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

There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine. And, if you don't have school in your family, there might be your own remembrance of the excitement of starting afresh and learning something new.

This is a great time to review your trade show program in the same way you prepare for school.

Pick Your School = Industry

It's a business school question - Are you a railroad or a transportation company? In other words, what business are you in? If you consider your industry a railroad, you will be concerned with rolling stock, laying track and logistics. If you consider your industry to be transportation, you will consider the railroad as a method of transportation - the same principles apply whether you run rail cars or airplanes. There's a engine, a carrier compartment, and now most importantly, customer focus. Railroads have to lay track, airlines have to have airfields, so there's difficulty in physically moving to meet customer demand. But railroads adapted by allowing piggybacking - truck trailers on flatbed rail cars. Airlines serve more markets with the hub and spoke system. You should look deeply into your own industry and determine customer focus for the next 12 weeks and 12 months.

Pick Your Classes = Shows

While your firm is part of an Industry, in times of slowing business there are two avenues you can take to garner more sales. One is to hunker down and bore deeply into your niche, the other is to expand into other industries. In both cases, you may want to look at trade shows beyond the ones you have on your current docket. For example, if going deeper into your industry niche, you can consider local or regional shows, international expos, or shows which focus on discrete research in your niche allowing you an intellectual advantage. If expanding into other industries, you have a wide range of choices but the advice is to research, research, research before investing.

Pick Your Teachers = Find the Best for You

Not all executives of Fortune 500 companies went to an Ivy League or MIT caliber school, but considering the vast number of colleges and universities, a disproportionate number of these executives are graduates of the elite universities. Translated to trade shows, that means you should align yourself with well regarded shows, organizers attuned to forward thinking, and professional organization and management.

Pick Your Major = Marketing Message

When you declare a major, it's your intention to complete the requirements and pursue a career in that field. People remember that you started off in theatre, switched to psychology, graduated in medieval history and then became a salesman. At a trade show, you don't get a second chance to change your marketing message. All the promotion before the show, the exhibit and goodies need to revolve around The Message. In essence, a trade show is not the time to change majors, confuse people and say "I really don't know what I'm doing here."

Pick Your Books = Marketing Tools

A trade show is not an isolated marketing event but a continuum of your marketing efforts, so you won't be limited to books. Along the way, your marketing tools are selected for the best impact on the right people, whether you use print, video or the Internet. Once you understand the demographics of your audience, you use the right medium for the message. For example, a firm with a high-tech operation will expect to see detailed information about your firm on your web site - it's the first place they will look A low-tech firm will expect print materials and detailed manuals. And, yes, there are still people who don't have computers, don't like computers and will never use the electronic goodies in your life as appreciatively as you do.

Pick Your Clothes = Exhibit

We always want to look our best. Just as your clothes are a representation of your personality, your position in a firm and your sense of style (how you view yourself), so too is your exhibit a representation of your company. It's the first physical impression many people have of your firm. It tells attendees at a glance if you're an ordinary company or a daring one. If you are high fashion (which may mean expensive and faddish) or if your firm has strong traditional roots. People absorb not only the color and the design of your exhibit but the language of the signage and the image of your graphics. They look at the presentation of the information you have available - whether it's simple brochures or high tech interactives. And they judge you both in a overall sense and by subconsciously picking apart those segments which they either strongly like or dislike.

Pick Your Friends = Staff

You can't always play with your buddies, but you do want to be in a group which balances strengths and weaknesses to get the job done. Selection of the right trade show staff is the most important factor in the success of a trade show. If your exhibit is an award winner design but your staff is bored, can't answer attendee's questions or is boorish, most people will walk away. Time is too short for the attendee to teach your staff proper trade show etiquette and sales techniques.

Stand Up to Playground Bullies = Pick Your Battles

During the trade show process, there will be times when you think something isn't fair, or is too expensive or really inconveniences you. Sometimes, it's because you don't understand the contracts and the flow of how a trade show is put together. When in doubt, just ask for an explanation. You don't have to take "That's the way it is..." for an answer. Find the top level of authority and make your concerns known. A losing battle for the current show includes contracts signed which obligate you to use certain labor pools at certain rates. You can make your views know for next year, but this year it is in stone. On the other hand, if you find a competitor next to you (this happens very rarely as show management is very conscious of this potential squabble), ask that one of you be moved. Make sure your complaints are legitimate. When you pick the right battles, you should win. Otherwise, you're just a whiner or a gossip.

