The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:

1. Obvious

2. Hidden

The obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a drink with them and bump into them at networking events. You'll have analysed their offerings and differentiated yours. You know these guys. In fact if you're a Lean MarketerTM you probably know them better than they know themselves!

But what of these "hidden" competitors? Well, you know these too. They're: Mr Do Nothing and Mrs Do It Myself.

Mr Do Nothing - this is usually, but not always, a curious prospect. Mr Do Nothing, will speak to so many people that he paints himself into a corner of inactivity. He's too afraid to do anything because he's had so much advice. You can help him - make life simple. Take away the risks.

There's another version of Mr Do Nothing, and that's the guy who'll wait till the next big thing comes along. He can't decide now because next week there might be something different. He might meet someone who's cheaper, faster, bigger, better next week.

Mr Do Nothing quite often turns into a desperate prospect. He's waited so long that now it's actually urgent. He needs you NOW! Remember what I said about desperate people? Avoid them unless you want future misery.

Now, Mrs Do It Myself is a different kettle of fish. Quite often she'll start out as your curious prospect too. However, she has a very different agenda, she's information gathering. That way, when she does do it herself, she'll have picked the brains of all the best people around - in other words you!

How do you work out whether a hidden competitor is lurking? By building a relationship on a one to one basis. By offering incentives, then upping the ante by asking for payment for the next offering. Here are some techniques for each hidden competitor:

Outing a Mr Do Nothing

* Stop talking to him - he's happy to get advice and attention while he's not paying for it

* Ask for a decision - spell out all the stuff you've done so far and then say, "What do you need in order to make a decision now?"

* Do Nothing!

Outing a Mrs Do It Myself

* Again, stop talking to her unless she'd like to pay, of course!

* Ask outright, "Are You Considering Doing This All Yourself?" then judge by her response - if she is, say great! Good luck with it. If not then ask, "What do you need in order to make a decision to use us now?"

* Write or develop a product so she can do it herself - then sell it to her.

Speak Soon,

'Dangerous' Debbie Jenkins
[email protected]

(c) Copyright 2005 www.BookShaker.com

SUMMER CAN BE SLOW FOR BUSINESS
But don't let that get in the way of your success.
This is the ideal time to work on your business
rather than in it. Get 2 F'REE eBooks and prepare
for more success with less effort here...
http://www.leanmarketing.co.uk

I'm wondering if... You Know Other People who should be reading this too? So do us all a favour (they get 2 free books - we get a new subscriber - you get to look good) when you Pass On This link... http://www.leanmarketing.co.uk

In The News:

