How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying?

A. Exhibiting firms can make their most credible, "main differentiating benefit" the most obvious, prominent (aka BIG) message in everything they display, give away, or discuss.

Problem: Exhibiting staff rarely get to have a pivotal role in creating their exhibit, "uniform" clothing or collateral material.

If you are reading this article, you may be facing this situation. Read on and you'll find some ways to overcome the inadvertent barriers put in the way of your sales success.

First, consider these points:

1. Are you giving your prospects the single most important piece of information they most need to know to buy? How easy is it for them to see that information, and how credibly is it stated.

2. Exactly how can you help attendees make an informed choice and act sooner?

3. How many steps do even "warm" buyers take to complete the sale, from signing to delivery through possible training on the use of the product or service? How can you reduce that number?

4. Specifically, how do you help your buyers become obvious heroes to their significant decision makers at their work place, from their boss to the people they sell to and/or serve?

Don't bury the key reason to buy.

After walking through over 100 trade shows prior to speaking to exhibitors, I've discovered that the exhibitors' message is rarely the key headline prospective buyers most need to know. That essential message is the main differentiating benefit between an exhibitor's product or service and that of the top two or three alternative vendors, as the prospect most probably views their options.

Instead, exhibits and promotional materials usually give more prominence to the name of the product and/or the company.

Attendees rarely see or hear about an exhibitor's main benefit first.

Benefits rarely "jump out" at attendees from the booth or collateral messages or the staff's explanation. Thus, exhibitors inadvertently hide their biggest benefit.

In most cases, features (how a product is constructed or its "capacity" or how it is operated) are still promoted more heavily than benefits (what the product does for the customer). This is not customer-centered, thoughtful marketing. The prospect has to do more work to make a fair comparison.

Exhibitors can offer succinct, specific, and easy-to-follow comparison sheets that do not insult the competition. One comparison sheet might "headline" the major benefits. Other back-up sheets can provide more detailed comparisons. Put a "human face" on the facts by providing customers' situational examples to illustrate the benefits.

Plus, exhibitors often attempt to build traffic to their booth with contests, drawings, or giveaway gadgets that don't relate to their main, differentiating benefit or even their product, so they don't get closer to their hottest prospects.

Further, staff's icebreaker comments are often general and not relevant to the reason to buy ("Having a good time?" "Want a free..?").

Unfortunately, those who staff an exhibit seldom get to be involved in the design of their exhibit or promotional materials - or even what they wear. They must accept the setting in which they sell, attempting to engage prospects as they pass with involving comments that state the main benefits verbally to attendees in a brief, involving way to pull them in rather than turn them off.

When companies don't make their main benefit easy to see and hear quickly, attendees must be deeply motivated to look and ask for the essential information they want.

Credible benefit statements increase the chances for a sale. A credible brand name then reinforces the reason to buy, not the other way around. Good benefit statements are vivid and specific examples, facts, and comparisons. Passersby are in one of three buying modes:

1. Seeking information to buy a certain kind of product for the first time and trying to select the best product

2. Considering changing vendors if they find a better product

3. "Trolling":

a. not buying now but seeing what is new for future reference

b. or without the budget or need and will never buy

Serious buyers most want to see and hear information regarding: a. the main reason to buy at all and, if they do buy

b. the main reason they should buy from you over your closest competitors, as they see them.

26 Ways to Attract Serious Buyers to Your Booth

? and Move Them Closer to Buying (Don't forget to see the last two tips, now made possible by new and free technology)

1. Draft and memorize a one-to-two-sentence top "differentiating benefit" statement, relative to your two closest competitors and without denigrating the competition. When you can weave it into conversation, you have created a shorter path to their buying process. Get tips on how by reading "Grab Their Attention" http://www.sayitbetter.com/articles/wrt_grab_attention.html

2. Start with the specific benefit rather than building up to it with general background, so the listener will listen sooner and longer. The specific detail ("Product with the fewest parts that need replacement") proves the general benefit. The general statement ("We are the people who care") is less credible and less memorable.