Pick Your Sports = Extracurricular Activities

Trade shows are seldom just a time to set up an exhibit, showcase your products, and leave. Increasingly, trade shows are bracketed by educational sessions, social events, informal networking time and fund-raising. Golf and tennistournaments are becoming fashionable either as a fund-raiser or just social time. Firms will entertain clients during the non-show hours by utilizing a hotel Hospitality Suite or an off-site venue. It's easy to overload your calendar, overfill your glass and plate and think your only job is to have a good time. Wrong! You are your company's representative, so whatever behavior you demonstrate is what people perceive as acceptable by your company. It's best to be on your best behavior.

Pack Your Lunch = Take Care of Yourself

When you're on the road, it's easy to fall into the grab-a-bite routine as you rush through the airport. Or the I-deserve-this- dessert syndrome as you dine alone waiting for the next plane. Too much sugar, too much booze and too much stress take their toll whether you're going to or coming from a show. Experienced business travelers have these words of wisdom -

* Listen to your normal body clock as much possible

* Acknowledge when you need rest

* Drink lots of water and fluids

* Don't drink alcohol when flying

* Maintain an exercise routine, even if it's just walking around the airport

* Wear stylish and comfortable clothes - don't look like you just came from the gym. You will be more quickly accepted and get better service when you dress professionally

* Pack lightly. There are no naked people where you're going - there's always a store

* Have an emergency kit with you. Whether you have a headache, you arrive at the hotel past room service hours, or you feel lonely, take care of yourself. You should take a medicine kit, pocket knife, small flash light, snacks, extra ID and pictures of the family.

Going to school for the first time is scary but then it becomes routine. Keep a little bit of that first-time fear in your trade show routine. It will make you more aware of your surroundings and opportunities.

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars.

In The News:

New features in Sales Cloud aim to help Salesforce customers eliminate some of the busywork  GeekWireAlmost every office job has some level of annoying administrative work involved, but Salesforce thinks that new features added to its flagship Sales Cloud ...
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 ...
Driving Better Sales Performance Through Sales Management  Customer ThinkEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
Sales Manager remanded for allegedly stealing employer's N8.9m  P.M. NewsA Sales Manager with the Inter Stars Synergy Nigeria Ltd, Ajah, Lagos, Kehinde Adetimehin has been arrested and arraigned before a Lagos Magistrate Court ...
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Rapid TV News - ThinkAnalytics beefs up sales management team  Rapid TV News*Content* discovery solution provider ThinkAnalytics has announced the return of Chris Tooke to the management team as senior vice president for new business ...
OmniSci Hires Laura Craig as Vice President of Sales, Americas  PRNewswireSAN FRANCISCO, April 23, 2019 /PRNewswire/ -- OmniSci, the pioneer in GPU-accelerated analytics, today announced the hiring of tech industry veteran ...
5 MarTech takeaways: teams, product management, decentralization, marketing leadership, IT governance  Customer ThinkEvery MarTech conference is always a whirlwind of insights and ideas. It usually takes me a couple of weeks after the event to synthesize what my key ...
GSRX Industries Anticipates Strong 2nd Quarter Sales at Its Six Dispensaries in Puerto Rico and California  GlobeNewswireDORADO, Puerto Rico, April 23, 2019 (GLOBE NEWSWIRE) -- Today, GSRX Industries Inc. (OTCQB: GSRX) (“GSRX” or the “Company”) provided guidance that ...
SurfPrep Sanding appoints 40 Under 40 honoree as sales manager  woodworkingnetwork.comSurfPrep Sanding has named Louis C. Jasso, a Woodworking Network 40 Under 40 honoree, as its national sales and marketing director.
PepsiCo's Management Explains Its Conservative Outlook for the Rest of 2019  Motley FoolLast Wednesday, PepsiCo (NASDAQ:PEP) announced some of the strongest operating results that investors have seen in years. The snack and beverage giant ...
TTF starts industry “affordable” sales management training  Timber Trades JournalThe training across a range of timber-related job roles is starting with three cohorts of delegates on its timber sales management courses on April 24. “The key to ...
Global Carcinoid Syndrome Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsCarcinoid Syndrome Management market report is based on present industry situations, market demands, business strategies utilized by prominent players ...
Former INAP Executive Scott McDonald Joins Infinitely Virtual As VP of Sales and Marketing  PRUndergroundCloud hosting pioneer Infinitely Virtual today announced that it has named longtime IT executive Scott McDonald VP of Sales and Marketing. McDonald, who ...
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Global Retinitis Pigmentosa Treatment & Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsRetinitis Pigmentosa Treatment & Management market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Broadsign’s Latest Acquisition Hopes to Streamline OOH  AdweekAd-tech company Broadsign announced the acquisition of cloud-based platform Ayeda today. The partnership of the two Montreal-based companies promises to ...
Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade  Customer ThinkBy Matt Heinz, President of Heinz Marketing. Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It's live ...
Big Switch Networks Appoints Mitch Breen as Chief Revenue Officer  GlobeNewswireIndustry Veteran to Lead Go-to-Market Efforts in Support of Continued Hypergrowth. SANTA CLARA, Calif., April 23, 2019 (GLOBE NEWSWIRE) -- Big Switch ...
Bluegreen Vacations Honored for Excellence with Three 2019 ARDA Awards  Associated PressPress release *content* from Business Wire. The AP news staff was not involved in its creation.
Enterprise Technology International (ETI) Uses ZINFI Partner Portal to Automate and Integrate Email, Microsite and Social Marketing Campaigns  GlobeNewswireWeb-based partner portal makes it easy to leverage co-brandable, customizable marketing assets from a major global technology vendor to reach new ...
Twitter Q1 flies past estimates with sales of $787M and EPS of $0.25, but MAUs drop to 330M  TechCrunchSocial networking and media platform Twitter today reported its results for the first quarter of the year, and it's a strong one. The company said that revenues ...
Sales Manager - Tock  Built In ChicagoTock is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Two Roads Brewing Company - Virginia Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.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 Virginia ...
Management Buy-Out gives Spotnails new owners  Chris MoonFasteners and tools company Spotnails Ltd has new owners after the Development Bank of Wales supported a management buy-out (MBO) of the business with ...
Digital Sales Manager/Local Sales Manager  TV News CheckWebsite Sinclair Communications, LLC WZTV/WUXP/WNAB. Tracking Code 13005. Job Description Make your mark in Broadcasting and Digital Media. Sinclair ...
The Benefits of Buying an Existing Business  Business.comAcquisition entrepreneurship gives you the opportunity to take over an existing, established business and put your own spin on it. Here are some tips for how to ...
Global Chronic Diseases Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsChronic Diseases Management market report is based on present industry situations, market demands, business strategies utilized by prominent players ...
A "Choppy" Demand Environment Dents W.W. Grainger's Sales Growth  Motley FoolThe industrial supply company booked healthy profits but found it difficult to nudge its top line in the first quarter.