The Art, Science + Engineering of Sales Management  Customer ThinkI recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance ...
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.
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 ...
SAP Concur appoints Mankiran Chowhan as India MD  ETtech.comExpense, travel and invoice management solutions provider SAP Concur has appointed Mankiran Chowhan as its India managing director with immediate effect ...
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 ...
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 ...
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.
The Qualities of Top Sales Managers  Customer ThinkNo matter how good salespeople in a company's department are good at their jobs, they still need someone to guide them. This is not an easy job, as the person ...
CarDekho announces key appointments in leadership positions  Exchange4MediaRanjit Yadav is President & Mentor, Rajat Kumar Chief of Staff, Shubhabrata Marmar Editor of PowerDrift & Ranjiv Kapur Head of Strategic Initiatives; Mir ...
Sales management strategies for strong SDR team leads  Business MattersBusiness MattersSales management is an aspect of management strategy which focuses on is focused on the real world use of marketing principles and converting this theory ...
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.
Lakeshore Beverage - General Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comLakeshore Beverage is a Chicagoland beverage distributor that's deeply passionate about beer, cider and wine. Currently, we are seeking a General Sales ...
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.
Mitsubishi appoints new national sales manager  Aerospace Manufacturing MagazineMMC Hardmetal, the UK sales company of Mitsubishi Materials tools has recently appointed a new UK sales manager from within the company.
[Jobs Roundup] Be a part of digital India’s journey with these jobs in fintech startups  YourStoryAs fintech startups change the game of banking and finance, let's take a look at the top skills in demand.
Shaka Tea - Area Sales Manager (NorCal & SoCal) - BevNET.com Beverage Industry Job Listing  BevNET.comShaka Tea is hiring immediately for TWO dynamite Area Sales Managers - one for NorCal and one for SoCal. Our Area Sales Managers must be high energy, ...
GlaxoSmithKline revamps incentives for sales representatives  Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...
Growth in Sales of Business Process Management (BPM) Software Market to Push Revenue Growth in the Global Market  AppWebRadarBusiness Process Management (BPM) Software Market 2018 – Industry Research Report, Demand and Forecast to 2024 – Capacity, Generation, Regulations ...
Sales Performance Management Software Market | Size | Analysis | Share | Outlook to 2025  Market MirrorMarketResearchNest.com adds “Global Sales Performance Management Software Market Size, Status and Forecast 2019-2025” new report to its research ...
Regional Sales Manager - Perth Metro  www.miningnews.netThe client. A true national success story, this organisation is a market leader across its segments in the rental of a diverse range of industrial equipment including ...
Eldon Henry named Latin America Sales Manager for CI & Security Channels at Nortek  SecurityInfoWatchThe newly created position will support distributors throughout Latin America and develop business growth in the region.
Patient Management Software sales market Archives  ThefeedgraphHTF MI released a new market study on Southeast Asia Patient Management Software Market with 100+ market data Tables, Pie Chat, Graphs & Figures spread ...
Sexual harassment victory for sales manager 'repeatedly asked to massage boss'  People Management MagazineTribunal points to HR's failure to investigate claims of 'inappropriate' behaviour during trip to trade show. A sales manager has won a claim for sexual ...
Practice Management Software for Accountants and Bookkeepers Sales Market Archives  ThefeedgraphGlobal Practice Management Software for Accountants and Bookkeepers Market Insight Strategy 2019 – Themis Solutions, Rocket Matter , Amicus Attorney , ...
Management accounting and sales: partners or foes?  INTHEBLACKExperts say there's more than one way to improve the connection between the accounting and sales teams within an organisation. However it's done, it's vitally ...
Hiring a Sales Rep: Best Practices For Interviewing Candidates  Business 2 CommunityThe interview process leaves a distinct impression on candidates — whether good or bad. No matter what happens, candidates will evaluate your company ...
Micromanagers in the making? Why salespeople struggle to lead  Forbes IndiaWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift.
5 appointments in sales, marketing  Hotel ManagementFour hotels, as well as Hard Rock International, have made new sales and marketing appointments.
3 appointments in sales, marketing  Hotel ManagementThe Ben, Autograph Collection; the Garden Court Hotel; and The Ritz-Carlton Residences, Waikiki Beach have made new sales and marketing appointments.
Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium-sized business  Virtual-Strategy Magazine(1888PressRelease) May 25, 2019 - Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium sized business. The.
Properly Manage Internal Expectations  Business 2 CommunityAlmost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts ...
Target (TGT) Q1 Earnings & Sales Surpass Estimates, Stock Up  Yahoo FinanceShares of Target Corporation TGT are up roughly 7% during the pre-market trading hours following impressive first-quarter fiscal 2019 performance and an ...
Why A Marketing Mind Is Better Than A Sales Script?  Business 2 CommunityIn business, in order for me to teach in my blogs, podcasts, masterminds, and all the things I do, I have to continue to learn, which means I have to invest time in ...
Mereté Hotel Management Selects Jacob Youngblood for Regional Director of Sales Position in the Eugene/Springfield Area  Hotel News ResourceMereté Hotel Management has selected Jacob Youngblood for Regional Director of Sales in the Eugene/Springfield Area. Youngblood will oversee the sales ...
6 Pipeline Reports That Will Help You Optimize the Sales Funnel  Business 2 CommunityTop salespeople have a reputation for being adrenaline junkies. After all, what is more high stakes than a 10-minute sales call that could land a million dollar, ...
