Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's not ringing. Let's blame marketing!If you join this band wagon to rationalize your poor sales results, you need to step up and take responsibility for your own fate. It's amazing how often sales teams play the victim here. They blame... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments. In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank. If yours is a home-based or a brand-new... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.Myth 1: People Always Buy Where They Get the Cheapest PriceIf this... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and... Read More

In The News:


Patch.com

Jobs in the Milwaukee Area: Cemetery Sales Manager, Operations Manager, Bilingual Sales Professional, More
Patch.com
MILWAUKEE, WI — Businesses across the region are looking for new employees and we've partnered with Zip Recruiter to fill our searchable jobs board. Here are recent job postings in Milwaukee area. Click on the job title for complete ...

and more »

woodworkingnetwork.com

Arauco names national sales manager for thermally fused laminate
woodworkingnetwork.com
Verzino's new role begins May 1. He will report directly to Kevin Shotbolt, the Vice President, Sales and Marketing who is based in Markham, Ontario. Recent appointments by Shotbolt include Phil Pierot to national particleboard sales manager; and Al ...


GRANTS: Sales Manager - Maroochydore - Radio Today : Radio ...
Radio Today (Aust & NZ)
Do you already have great Media Sales Management experience and a proven 'in market' record. Are you driven to achieve and have what it takes to grow an ...

and more »

Sales: National Sales Manager
WCTI12.com
WCTI NewsChannel 12 (ABC) and Fox Eastern Carolina are seeking a National Sales Manager. The National Sales Manager will negotiate with rep firms and/or agencies to maximize national sales. Will prepare and review proposals, promotional plans, ...


ATD (blog)

How Do You Measure Sales Management?
ATD (blog)
I've worked in many organizations where sales manager performance was not really in focus. While their sellers were studied with great interest, the managers were a performance measurement afterthought. And when the sales managers were evaluated, ...


Entrepreneur

3 Ways to Integrate Traffic Analytics Into Your Sales Management Platform
Entrepreneur
Sales management is a priority for most businesses. We all strive for more sales, and the key to more sales involves setting up a productive sales management process. By utilizing all kinds of analytics reports, you can improve your sales process ...


The Global Sales Management Balancing Act
Business 2 Community
They are 8,400 miles and 13 time zones apart. And the business customs are very different in California and India. Needless to say, it's a global sales management balancing act. Palo Alto wants control. The Mumbai team wants flexibility and autonomy.


Group Sales manager – Broadcast + Digital
B&T
Our client is interested in meeting senior candidates that have significant experience in the Broadcast/Digital and content space , excellent management experience , a skilled networker who has developed a strong commercial acumen. You are most likely ...


Accomplished local broadcast and sales management executive returns to Topeka to lead media group
KSNT
Mr. Raff brings to his new role over three decades of broadcasting experience with expertise in station and sales management, local news programming, digital content development and strategic planning across multiple media platforms. He most recently ...


Weichert, Realtors launches Sales Leadership Certification Program ...
Greater Media Newspapers
Over 60 Weichert, Realtors sales managers took their leadership skills to a higher level by successfully completing Weichert, Realtors' newly launched Sales ...

and more »
Google News
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Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

How to Organize a Seminar or an Event

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

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

Sales & Marketing Plan Strategies

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

Transforming Your Sales Force by Creating Specific Expectations

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

Offer Package Deals To Increase Profits And Sales

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

8 Line Items of a Trade Show Budget

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

The Top 5 Issues Facing VPs of Sales

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

How Do I Manage Workplace Conflict?

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

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Energize Your Organization

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

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... 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

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

3 Secrets That Set The Context For Sales Success

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

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

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

Snuff Out the Competition Without Leaving a Mark!

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

4 Marketing Myths Threaten Your Sales

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