Global Document Management Software Market Research: Key Companies Profile with Sales, Revenue, Price and Competitive Situation Analysis  Industrial JournalismGlobal Document Management Software Market report focus on detailed geographical coverage; providing regional and country wise data in terms of market ...
Global Kidney Stones Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsKidney Stones Management market report is based on present industry situations, market demands, business strategies utilized by prominent players involved ...
Petch Chinabutr appointed MCOT's new chief marketing officer  The NationMCOT Public Co Ltd has appointed Petch Chinabutr to the post of executive vice president, marketing group and chief marketing officer, effective April 1.
Hootsuite Named a Leader in Sales Social Engagement Tools Report by Independent Research Firm  Associated PressPress release *content* from Globe Newswire. The AP news staff was not involved in its creation.
Xactly Unleashed: The Ultimate Sales Performance Management Summit  ForexTV.comInspired by Expansion of Platform and New Vision, Company Reinvents User Conference. SAN JOSE, Calif., April 23, 2019 (GLOBE NEWSWIRE) — Xactly, the ...
Memoire Announces 2 New Team Members - InstoreMag.com  INSTORE MAG(PRESS RELEASE) BOSTON, MA — Memoire is announcing the addition of two industry veterans to its team. Cathy Marsh and Kristen Scheibel have joined the ...
North Bay professionals news: Summit State Bank, Alpha Omega and Notre Vue wineries, and more  North Bay Business JournalNicole Tufly is promoted to controller of Santa Rosa's Summit State Bank. Other news from Alpha Omega, Notre Vue Estate, C. Mondavi & Family, Exit Strategies, ...
New reports unveils more details about POS Software Market by 2025 with top key players Lightspeed, Revel Systems, TouchBistro, AmberPOS, Vend,NCR, GiftLogic, Agiliron, Springboard Retail, POSBANK  Market ReportsPOS software is a significant part of a POS system. It includes automated applications that perform key activities for an establishment. It is widely used for retail ...
Chart Industries - Sales Manager, Central US Territory - Brewbound.com Craft Beer Job Listing  Brewbound.comEnsuring Chart's Success… Chart Industries has an opening for a Sales Manager for our central United States territory. Ideally, the candidate should reside in ...
Regional Sales Manager - Wound Care - South East  PharmaTimesA Regional Sales Manager - Wound Care - South East job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of ...
New Faces: Georgina Parra, Sales Manager at Athens Marriott Hotel  GTP HeadlinesThis week, GTP Headlines introduces Georgina Parra, the sales manager of the Athens Marriott Hotel, located on Syngrou Avenue in the Greek capital.
Global Digital Diabetes Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsDigital Diabetes Management market report is based on present industry situations, market demands, business strategies utilized by prominent players involved ...
Eradicate The “No Time For Sales Coaching” Epidemic: Disruptive New Adaptive Sales Coaching™ Platform Can Be The Key To Unlocking A 35% Increase In Win Rates  GlobeNewswireSalesFuel® COACH uses digital assessments to avoid costly hiring mistakes, help sales managers 10x team performance.
6 Critical Agency Roles (And How to Hire For Them)  Business 2 CommunityAgency roles can be hard to pin down. This guide will help you zero in on the most important roles in an agency and how to hire for them. Agency roles can be ...
Boeing: a typical case of poor change management  Financial TimesAs a software engineer turned sales leader, I do take offence at the letter (April 16) from Alexander P Anthopoulos blaming the sales function for the problem of ...
Product Line Sales Manager - Customer Service Management - ServiceNow  Built In ChicagoServiceNow is hiring for a Product Line Sales Manager - Customer *Service* Management in Chicago. Find more details about the job and how to apply at Built In ...
Mashup of Sales Enablement and Sales Effectiveness  ATDHow can you support sales effectiveness best practices with sales enablement systems to improve your sales productivity.
New Profitable Analytical Report on Customer Relationship Management (CRM) Software Market to 2025 with Global Prominent Players SAP AG (Germany), Salesforce.com (US), Oracle Corporation (US), Adobe Systems Inc. (US), Microsoft Corporation (US)  Investor StrategyCustomer Relationship Management (CRM) software represents an enterprise software type that consists of a wide range of applications as well as software that ...
Sales and Publishing Assistant - London  The BooksellerGRANTA is one of the most respected and dynamic independent literary publishers in the UK, publishing a list of diverse, award-winning books from around the ...
One Ocean Resort appoints new director of sales, marketing  Hotel ManagementDarren Keen was picked to fill the position at the 193-room Atlantic Beach, Fla., property.
Newsmakers: April 23  Reading EagleRKL Kevin Hartman has joined RKL, with offices in Spring Township, as a consultant with its Operations Consulting Practice. With more than three deca.
Dry Soda Inc - National Account Manager - Natural Channel - BevNET.com Beverage Industry Job Listing  BevNET.comNational Account Manager – Natural Channel. We are seeking a highly motivated and dynamic National Account Manager – Natural Channel, to join DRY's ...
Progressive Care Inc. Announces March Sales and Issues Acquisition Update  Associated PressPress release *content* from Globe Newswire. The AP news staff was not involved in its creation.
NGK Spark Plugs (USA) Announces New General Manager Appointments In Sales And Marketing For The Aftermarket  AftermarketNews.com (AMN)NGK Spark Plugs (U.S.A.) has announced the addition of Brian Lesiewicz as general manager of traditional sales and the realignment of Beth Skove to general ...