3. Multiply attendees' positive exposures to your benefit in everything you say, display, point at, stand near, or offer.

4. Condense further to intensify attention. Be able to reduce that benefit to its essence in one vivid phrase, motto, slogan, or sentence. Get more ideas by reading "Speak English Like it Tastes Good" http://www.sayitbetter.com/articles/sib_speak_english_tst.html

5. Make your phrase sufficiently interesting and brief so they feel they're in charge. They'll be more likely to stay and ask you enough questions so you can recognize their main interests, level of knowledge, hot buttons, and decision-making process.

6. Offer "real life" situational examples. Cite relevant and diverse customers' experiences. Tell them what your customers actually said and did with your product or service that helped them, how.

7. Give no more than three supportive benefits.

8. Express each supportive benefit like a headline, a "billboard message" of no more than five to eight words.

9. Use everyday, non-jargon, and non-industry-specific language, even if the attendees might know the jargon. Could and would the disinterested spouse of the attendee or conference hall maintenance staff understand it?

10. The most credible proof of your benefits are third-party endorsements of three diverse customers who have little else in common other than their adoration of your product and their similarity with your prospect.

11. Display a satisfied client's quotes under each benefit on the booth and in promotional material -- preferably each in a different color and type face. When endorsements relate to a specific situation, change, vivid contrast, or improvement, their words are most credible and will be most memorable.

12. Yes! Remove all graphics and words and materials in the booth that do not relate to either the main benefit and (not more than three) supportive benefits, so attendees will be able to take in the information within 12-15 seconds, their average pause-to-scan time in such conditions. Really! Try it and you'll become a believer in brevity for more selling power.

13. Display your main point and supportive points on the booth above the heads of the booth staff and attendees, so attendees' views are not blocked.

14. Booth visuals and words should guide attendees' eyes down a "path" from one message to the next.

15. Again, this is controversial except to those who've given up these unhelpful habits. Avoid opening references to weather, "Having fun?", freebies, drawings, or other non-benefit-related topics that distract and dilute your relationship with your prospect.

16. Verbally and visually make a "Conference Offer": more information; a time- limited or bundled product order price; consultation; or other vivid benefit to move them closer to a sale.

17. An attendee's attention span is shortened if you wear patterned or very detailed clothing or accessories (pin, necklace, tie, earrings) or other busy "body signage," especially on the upper half of your body.

18. For those who know your product (and you know that they are familiar with it):

a. Hand the person a gift (preferably one that does not prominently display your company or product name), while asking them: "May I give you this small gift for taking the time to answer two questions for me?"

b. Then ask, "What do you like best about our product or (service)?" Whatever is said aloud is then believed more deeply by the speaker.

c. Be a complete and supportive listener as they explain. Give uninterrupted eye contact, nod, or offer other responsive gestures that are natural for you.

d. When they have finished, ask, "Tell me more about that." As they elaborate, they move the topic closer to the top of their minds and they also become more:

- articulate and vivid

- deeply convinced about the reasons they've stated for liking your product.

The result? You've moved them closer to being fervent and articulate fans. They are more likely to talk themselves closer to a sale and voluntarily tell others why they like your product.

19. When you first meet a prospect, find the quality in them you can most like and admire and keep it uppermost in your mind as you talk with them. You are more likely to bring out that aspect of their personality when they are around you and less likely to react to their behaviors that irritate or otherwise bother you.

20. When you stand opposite someone, you are more likely to literally oppose them. Instead, "sidle" whenever possible.

Men instinctively "sidle" when together, shaking hands and then standing more or less side by side. Women instinctively continue to face each other or a man. When standing side-by-side, people feel more comfortable with each other, themselves, and their surroundings. They listen sooner and longer and are more inclined to agree with each other.

