitySALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are the Holy Grail of Marketing and Sales. Everything we do seems focused both ...
NetApp Stock Falls as Company Cites Economy for Slower Sales  Barron'sThe data-storage company gave lower-than-expected financial guidance, and JPMorgan downgraded the stock.
Pierce and Jacob named principals at Sevee & Maher Engineers  Press HeraldNEW HIRES. Chalmers Insurance Group hired Katie Piper as a personal lines new business sales manager. Piper, of Cumberland, has both her property and ...
The 7 Most Trusted Affiliate Tracking Software Solutions for 2019  Business 2 CommunityTrust in digital marketing is at an all time low. Consumers rank their trust in digital ads below that of print, tv, and radio ads. Fake news and the recent data ...
Foster Farms appoints new CEO | 2019-02-14  Meat & PoultryLIVINGSTON, Calif. – Foster Farms Inc. named Dan Huber chief executive of the company effective Feb. 13. He succeeds Laura Flanagan who resigned to ...
MediaValet Announces New Board Members, a Fully Subscribed $1.5m Private Placement, and Stock Option Grant  Canada NewsWireVANCOUVER, Feb. 14, 2019 /CNW/ - MediaValet Inc. (TSX-V:MVP) ("MediaValet", "the Company"), a leading provider of cloud-based enterprise digital asset ...
Seen & Heard: Lenders preparing to pull cashback deals on mortgages  The Irish TimesMortgage incentives likely to be phased out amid fears of misleading customers.
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 ...
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 ...
More Than 1,500 Layoffs At 9 NJ Businesses Coming: Heres Where  Toms River, NJ PatchMore than 1,500 layoffs are planned at nine New Jersey businesses as the state braces for more store closings and cutbacks in the coming ...
WV MetroNews Senate Government Organization Committee passes county sales tax, emergency response bills  West Virginia MetroNewsMuch of the discussion on the emergency response bill focused on a small provision which sets up a means for the Adjutant General's Department to oversee ...
Hilltop Mall focused on offering guests a positive shopping experience, and says because of that sales are 'trending up'  Kearney HubKEARNEY — If you walked into Hilltop Mall in December, Lindsie Breazeale hopes it didn't just feel like Christmas inside. She wanted you to see, hear, taste ...
Brightcove Announces Financial Results for Fourth Quarter and Fiscal Year 2018  Business WireBrightcove Inc. (Nasdaq: BCOV), the leading provider of cloud services for video, today announced financial results for the fourth quarter and fiscal.
Deutsche Bank Reiterates “$9.00” Price Target for NIO (NIO)  Fairfield CurrentDeutsche Bank set a $9.00 target price on NIO (NYSE:NIO) in a research note published on Wednesday, January 23rd. The brokerage currently has a buy rating ...
Multiple Aspects of Walmart’s Q4 Results Will Affect Walmart Stock  Investorplace.comWalmart stock should continue to recover following the firm's Q4 results as long as WMT's online sales are where investors expect them to be.
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 ...
Zed-Axis Technologies - Sales Management Software  WhaTechZed Axis is a leading Business Intelligence Software Solutions provider company in India. Contact us to know more about our Business Intelligence Software.
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 ...
Inside Sales Compensation Plans for Long-Term Revenue Generation  Business 2 CommunityCustomer Acquisition or Retention? skip. Ads by Hooly. When it comes to inside sales compensation plans, many companies fall into the trap of focusing ...
Nikkei slides as weak U.S. retail sales sour risk appetite  ReutersJapan's Nikkei fell on Friday as bleak U.S. retail sales data dampened investor risk appetite and dragged down the broader market, with exporters and financial ...
5 Unique Marketing Tools to Grow Your Small Business  Business 2 CommunityThese days, it seems there's a tool for just about every task in an e-commerce marketer's day-to-day. Just take a look at Scott Brinker's famous Marketing ...
How to Contact Us and Manage Your Subscription  Car and DriverSubscribe today! Or give Car and Driver as a gift. Contact Customer *Service*. Manage your existing subscription here. Or reach customer *service* by

The Nine Warning Signs that You Need a Sales Video

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

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Management From Within

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

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

How To Have A Successful Retail Sales Event

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

How to Organize a Seminar or an Event

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

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

The Product or the Sale

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

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Generous Donor Refused (how qualified business slipped away)

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

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... 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 Art of Sales (And Tips On How To Manage Your Sales Team)

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

Energize Your Organization

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

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Increase Your Sales Accept Credit Cards, Part 2

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

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Accepting Responsibility for Your Sales Success

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

Raise Your Fees Overnight!

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