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:

Sales Manager  Charlotte Agenda
What Is a Customer Success Manager?  Harvard Business Review
6 Signs It's Time for CRM  Business 2 Community
Sales Management Intensive with Dr. Jim Weber  Farm Equipment Publication
Channel Sales Manager - Ascent  Built In Chicago
Being Mentored and Mentoring  Business 2 Community
Inside Sales Manager - Grubhub  Built In Chicago
Edale Adds New UK & Ireland Sales Manager  Label & Narrow Web Magazine
Sales Perfection is Impossible!  Business 2 Community
2019 Review of Sales Tax Systems  CPAPracticeAdvisor.com
Where in the World is my Prospect?  Business 2 Community
PetGuard Partners with Central Pet  Pet Business Magazine
Karla Edwards  Jackson Free Press
BMAT - LATAM Regional Sales Manager (ES)  Music Business Worldwide
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Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge 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

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

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

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Sales Forecasting For New Businesses

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

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how 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

How to Improve Your Management Procedures Usability

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

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... 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

Speed-up Your Sales Cycle

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

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

How to Organize a Seminar or an Event

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

5 Secrets to Managing Your Sales Manager Productively

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

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Beyond the Golden Rule

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

Franchise Sales; Recruiting of Laid Off Employees

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

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More