21. Do people sometimes stop listening before you stop talking? Here's help. Get people to remember what you say, even if they are not trying to. Here are two successful ways to "lodge" your message in their minds, even if they were NOT actively listening:

A. People remember more and feel more intensely -- for good and for bad -- when they are in motion. Say your main points while you're turning, shaking hands, demonstrating a product, or pointing to something, when a part of the booth is in motion, and/or while the visitor is reaching for something.

Here are two guides to the kinds of motion that are most memorable:

a) Things are most memorable when you're both in motion, next most memorable when the other person is in motion even if you aren't, third most memorable when you are in motion, and fourth most memorable when you are both watching something or someone in motion.

b) The more dimensions of motion involved (up, down, left, right, forward, and back), the more memorable the experience. Ways to involve motion to reinforce memory include exhibit demonstrations, staff gestures and walking, video vignettes, and parts of the exhibit.

B. Relate your benefits to THEIR three "core life experiences":

? family (theirs, yours, or a metaphorical family of services or products)
? where they work or have worked, or
? where they live or have lived.

Here's the steps:

a) First refer to one of their currently pressing interests (not your product).

b) Then refer to how you two share a common interest in the topic.

c) And then to how it relates to you and your product's main benefit.

This method is called the "You-Us-Me" approach. Here's an example:

1. "I gather you are the expert in... "YOU"

2. and that by discussing this with you... "US"

3. I'll get more ideas about if and how our products can best serve people in your situation.... "ME"

22. To maintain rapport, use specific, emotion-laden language when stating the positive, and report the negative neutrally -- "just the facts." Your instincts are to do the reverse, by the way.

23. Begin your comments with a direct response to the prospect's last comment until they feel heard instead of working up to your response with other background information they might not want to hear. Characterize your benefits in direct response to:

a. A specific, negative "hot button" or problem they've expressed, which you can make better or solve, or

b. Some strong positive preference the prospect has just expressed.

24. Offer the tradeshow-related map they'll want to keep and share

Beginning in the Summer of 2005, google began offering the technology tools for you to "mash-up" or overlay one of their maps with the key points of interest for people, including your kind of customers. For example, you could overlay a map with the customers' sites that use your services or key locations that matter for that meeting's members. What's hot about this new option is that you can mention this free service in your promotional material, attracting prospective and current customers to your web site, to which you've linked the customized map. Learn more at http://www.google.com/apis/maps

25. Make your customers the stars of the tradeshow who can attract others to your Web site

While we're talking tech, you might ask your customers, as they visit yoru booth if you can interview them regarding what they most like about your product, and offer those highlights as a downloadable podcast from your web site and as part of your story on your blog about how you enjoyed seeing customers at the conference and what they had to say.

And, since people love to see and share photos of themselves and their friends, why not take digital photos of customers, store them for free in Flikr http://www.google.com/apis/maps and link to each one as you describe each customer in your blog, then send them each featured person an email with "See your photo at (name of tradeshow)."

26. Closing Tip: Familiarity Breeds Acceptance Continuously nurture your best prospects, seeding in their minds your main and vividly stated differentiating benefit and providing ideas and help at "non-sales" times.

Make every aspect of your behavior, booth, and promotional material repeat, reflect, and reinforce that benefit before, during, right after the conference, and later, again to your hottest prospects.

Kare Anderson is the author of LikeABILITY (see Grand Store at http://www.SayitBetter.com), Make Yourself Memorable and SmartPartnering. A popular speaker on SmartPartnering and on how to be more frequently-quoted to become your kind of customers' top- of-mind choice, she also publishes the SayitBetter newsletter, with 32,000 subscribers in 28 countries.