Artificial Intelligence In Sales: Is It Worth The Investment?  ForbesFor those not yet in on the action, the advantage AI sales enablement can deliver certainly might seem unfair. Yet, the performance-enhancing promise of AI is ...
Automating the Sales Process with Zoom.ai  UC TodayUC Today reports on the latest technology news from around the globe. Read similar Collaboration news to 'Automating the Sales Process with Zoom.ai' here.
General Sales Manager  TV News CheckWebsite Lincoln Broadcasting. KTSF Television GENERAL SALES MANAGER. KTSF serves a growing and vibrant Chinese community. While language skills ...
d&b audiotechnik continues staff expansion in the Americas  Live DesignAsheville, NC 4.23.19—d&b audiotechnik Corporation has announced the appointment of several industry professionals and the promotion of one of the ...
Jon Watson joins SCOTT Sports as UK Sales Manager  CyclingIndustry.NewsSCOTT Sports has appointed a new Sales Manager for the UK, Jon Watson. Watson brings a wealth of industry experience to the role, spanning over 25 years, ...
Nourison Hospitality Appoints Hospitality Sales Manager / Southwest  Furniture World MagazineNourison recenty announced the appointment of Sue Hepler as Hospitality Sales Manager / Southwest for its hospitality business segment. Based in Dallas ...
Global Cerebral Spinal Fluid (CSF) Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsCerebral Spinal Fluid (CSF) Management market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Merkle Releases Its Q1 2019 Digital Marketing Report  Associated PressPress release *content* from Business Wire. The AP news staff was not involved in its creation.
Lookout for price to sales ratio Index: Annaly Capital Management, Inc. (NYSE:NLY), Quest Diagnostics Incorporated (NYSE:DGX)  Stocks EquityAnnaly Capital Management, Inc. (NLY) with the stream of 0.80% also noticed, India Quest Diagnostics Incorporated (DGX) encountered a rapid change of ...
Tripleseat Partners With All-In-One Restaurant Management Software Restaurant365® to Streamline the Event Sales and Planning Process  PR WebNew integration will simplify back-of-house operations, providing restaurants with one dashboard to automatically sync sales data from Tripleseat to ...
Outside Sales Manager  hypepotamus.comSmart-Tek. We are hiring an Atlanta based Sales Manager. Must have professional experience leading a sales team, preferably an outside sales team.
People on the move including Domino's, IAS, Impossible Foods, Wunderman Thompson and more  The DrumThis week has seen another wave of appointments and departures at brands, media owners and agencies. The Drum has rounded up the key moves from the ...
Global IT Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on IT Management Software. For purchase inquiry and free sample pages email us at: ...
Global Integrated Operating Room Management System Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on Integrated Operating Room Management System. For purchase inquiry and free sample ...
Global Thermal Management Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on Thermal Management. For purchase inquiry and free sample pages email us at: ...
Chelsea Building Products Names Craig Matter Regional Sales Manager for the Southeast  ThomasNet NewsWelcome to Thomas Insights — every day, we publish the latest news and analysis to keep our readers up to date on what's happening in industry. Sign up here ...
Business Development Manager - ShipBob  Built In ChicagoShipBob is hiring for a Business Development Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Beverly Hills SLS Hotel names new director of sales, marketing  Hotel ManagementSLS Hotel, a Luxury Collection Hotel, Beverly Hills has welcomed Jake Megrikian as its new director of sales and marketing. Photo credit: SLS Hotels.
Sales Manager (Retail & Facilities Management)  OilVoiceSales Manager - Retail & Facilities Management Looking for an experienced Sales Manager/Business Development Manager for an international manufacturing ...
HALO Branded Solutions Hires Sales System Product Manager  Promo MarketingHALO Branded Solutions, Sterling, Ill., announced the addition of industry veteran Dustin Wicks to the company's management team as system product ...
Sales Opportunity Qualification or Quali”fiction”?  Business 2 CommunityAccurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales environments. In the absence of an ...
ZINFI Partner Marketing Concierge Helps 360 Profit Masters Refine Its Marketing Workflow and Generate Promising New Leads  GlobeNewswireConcierge Provides Timely Assistance and Advice on Using Partner Portal Technology to Automate Processes, Fine-Tune Messaging. PLEASANTON, Calif.
Post Meridiem Spirit Company - Brand Sales Manager - Atlanta - BevNET.com Beverage Industry Job Listing  BevNET.comBrand Sales Manager - Atlanta - Post Meridiem Spirit Company. Full Time. Salary + Bonus. Are you a Brand Manager or proven Brand Ambassador in the ...
ChyronHego Bolsters North American Sales Team With Four New Hires  Sports Video GroupSignaling solid and continued growth in its Americas broadcast division, ChyronHego announced the appointment of Gregoire Rouyer as regional sales ...
Sailing Yacht Sales Manager-Beneteau Americas  Trade Only TodayReporting to President Beneteau Americas. Coordinate sailing yachts activities with sales staff and marketing, establish and maintain sailing yachts dealer.
Marketing Campaign Manager - Compeat  Built In AustinCompeat is hiring for a Marketing Campaign Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Urolithiasis Management Devices Market 2018 Sales, Business Opportunities, Proctuion, Regional Analysis 2026  Forex TribuneUrolithiasis Management Devices market top level players are analyzed in report based on current and future development status, and Urolithiasis Management ...
21 Job Openings In Gaithersburg  Gaithersburg, MD PatchLeidos, The Restaurant Zone, Ashley HomeStore, Luna, Fitzgerald Auto Mall; Gaithersburg Patch Jobs Board has more openings.