PCO Territory Sales Manager - PA/VA  OilVoiceThe Territory Sales Manager will sell, grow and support all Castrol PCO business in assigned geography through our distributor network and direct accounts. ...
Press Release: Sales management success is not guesswork – results are measurable & manageable says Rob Macpherson  PRWireSuccess in sales doesn't just happen – it occurs as the result of adherence to the sales management process that unfortunately is an underappreciated ...
Global Trade Management Market Transportation, Packaging and sales Forecast 2019-2025  Market Industry ReportsResearchMoz incorporate new survey report “Global Trade Management Market Size, Status and Forecast 2019-2025” to its immense accumulation of research ...
20 New Job Openings In Manassas Area  Manassas, VA PatchDelivery driver, bricklayer, home nurse, architect: These are among the most recent job openings in the Manassas area the past 10 days.
'They don't seem to follow any rules': Report into NB Liquor could shed light on many questions  CBC.caNew Brunswick's top accountant has been tasked by the provincial government to sort out how NB Liquor came to lose track of what day its fiscal year ended in ...
14 companies hiring like crazy right now, according to Glassdoor  CNBCGlassdoor analyzed its vast database of job listings and discovered that these 14 companies have dramatically upped their number of open positions this month, ...
Bridgetree Introduces New Customer Engagement Solution, LIFT  MarTech SeriesBridgetree, a leading data-driven marketing services company, announced the market launch of its newest customer engagement solution, LIFTTM.
Manager of Sales Engineering - LogicMonitor  Built In AustinLogicMonitor is hiring for a Manager of Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
ZINFI Partner Portal Helps E-Contact Generate Awareness of Genesys Solutions in Latin America  GlobeNewswireWeb-based portal provides Genesys partners with ready-to-use, co-brandable, customizable campaigns and other marketing assets to automate email blasts ...
Sales Director - North America  hypepotamus.comWebsite tyk_io Tyk. Cutting-edge software company specializing in API Management. Sales Director North America (based in Atlanta, GA). The Challenge
Target and Its Peers Continue to Boost Sales  Market RealistTarget (TGT) posted better-than-expected sales for the first quarter of fiscal 2019. Improved sales across core merchandise categories and higher comps in both ...
Sales Enablement Manager - Personify  Built In AustinPersonify is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Development Representative Manager  hypepotamus.comWebsite flocksafety Flock Safety. Help us eliminate non-violent crime, one community at a time. Are you excited about eliminating non-violent crime and ...
Inside Sales Manager - Championship Management  SportsBusiness DailyWe presently have an opportunity for an Inside Sales Manager within our Championship Management department. This position is responsible for maximizing ...
Multichannel Order Management Market Profit margin, sales, market size, key competencies, restraints and forecast period 2019-2025  Review Health WorldGlobal Multichannel Order Management Market Overview: The latest report on the Global Multichannel Order Management Market suggests a positive growth ...
Sales Lessons From the 9 Most Successful Shark Tank Deals  Business 2 CommunityShark Tank, a popular American reality television series on ABC, started its 10th season in October 2018. The focus of the program is the initial pitch made by ...
BioWorks names Ted McDonald director of sales  Greenhouse ManagementMcDonald will be responsible for managing the BioWorks Biological Products sales organization and growing the BioWorks family.
River Mill residential development in Henrico aims for affordability; site for the 2019 Homearama  Richmond.comCraige Shelton was stressed but still able to laugh between near constant telephone calls and managing the work of multiple contractors and construction ...
Katy Furnas joins Emerald Coast Growers sales team  Greenhouse ManagementEmerald Coast Growers has expanded its sales team with the addition of Katy Furnas, an experienced professional with more than a decade in the horticulture ...
Growth in Sales of Anti-Fraud Management System Market to Push Revenue Growth in the Global Market  TechZiffyAnti-Fraud Management System Market 2018 – Industry Research Report, Demand and Forecast to 2024 – Capacity, Generation, Regulations and Company ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Manager, Corporate Sales - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales in Austin. Find more details about the job and how to apply at Built In Austin.
LinkedIn refreshes Sales Navigator homepage to put focus on alerts  MarTech TodayLinkedIn Sales Navigator is being updated with a redesigned homepage centered on alerts. The sales prospecting platform is also getting new messaging ...
Bell Direct appoints new head of sales and marketing  Money ManagementOnline broker Bell Direct has appointed former Vanguard Australia national manager for broking and wealth management, Tim Sparks, as head of sales and ...
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 ...
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 ...
83,116 Shares in Nio Inc – (NIO) Acquired by Janney Montgomery Scott LLC  Mayfield RecorderJanney Montgomery Scott LLC acquired a new stake in Nio Inc – (NYSE:NIO) during the 1st quarter, according to the company in its most recent filing with the ...
The 10 Sales Interview Questions Every Manager Should Ask  Customer ThinkBuilding a sales team takes a lot more than simply finding outgoing personalities and giving them a product to showcase. Asking the right sales interview ...
ZINFI Releases New Complimentary Guidebook on Partner Portal Best Practices  GlobeNewswireLatest Guidebook in the ZINFI series focuses on must-have features, strategies for partner portal planning and management, future trends in portal technology, ...
Can Your Sales Funnel Pass These 4 Powerful Questions?  Business 2 CommunityJust buy from me already! Yeah that's how every business owner secretly feels. If only it was that easy and simple… Unfortunately, not everyone is going to buy ...
