How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate sales for your business if you are to attract favorable loans and proper capital to succeed. I cannot impress upon you enough of the importance of these sections in your business plan. So much so that I want to offer you this sample to assist you in writing your business plan for your next most important entrepreneurial endeavor.

You will need to print this article and then read the paragraphs below and of course modify them to fit you business model. Carefully describing how you will go about your sales and which methods of advertising you will use to bring in your customers. Then construct your own Sales and Advertising Sections for your business plan. My sample is for a mobile car wash business that is a franchise and is pretty straight-forward, it will give you ideas and insights to complete your own. Continued Success.

- - - - - - - - - - - - - -

Sales

We will initially use direct sales as our primary sales technique. We will casually walk into businesses and offer our services. Other forms of initial contact will include fax marketing, e-mail, flyer distribution, car wash fundraisers and car wash free-bee give aways. We will follow the franchisor's recommendations on sales lines that are updated periodically on cassette tapes. We will play these tapes in our work trucks so all crew members can close sales and up-sell customers instantly in the parking lots and offices.

We will also follow the franchisor's pricing policies. When we find something that works extremely well in our territory we will push those services. It is in the Franchise Circular and Franchise Agreement that we must charge no less than $5.00 for a basic exterior car wash. The other prices can vary. We intend to retain the highest possible profit in the services we provide. We want repeat customers, so we will find a happy medium for our clients (supply and demand).

For promotions we will continually:

Give out car wash door prizes at civic group meetings, bingo nights, chamber of commerce, etc.

Plan car wash fundraisers at least once per month for kids.

Fax out car wash discounts on poor weather days.

Sponsor civic programs such as Neighborhood Mobile Watch Program, Arson Watch Program, etc.

Advertising

Our advertising will be extensive. Our franchisor will help us achieve additional market penetration up to 1.2% of the population (based upon a population average of 40,000) for every truck we are using. Their advertising help will include some of the following:

Bidding On Government Accounts

Direct Mailings of Previous Customers

Fax On Demand

Fleet Sales Campaigns (Every Three Months)

Internet Home Page Referrals

Radio Packages

We will spend our local advertising dollars very carefully on things like: Booster Club programs for youth sports, flyers and inserts in newspapers. All of our flyers will have local advertising on the reverse side. This will offset most or all of the printing costs. Our franchisor has proven over and over that these are the best forms of advertising for mobile automobile services.

Marketing Funds Distribution Breakdown

Insert Chart.

Media

Free publicity has always been easy for those companies that have new concepts and flair. Our company will have ultra high visibility. Our truck(s) will be bright yellow, have large signs and perform high profile car washing fundraisers for non-profits groups. Our crews will be high energy young men and women. Here are some of the places we will submit pre-written stories and press releases:

Chamber Of Commerce Newsletters

Contractor Newsletters

Large Company Newsletters

Local BBS Bulletin Boards

Local Cable Companies

Local Industry News

Local Newspapers

Local Radio Stations

Real Estate Multi-Listing Books

Our franchisor will custom make public relations material in the event our preinstalled press release files in Microsoft Word are not applicable to the given situation.

"Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs

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 ...
Pleasant View Gardens adds Tom Pierro to its sales team  Greenhouse ManagementPleasant View Gardens has added Tom Pierro as a new territory manager. Pierro brings with him nearly three decades of sales and management experience.
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 ...
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 ManagementSan Diego's Kimpton Solamar Hotel appointed Rosaline Verhoog as group sales manager and promoted Crystal Wagner to executive meeting manager of the ...
The 3 values of great sales people  Nursery ManagementPut on your C.A.P. and evolve as a leader in salesADOBE STOCK.
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.
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.
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.
Wanu Water - Area Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHLooking for an exciting opportunity and advancement possibilities in the beverage category? Wanu Water is a young fast, growing company, 2nd fastest growing ...
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 ...
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 ...
E-Pak Machinery announces southeast regional sales manager  Packaging WorldJared Scarborough was named Regional Sales Manager, Southeast, for E-Pak Machinery.
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 ...
Appointments | AWIN ONLY content from Aviation Week  Aviation WeekRaphael Fabian has been named director of European Affairs at the General Aviation Manufacturers Association.
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 ...
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 ...
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 ...
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 ...
How to Shorten the Sales Cycle for Rapid Business Growth  Customer ThinkShortening the sales cycle for faster business growth is always the highest priority in any sales manager's wish list. While there will be slow moving purchase ...
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 ...
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, ...
Vice President, Sales- NBC Sports Boston job with NBCUniversal, Inc. | 388156  mediabistro.comResponsibilities The Vice President of Sales reports directly to the NBC Sports Boston General Manager, and oversees the sales management team covering ...
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;...
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 ...
Nor-Lake Names National Sales Manager  Foodservice Equipment & SuppliesNor-Lake hired Dan Muldowney to serve as national account manager.
Sales Automation – The Key to Turbo Charging Your Sales (and Profits)  Business 2 CommunityMany times people confuse sales with the closing. Closing a sale is not a sale, it is part of a bigger process that starts from lead generation and culminates in that ...
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 ...
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.
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.
4 Sales Trends That Will Reshape the Selling Process in 2019  EntrepreneurIt is the beginning of the year and it is the best time to take a minute to reflect on what we achieved last year, and what we want to set for 2019. Here are the top ...
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.
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 ...
Birdsong Brewing - Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comOverview: Birdsong Brewing is an independent, quality-focused, craft brewery in Charlotte, North Carolina in search of an experienced Sales Manager to ...
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.
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 ...
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 ...
SixAxis welcomes Jack Murphy as Vice President of Sales as the executive leadership team rises to meet the demands of a growing company  PRNewswireANDREWS, S.C., Feb. 12, 2019 /PRNewswire/ -- SixAxis announced the appointment of Jack Murphy to the executive leadership team on January 7th, 2019.
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, ...
Scott Spagnolli Appointed Zünd North American Sales/Channel Manager  What They ThinkMonday, February 11, 2019. Press release from the issuing company. Franklin, Wis. – Zund America, Inc., would like to announce the recent appointment of ...
Gott Pet Products Hires New Team Members  Pet Business MagazineGott Pet Products welcomed two new pet industry experts to its sales team. Michelle Carter will be joining Gott Pet Products as the national accounts sales ...
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 ...
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 ...
Cover Story: Saving Retirement  ChristianityToday.comGrowing old is not what it used to be. For millions of retirees, that may actually be good news.
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.
The Best CRM Software for 2019  PCMag AUWe test and compare the top customer relationship management (CRM) software solutions to help you choose the right one to optimize your customer ...
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, ...
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 ...
AI and Sales: What We Misunderstand  Business 2 CommunityBased on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are ...
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 ...
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 ...
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 ...
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 ...
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 ...
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?
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 ...
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.
NetApp Stock Falls as Company Cites Economy for Slower Sales  Barron'sJPMorgan has grown more worried about NetApp 's (ticker: NTAP) business after the data-storage company gave lower-than-expected financial guidance for its ...
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 ...
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 ...
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.
Brokerages Expect Apartment Investment and Management Co (AIV) Will Announce Quarterly Sales of $238.01 Million  Baseball Daily NewsEquities analysts expect Apartment Investment and Management Co (NYSE:AIV) to post $238.01 million in sales for the current fiscal quarter, according to Zacks ...
ISBG CBD P19 Gummies Now on Sale and Its Marketing Campaign Is Live  GlobeNewswireLAS VEGAS, Jan. 29, 2019 (GLOBE NEWSWIRE) -- via OTC PR WIRE -- International Spirits and Beverage Group Inc. (USOTC: ISBG) (“ISBG” or the ...
Marico Limited appoints Koshy George as chief marketing officer  Economic TimesNEW DELHI: Marico Limited has appointed Koshy George as its chief marketing officer. In his new role, George will be responsible for leading the brand ...
IT Management Software Market provides an in-depth insight of Sales and Trends Forecast to 2023  RISReportIT Management Software Market analysis is provided for global market including development trends by regions, competitive analysis of IT Management ...
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 ...
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 ...
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 ...
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 ...
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 ...
Wells Fargo & Company MN Takes Position in Nio Inc – (NIO)  Fairfield CurrentWells Fargo & Company MN purchased a new position in Nio Inc – (NYSE:NIO) in the third quarter, according to its most recent Form 13F filing with the ...
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 ...
Brokerages Anticipate Regional Management Corp (RM) Will Announce Quarterly Sales of $84.14 Million  PressOracleBrokerages predict that Regional Management Corp (NYSE:RM) will report $84.14 million in sales for the current fiscal quarter, according to Zacks. Two analysts ...
IoT Data Management Market Industries Focus On Development Of New Products To Up Sales  Industry News Report“IoT Data Management Market by Solution (Metadata management, Data analytics and visualization, Data integration, Data migration, Data security, and Others) ...
Building Energy Management Solutions Market 2019 – Business Strategies, Product Sales and Growth Rate, Assessment to 2023  Buffalo Morning StarThe report titled Global Building Energy Management Solutions Market 2018 released by Marketandresearch.biz offers a primary overview of the Building ...
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.
Sarnia city hall, OHL's Sting face-off over arena agreement  The London Free PressSARNIA — The president of the Sarnia Sting says it makes fiscal sense to get rid of Sarnia's arenas manager.But his rationale is on shaky ground, says Rob ...
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 ...
The 3 Most Important Takeaways From Canopy Growth's Quarterly Results  Motley FoolThis top marijuana stock reported sales grew at a breakneck pace last quarter, but that may only be the beginning.
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 ...
Atlassian rewrites the SaaS playbook with beloved products like Jira  Business InsiderAtlassian is so vital to how businesses work, it's practically recession-proof, says BTIG's Joel Fishbein.
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.
24 Books for Getting Ahead in Life  Inc.If pushing yourself to the next level is a fundamental part of your mindset, you have to be a reader. Reading (or listening to) books full of wisdom is a daily habit ...
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 ...
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.
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.
Brightcove to buy video ad tech platform Ooyala for $15 million  Marketing LandBrightcove, a video cloud solution for managing, delivering and monetizing video *content*, announced on Wednesday it is entering an agreement to acquire ...
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.
Express: Niche Retailer With Overlooked Potential  Seeking AlphaExpress, Inc. has some concerns over Q4 reporting and CEO departure. Several catalysts are in play to unlock Express's value. Express has a very clear ...

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

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

Management From Within

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

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... 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

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

It?s Time For A Sales Management Revolution

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

The Top 5 Issues Facing VPs of Sales

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

The Art and Science of Managing Expectations in Selling

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

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

Small Business Marketing: Overtaking Your Competitors

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

How to Organize a Seminar or an Event

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

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

The Product or the Sale

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

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

Sales Tactics to Beat Your Competition

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

How to Sell Strategically

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