Top 7 Sales Enablement Best Practices  Business 2 CommunityThis can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the ...
How to Set Sales and Marketing Goals  Business 2 CommunityFor sales and marketing teams, setting goals is not just a habitual exercise—it's a foundation for how these teams will execute in the next month, quarter, and ...
Global SaaS-Based Expense Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsWe have recently published 7ᵗʰ Edition market research report on SaaS-Based Expense Management Software. For purchase inquiry and free sample pages ...
Global Advanced Wound Management Technologies Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsAdvanced Wound Management Technologies market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Changing The Questions: Manager’s Version  Business 2 CommunityI wrote, Changing The Questions, discussing how our questioning strategies tend to serve us, not help the customer think about their situations, what they are ...
3 Things to Look Out for When United Technologies Reports Earnings  The Motley FoolThe investment case for buying United Technologies (NYSE:UTX) stock has long been that the sum of the parts of its businesses was at a significant discount to ...
Investing in personalization pays off in customer service  Customer ThinkCompanies today are on the hunt for as much information about their customers as they can collect. That information provides insight that can be used to ...
Lead Conversion Tips to Maximize Your Sales Team Performance  Business 2 CommunityGenerating and increasing leads is only part of the equation when it comes to growing your revenue. To achieve your sales objectives, you have to convert the ...
Wings Travel Management expands global sales and account management team  Travel Daily News InternationalWings Travel Management has expanded its global sales and account management team with three new appointments at its offices in London, Aberdeen and ...
A Modern Approach to an Old Sales Methodology  Business 2 CommunityIn the early 90's Microsoft was facing fierce competition in the operating system (OS) market. Included among the gathering storm of competition was a company ...
Inside The Huddle: Membership Programs with Aaron Lampkin  Front Office SportsIn the buildup to Front Office Sports' Ticketing Huddle at the Oakland-Alameda County Coliseum on May 10, we're introducing you to the huddle leaders who will ...
NBT Bank promotes Armstrong to Southern New York territory manager  The Central New York Business JournalJEFFREY ARMSTRONG has been promoted to Southern New York territory manager at NBT Bank. The area he will manage includes Broome, Chenango, ...
Effective performance evaluations  New Hampshire Business ReviewMost salespeople and their managers know that performance is ultimately determined by sales results, but taking the time to conduct a thorough performance ...
Want Better Leads? Get Sales and Marketing on the Same Page  Business 2 CommunityAre your Sales and Marketing teams still operating in silos? The stereotype of Sales and Marketing behaving like rival siblings fighting over your sales pipeline is ...
PPG Reports First Quarter 2019 Financial Results  Industrial DistributionPPG reports first quarter 2019 net sales of approximately $3.6 billion, down about 4 percent versus the prior year. Net sales in constant currencies were flat with ...
7 Sales Prospecting Tips and Tricks to Share With Your Team  Business 2 CommunityWe all know that the rise of the internet has changed the way people do business in about a million different ways. It has changed the way that buyers buy, and ...
How to make content marketing work - practical tips for success  DiginomicaSome guidance on effective *content* marketing from a long-time practitioner, Sarah Bottorff, VP of Marketing at FastSpring.
Accenture: In A League Of Its Own  Seeking AlphaAccenture represents a play on outsourced strategy and technology services. While large scale outsourcing firms have grown into becoming major consulting ...
Happier Clients in 2 Words? Why to Start Using “Clients Typically…”  Business 2 CommunityWant to quickly upgrade your client expectations management? Start saying “Clients typically…” For example: “Our clients typically invest between $X and $Y to ...

Raise Concern About Sales Competition, Not About Yourself

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

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

Baditude!

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

Change in Sales Organizations Starts with Me

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

Sacking Clients: Brand Power Wheel

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

Sales Tactics to Beat Your Competition

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

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

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

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

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

4 Marketing Myths Threaten Your Sales

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

The Top 5 Issues Facing VPs of Sales

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

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

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

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... 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

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

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Your Extended Shadow And Successful Sales Management

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

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

Transforming Your Sales Force by Creating Specific Expectations

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

Beyond the Golden Rule

There are several types and sub types of people in... Read More