In The News:

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 ...
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.
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 ...
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 ...
J2414 - Sales Manager, Technology Finance - UK, SE Eng / Mids preferred - Asset Finance  Asset Finance InternationalExcellent salary, bonus and benefits. J2414 - Our client is seeking a Sales Manager, Technology Finance to lead and provide overall direction, strategy and ...
Two Roads Brewing Company - Ohio/Kentucky Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comTwo Roads Brewing Company in Stratford, Connecticut is looking for a Sales Manager with a deep passion for craft beer. The position will be based in the ...
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change  Customer Think“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw. “We don't change, we don't ...
Betson Enterprises Strengthens Sales Team With Selection Of Paul Novick As Vice President Of Sales & Sales Operations  VendingMarketWatchJanuary 17, 2019 – Betson Enterprises is pleased to announce the expansion of the sales team with Paul Novick hired as Vice President of Sales & Sales...
Three Keys To Sustainable Company Growth  ForbesGrowth isn't just about speed and momentum — it's about creating a foundation strong enough to support the company to come. Not everyone succeeds in this ...
Live Music, Merch Sales Management Strategies  hypebot.comWhile a live performance is hopefully a thrill for all those involved, both on and off stage, it's important to remember that making these events a positive ...
MOVES-BNP Paribas Asset Management names Katharina Anna Rost as sales manager  ReutersJan 16 (Reuters) - BNP Paribas Asset Management said on Wednesday it had appointed Katharina Anna Rost as sales manager to its ETF and indexed fund ...
10 ways machine learning is revolutionising sales  Cloud TechSales teams adopting AI continue to see an increase in leads and appointments, with intelligent forecasting, opportunity insights, and lead prioritisation the top ...
Xactly Named a Leader in Sales Performance Management by Independent Research Firm  GlobeNewswireXactly recognized for deep subject matter expertise and a clear vision for the future of the category.
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 ...
Sales Manager  WJXT News4JAXWJXT is looking for an energetic, organized, and positive individual to lead WJXT's local sales effort to achieve specific revenue and share goals.
Sales Performance Management Market Emerging Technologies, Size, Share and Sales Forecast to 2023  Current News MagazineSales Performance Management market report 2018 provides information about market segmentation, leading manufacturers, types, applications, and regions.
Sales Team Management: How to Manage Reps During the Sales Process  Business 2 CommunityYou'll find your team progressing through sales stages smoothly, converting leads into accounts before you can say: “revenue growth.” However, in order to get ...
82 Labs, Inc // Morning Recovery - Los Angeles Area Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHThis position will drive sales through our three-tier distribution structure while achieving targeted distribution and revenue goals. You will create professional ...
Clear-Com appoints Alex Hemme as first regional sales manager for Germany  PSNEuropeThis appointment comes with Clear-Com's desire to extend its reach in the German region, providing local support to customers and working with systems ...
Volac Ireland appoints new national sales manager  AgrilandVolac Ireland has recently announced that the position of national sales manager will be taken over by Una Hickey.
Media Sales Manager job, Cape Town  Bizcommunity.comDepartment: DAZN (Formerly Perform Media) Job Title: Country Sales ManagerReports To (title): Sales Director Location: Cape TownHours of Work: 40Line ...
Anaplan named a Leader in Gartner Magic Quadrant for Sales Performance Management - Media Releases  CSO AustraliaFor the third consecutive year, Anaplan is a Leader in the Gartner Magic Quadrant for Sales Performance Management. Anaplan believes this recognition is a ...
Sales management agency for Orange City Street project named  Times of IndiaNagpur: The ambitious Orange City Street project got a boost on Friday as standing committee of NMC okayed appointment of a consortium of Vestien Glob.