3 Challenges Facing Sales Enablement Professionals  Business 2 CommunityWhen you Google “selecting a sales enablement solution” you'll come across multiple articles that discuss what factors sales enablement professionals should ...
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.
NEC Partner Entel Systems, Inc. Automates High-Volume Email Marketing with the Help of the ZINFI Partner Portal  GlobeNewswireReaching a large audience with minimal effort has become a key strategy for Entel Systems as it seeks increased brand awareness and efficient lead generation.
How to Decide Which Online Sales Channel to Sell Your Products On  Business 2 CommunityWhether you want to sell handcrafted soaps or the latest tech gadgets online, there's no shortage of sales channels to choose from. From Amazon to ...
M&G Investments UK retail sales head Watson departs after 25 years  Investment WeekHead of UK retail sales at M&G Investments Andrew Watson has left after more than 25 years with the firm, Investment Week has learned.
5 Tips to Speed up Sales Onboarding without Sacrificing Quality  Business 2 CommunityA pipeline full of high-quality leads is great, but you can't close them without skilled sales reps who know what they're doing. So, when you do find a skilled rep, ...
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 ...
Nova Scotia ornamental industry cites decreased sales  Greenhouse ManagementGrowers say labor costs and an increase in demand for vegetables are cutting into the ornamental market.
Artisan Partners Asset Management Inc (APAM) Expected to Announce Quarterly Sales of $196.75 Million  Tech Know BitsWall Street analysts predict that Artisan Partners Asset Management Inc (NYSE:APAM) will post sales of $196.75 million for the current fiscal quarter, according ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkI recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales enablement, sales ...
Analysts Anticipate Ares Management Corp (ARES) Will Announce Quarterly Sales of $239.39 Million  Tech Know BitsAnalysts expect that Ares Management Corp (NYSE:ARES) will post $239.39 million in sales for the current quarter, according to Zacks Investment Research.
Routt County real estate sales total $20.8M for May 17 to 23, 2019  Steamboat Pilot & TodaySTEAMBOAT SPRINGS — Routt County real estate transactions totaled $20880600 across 33 sales for the week of May 17 to 23. The sales total is up 25% ...
TTI Receives Molex 2018 Global Distributor of the Year Award  Industrial Distributionby Molex. Molex has announced that TTI is the recipient of its 2018 Global Distributor of the Year Award. This award recognizes one outstanding global channel ...
Waste Management, Inc. (WM) Expected to Announce Quarterly Sales of $3.94 Billion  Tech Know BitsEquities research analysts expect Waste Management, Inc. (NYSE:WM) to announce sales of $3.94 billion for the current fiscal quarter, Zacks reports.
Podium Expands Interaction Management Platform with Launch of Teamchat  INSTORE MAG(PRESS RELEASE) LEHI, UT — Podium, the leading interaction management platform for local businesses, announced the addition of Teamchat to its existing ...
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.
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, ...
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.
See 145 homes sales in Onondaga County  syracuse.comBelow are 145 homes sales in Onondaga County recently recorded at the county clerk's office. The most expensive property was a $460,000 home in Pompey.
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 ...
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 ...
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.
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 ...
CIO Spotlight: Ketan Patel, TCC Global  IDG ConnectDoes the conventional CIO role include additional responsibilities it does not currently include? "CIOs need to be much more flexible than they may have once ...
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 ...
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 ...
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.
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.
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 ...
Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
Huobi Launches OTC Desk for Institutional Investors  CointelegraphMajor global crypto exchange Huobi has launched a regulated over-the-counter (OTC) trading desk for institutional investors, according to a blog post on May 15 ...
Flavour of the week: Khiri Travel's executive shake-up, Best Western appoints national sales boss + more!  Travel WeeklyThis edition of Flavour of the Week is filled with some top-notch movers and shakers, as well as a heartfelt congratulations to a new face in the industry.
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.
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 ...
10 Qualities of a Great Sales Manager  Builder MagazineIt's not unusual for a builder to look to his own sales staff when he needs to hire a sales manager. While it might be tempting to give the position to his top ...

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

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

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Snuff Out the Competition Without Leaving a Mark!

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

Baditude!

As a group of sales trainees took a break from... 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

It?s Time For A Sales Management Revolution

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

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

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

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... 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

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

8 Line Items of a Trade Show Budget

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

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

How Exhibitors Can Move More Attendees Closer to Buying

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

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

6 Steps to Avoid Losing Summer Sales

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

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Sales Forecasting For New Businesses

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