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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
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
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
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
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
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
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
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
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
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
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When your product is market ready and has a good... Read More
I have searched for a new way to increase the... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
Where is our success? Although there have been improvements, over... Read More
There's a new year beginning now - the school year.... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Maximizing account penetration is one of the most critical functions... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
I recently attended the monthly Italian language Meetup here in... Read More
Is lack of sales results, more sales training costs, months... Read More
Question: What do the following have in common?- I spend... Read More
Trust.One word.One very powerful word that can increase both first... Read More
Here's the scene. You're at the trade show, having a... Read More
Sales forecasting is the process of organizing and analysing information... Read More
Small to medium companies that want to increase sales or... Read More
For many years as a sales manager, I would only... Read More
I just finished a phone call with a potential client... Read More
It is very easy to fall into a trap with... Read More
I just got off the phone with Susan. She is... Read More
In a small midwestern town, the local high school of... Read More
The way we do business has changed dramatically over the... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
One marketing technique may work wonders for someone, but that... Read More
Help your organization grow by assessing the right indicators in... Read More
Compounding the problem are two myths regarding measures of competency... Read More
I have received a number of requests for advice from... Read More
The best way to get a new customer is to... Read More
If you want to maximize your sales performance, take a... Read More
You may have heard about the "summer slowdown". You may... Read More
An effective way to increase your profits and sales is... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
If your letter writing and phone calls have all failed... Read More
What are you and your company's services and products worth... Read More
"(Howard) Hughes never learned how to convert his knowledge to... Read More
Bill Borders stepped up onto the podium. He had just... Read More
In the 30-plus years I spent working in advertising and... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
That we live in a time of relentless and pervasive... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
No matter what you do, it seems, your employees do... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
Business can be like war sometimes.You may have to fight... Read More
These 4 marketing myths can cause you to lose sales... Read More
The way we do business has changed dramatically over the... Read More
Many people believe that the main reason for representatives leaving... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
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