Ovention Welcomes New Sales Manager  Convenience Store DecisionsDon Ocheltree joins Ovention to focus on account and end-user strategies and sales management. Ovention Inc., a provider of innovative oven technology for ...
Fujitsu Appoints David Trautman to National Account Sales Manager  Contractor MagFAIRFIELD, NJ — Fujitsu General America, Inc. welcomes David Trautman as the company's new National Account Sales Manager. Trautman started the ...
New Hands on Deck  Trade Only TodayMarineMax said it recently promoted Michael Gisch to the position of general manager of its Baltimore and Bay Bridge locations. Gisch joined MarineMax in ...
Schutte-Buffalo adds sales director  Recycling TodayBill Castine steps in following the retirement of previous sales director Tom Warne.
Chicago Tube and Iron names sales manager  The FabricatorChicago Tube and Iron Co., Romeoville, Ill., has promoted Denise Vaughan to the role of sales manager for the Cleveland division. She joined the division in ...
Ovention Taps Foodservice Industry Veteran to become Sales Manager  Foodservice Equipment & SuppliesDon Ochletree was named sales manager for Ovention Inc., an oven manufacturer.
Kite Hill - Regional Sales Manager East/West - BevNET.com Beverage Industry Job Listing  BevNET.comPosition Description: Kite Hill is looking for 2 REGIONAL SALES MANAGER's to join our Team. East coast based and West coast based. This candidate will be ...
Outside Sales Manager, Sleep and Comfort Technology Products-Switlik  Trade Only TodayWe are looking for a highly motivated and goal-oriented sales manager to develop and grow the sales plan for our Switlik Comfort Technology division.
Catawba Brewing Company - Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comPortfolio: Catawba Brewing Company, Palmetto Brewing Company. Position: Area Sales Manager. Location: Columbia, SC or Greenville, SC. Territory: Midlands ...
HP announces Elisabeth Moreno as VP & Managing Director for HP Africa  IOLCAPE TOWN – HP on Wednesday announced the appointment of Elisabeth Moreno as the new Managing Director for HP Inc. Africa, effective immediately.
Pre® Brands hires growth expert Ryan Youngman as Chief Sales Officer and partners with industry-leading business development agency FDM Sales Management  PRNewswireCHICAGO, Dec. 31, 2018 /PRNewswire/ -- Pre® Brands, a rapidly growing premium consumer brand currently innovating in beef, is excited to announce both ...
NEMO Names Tom Ceulemans as European Sales Manager  SNEWSNEMO Equipment, designer of outdoor gear and accessories that are built to improve the experience of adventure, has hired Tom Ceulemans as its European ...
People: Conti appoints new earthmoving product manager - European Rubber Journal  European Rubber JournalHanover, Germany – Continental has announced the appointment of Reinhard Klant as the new earthmoving product line manager at Continental Commercial ...
Regional Sales Manager - Wound care - East of England  PharmaTimesA Regional Sales Manager - Wound care - East of England job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of ...
Flourish Farm - Sales Manager - B2B (not your average Sales Manager!) - BevNET.com Beverage Industry Job Listing  NOSHWe're a group of health-focused, earth-loving, think-outside-the-box world changers (for real!) operating the first full-scale cricket farm in Vermont. We're farming ...
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Safe Orthopaedics Delivers Its Strongest Performance of 2018 in the Final Quarter, with Revenue Growth of 27% to €990,000 |  OrthoSpineNewsJanuary 17, 2019 ERAGNY-SUR-OISE, France--(BUSINESS WIRE)--Regulatory News: Safe Orthopaedics (Paris:SAFOR) (FR0012452746 – SAFOR), ...
J2413 - Sales Manager, Office Equipment - UK, SE Eng / Mids preferred - Asset Finance  Asset Finance InternationalExcellent salary, bonus and benefits. J2413 - Our client is seeking a Sales Manager, Office Equipment to lead and provide overall direction, strategy and ...
Merian nabs ex-BBVA PM as sales manager in Iberia push  Investment EuropeMerian Global Investors has strengthened its team for Iberia with the appointment of Nieves Picallo as sales manager for Spain and Portugal. Picallo will be ...
Why Not To Focus On Marketing & Sales Alignment In 2019  Customer ThinkThe page had hardly turned on 2018 when I saw the headline . . . “Why You Need to Align Your Marketing and Sales Team for 2019.” Another year, another ...
Cecala joins Kidron as Northern Midwest sales manager  Trailer/Body BuildersVT Hackney recently hired Michael Cecala as a sales manager in its Northern Midwest District. Cecala will be responsible for sales in the company's Kidron ...
Territory Sales Manager -Diabetes/Insulin Management- Scotland  PharmaTimesA Territory Sales Manager -Diabetes/Insulin Management- Scotland job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a ...
Datapath appoints South East US sales manager  AV MagazineGreg Dieckhaus has worked for some of the biggest names in the US AV industry including AVI-SPL, Starin and Whitlock in a career spanning over 30 years.
Hays Jobs Report: Skills that are in demand in early 2019  NEWS.com.auThe infrastructure boom appears to be fuelling demand for jobs with certain skills.
Increase Your Sales With These 5 Low-Budget Tips  Business 2 CommunityThe most common reason for businesses to fail in the first year or so is problems with cash flow. Companies may have overestimated their incoming revenues ...
SALES, MANAGEMENT & WORKSHOP ROLES NEW RUTLAND CYCLING STORE, MILTON KEYNES RECRUITING NOW!  CyclingIndustry.NewsRutland Cycling. www.rutlandcycling.com. Published. 2 January, 2019. Location. Milton Keynes, United Kingdom. Category. Store Manager. Job Type. Full-time ...
Vital Insurance Partners Names Kochman Senior VP of Program Placement  Insurance JournalVital Insurance Partners, an insurance consulting and program intermediary, has named Curtis Kochman senior vice president of Program Placement. Kochman,
Kathmandu names new president for North America  Inside RetailOutdoor retailer appoints new president for Obōz and Kathmandu North America.
MOVES-BNP Paribas Asset Management names Sylvain Ghisoni country sales head for France  ReutersBNP Paribas Asset Management named Sylvain Ghisoni as country sales head for France, within its Global Client Group, effective Jan. 21.
Datapath Adds Greg Dieckhaus as Sales Manager for Southeast U.S.  Audio Visual News NetworkWith an AV career spanning over 30 years, Dieckhaus brings extensive experience to the Datapath team, with successful roles at some of the biggest names in ...
Ovention Hires Kraft Foodservice Veteran as Sales Manager  CSPDailyNews.comOvention Inc. has added a new sales manager to its team. The commercial oven company has hired Don Ocheltree to focus on strategic-account.
NMC to appoint sales management adviser for Orange City Street project  Times of IndiaNagpur: The Nagpur Municipal Corporation (NMC) has decided to change the scope of work of its transaction adviser for Orange City Street project — the.
Forbidden Root - Director of Sales and Operations - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Director of Sales + Operations leads our wholesaler management efforts in IL, OH, and FL. Oversight of sales, evaluation and selection of new markets, ...
Is Your Sales Pipeline Full of Fatbergs?  Business 2 CommunityThe sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by an unappetising ...
Like, subscribe and comment: Sage takes a breath as cloud sales bounce  The RegisterShape-shifting accounting software biz Sage issued a trading update this morning and the good news - for investors at least - is that it didn't contain any nasty ...
General Manager / General Sales Manager  TV News CheckWebsite WSIL-TV (Quincy Media). Quincy Media Inc. is seeking a strategic GM/GSM for WSIL, the ABC affiliate in the Cape Girardeau/Paducah/Harrisburg DMA.
La Financière de l'Echiquier names Benelux sales manager in European push  Investment EuropeLa Financière de l'Echiquier (LFDE) has expanded its team in Benelux with the appointment of Peter Jansen as sales manager Benelux. Jansen will work ...
P&G Still Merits a Spot on Shopping Lists  Morningstar.comEfforts to hone its focus are starting to yield top-line gains.
15 Ways To Ensure Your Yearly Marketing Strategy Stays On Track  ForbesMembers of Forbes Communications Council offer tips on helping all your team members pitch in to keep your yearly marketing strategy goals on track.
JOBS: Internal Sales Manager, Cordee  UKC NewsInternal Sales / Business Development. Duties. Cotswold Outdoor, Waterstones, Amazon and Stanfords are among our major accounts and with over 1,000 ...
Amut addresses waste management in Russia  Labels and LabelingAmut Ecotech has presented waste collection as a viable option for the Russian market in an address to the Waste Treatment 2018 conference in Moscow.
Sales Manager (South Korea)  OilVoiceSales Manager Overview Our client is a world-leading manufacturer with exposure to the automotive, aerospace, power generation and renewable energ ...
Outrigger Resorts Makes Sales Management Appointment in Mauritius  Travel Trade DailyOutrigger Resorts has named Jenna Perrier director of sales and marketing for the Outrigger Mauritius Beach Resort. With an extensive background in sa...
Why CRM Projects Fail and How to Make Them More Successful  HBR.org DailyIn 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen ...
Millennial Money: Use post-holiday sales to treat yourself  Star TribuneMuch like Santa, you spent this holiday season delivering gifts to your family members and friends. But now that the flurry of tinsel and wrapping paper has ...
Sales Manager- Vehicle R&D Test Systems  Automotive Testing Technology InternationalWebsite Kistler Instrument Corporation. Kistler is the global leader in dynamic measurement technology. We are looking for an individual to take responsibility for ...
Virgin Atlantic Cargo appoints Sumith Rathor as Regional Sales Manager - UK  American Journal of TransportationSumith joined the airline in 2013 as a Customer *Service* Agent after 11 years with Uneek Freight Services in the UK, where he held export, import, accounts and ...
After Sales Manager | Agriculture  AMWorking for a leading Agricultural Machinery business we are currently looking to recruit for an After Sales Manager/*Service* Manager for the *service* department, ...
Niner Bicycles Promotes Armando Aguilera to National Sales Manager  Bicycle RetailerAfter six years with Niner, “Mondo” assumes management of domestic sales for the Colorado brand.Fort Collins, Colorado (December 14, 2018) – Niner Bicycles ...
JP Morgan Asset Management appoints new UK Wealth & Intermediary Sales Manager to International ETF business  ETFExpressJP Morgan Asset Management (JPMAM) has appointed Edward Malcolm to its International ETF business as Executive Director – UK Head of ETF Distribution, ...
Sales Training and the “Forgetting Curve”  Business 2 CommunityEvery year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening ...
China Southern Airlines appoints sales manager for Germany to drive leisure and business travel  CAPA - Centre for AviationChina Southern Airlines appointed Kelvin-Jian Gao as sales manager for Germany (airportzentrale.de/Touristik Aktuell, 07-Jan-2019). Mr Gao will be ...
Sales Operations Manager- NBC Sports Washington job with NBCUniversal, Inc. | 385713  mediabistro.comManager, Sales Operations Reports to VP, Sales Job Description Summary: Manage support staff for linear and traffic support teams. Oversee 3 traffic ...
Flowserve Announces the Appointment of Dr. Tauseef Salma as Marketing & Technology Vice President  Business WireFlowserve Corporation, (NYSE: FLS), a leading provider of flow control products and services for the global infrastructure markets, announced today th.
Major parts maker Nidec cuts sales outlook  NHK WORLDMajor Japanese electronic parts maker Nidec has lowered its sales projection for the business year ending in March. Officials attribute the downgrade to a global ...
Primark's better-than-expected quarterly sales cheer markets  FashionUnited UKANALYSIS New York - The giant of affordable fashion has presented its quarterly results for the period spanning the 16 weeks ended on January, 5. The figures,
Anchor Brewing Company - Distributor Sales Manager-North Bay - BevNET.com Beverage Industry Job Listing  BevNET.comThe North Bay Distributor Manager (DSM–North Bay) at Anchor Brewing will drive volume & execution through building & developing relationships with both ...
Government shutdown may create a ripple of disruptions for travelers  Washington PostAsk travelers about the partial government shutdown, and you may get a dismissive answer. After all, most flights are still running on time, many national parks ...
Global Weight Management Products Market Sales and Growth Rate Forecast (2018-2023)  Crypto News TodayMarketResearchNest.com presents “Global Weight Management Products Market Research Report 2019” new Research to its studies database.
New details revealed about Purdue's marketing of OxyContin  STATThe Massachusetts attorney general filed a revised complaint Tuesday with new details about Purdue Pharma's marketing of OxyContin.
Electro-Sensors, Inc. Introduces John Forslev as Inside Sales Manager  StockhousePR Newswire. MINNETONKA, Minn., Jan. 7, 2019. MINNETONKA, Minn., Jan. 7, 2019 /PRNewswire/ -- Electro-Sensors, Inc. (NASDAQ: ELSE), a leading global ...
In 4 years, Dehradun duo build Rs 500 crore assets  Morningstar IndiaLong-time colleagues Achin Jain and Nitin Avasthi rose through the ranks in wealth management and private banking due to their connect with clients.
Microsoft appoints new Brazil head  ZDNetFormer Schneider Electric leader Tania Cosentino takes the helm, while Paula Bellizia is promoted to Latin America leadership role.
Berjaya Corp mulls asset sales abroad  New Straits TimesKUALA LUMPUR: Berjaya Corp Bhd (BCorp) is looking at selling selected assets especially hotels abroad to fund various projects in the pipeline.
HSMAI Announces 2019 Americas Board and Executive Committee  PR WebThe Hospitality Sales and Marketing Association International (HSMAI) proudly announces its 2019 Americas Board of Directors and Executive Committee.
UAE average salaries in 2019 revealed  Time Out DubaiThe survey also shows which skills are most in-demand by employers | News, Average salary figures in different sectors in the UAE for 2019 have been revealed ...
15 of the most promising jobs in the US in 2019, according to LinkedIn  CNBCEach of these positions offer high salaries, strong year-over-year growth and a strong likelihood for promotion.
38 Job Openings In Crofton Area  Crofton, MD PatchJob Openings In Crofton Anne Arundel County - Crofton, MD - Jobs at Plow and Hearth, Godiva, Ashley Furniture Home Store, Heavy ...
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 ...
Venture-backed Hootsuite abandons sales process: report  PE HubHootsuite has abandoned a process that could have led to its sale, according to a report by the Globe and Mail. Hootsuite, a Vancouver-based social media ...
Interior brings back employees during shutdown to work on oil-drilling land sales  CNNThe Bureau of Ocean Energy Management is bringing back employees who were furloughed to work on sales of land for oil and gas drilling purposes in the Gulf ...
Taiwan Semiconductor Sales Forecast Hammers Chipmakers as Apple Warning Ripples  TheStreet.comTaiwan Semiconductor the world's biggest contract chipmaker and a lead supplier for Apple iPhones, posted tepid fourth quarter earnings Thursday but ...
Weight Management Packaged Food Sales Gain Tailwinds from Next-Generation of Diligent Food Consumption  Insiders TribuneSneha Varghese, Consultant- Food & Beverages Domain at Fact.MR discusses key trends and manufacturing strategies in the weight management packaged ...
Head of Organic  EU-StartupsAbout Us. CoverWallet is a post Series B international Insurtech startup. Using data, design, and technology, we are already reinventing the $100 billion small ...
Is Max Property Group Winning The Security Tokens Platform Race  PR WebMax Crowdfund Announces Its Token Listing On Stex.Com Today, Taking It A Step Closer To Becoming the First Platform To Launch A Tradable Security Token ...
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 ...
How Citi will shrink its pay gap and beware those freshmen renegades  American BankerCiti is the first to share its unadjusted pay gap and lays out its goals for improvement. Bankers will be getting to know the progressive freshmen females who are ...

Offer Package Deals To Increase Profits And Sales

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

Raise Concern About Sales Competition, Not About Yourself

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

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

6 Steps to Avoid Losing Summer Sales

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

8 Procedures to Take Control of Sales and Marketing

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

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

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

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Generous Donor Refused (how qualified business slipped away)

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

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Sales Plan? Whats a Sales Plan?

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

7 Tips for Testing Your Sales and Marketing

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

Hiring--A Vital Key In Sales Management Success

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

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Snuff Out the Competition Without Leaving a Mark!

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

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

Speed-up Your Sales Cycle

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

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

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

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

As spring moves to summer, the forecast should be for... Read More