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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:

The Art, Science + Engineering of Sales Management Customer ThinkI recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance ...

Effective Sales Management Is Emotion Management Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.

Boosting Sales Management Techniques with an Intelligent CRM CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...

Farmers Taps Fatobene for Mortgage Sales Management businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...

Sales Manager - ReviewTrackers Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.

Build a Sales Management Process That Works in 4 Steps Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...

5 Essential Tips for Developing a Sales and Marketing Alignment Plan Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...

Michelin names UK sales manager for services & solutions - European Rubber Journal European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.

The Qualities of Top Sales Managers Customer ThinkNo matter how good salespeople in a company's department are good at their jobs, they still need someone to guide them. This is not an easy job, as the person ...

Weibo's Q1 Was All Right, but Ad Sales Are Slowing Down in Q2 The Motley FoolThe so-called Twitter of China posted solid first-quarter results, but management expects slower sales growth in the next quarter.

Sales management strategies for strong SDR team leads Business MattersBusiness MattersSales management is an aspect of management strategy which focuses on is focused on the real world use of marketing principles and converting this theory ...

GlaxoSmithKline revamps incentives for sales representatives Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...

Profile Products names Ken Fisher national sales manager for horticulture Nursery ManagementFisher brings nearly 30 years of experience in the commercial and consumer horticulture industry to the position.

Lakeshore Beverage - General Sales Manager - BevNET.com Beverage Industry Job Listing BevNET.comLakeshore Beverage is a Chicagoland beverage distributor that's deeply passionate about beer, cider and wine. Currently, we are seeking a General Sales ...

10 questions to consider when choosing a sales training provider Training JournalLooking for a good sales trainer? These tips from Mike Schultz should help.

Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium-sized business Virtual-Strategy Magazine(1888PressRelease) May 25, 2019 - Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium sized business. The.

Shaka Tea - Area Sales Manager (NorCal & SoCal) - BevNET.com Beverage Industry Job Listing BevNET.comShaka Tea is hiring immediately for TWO dynamite Area Sales Managers - one for NorCal and one for SoCal. Our Area Sales Managers must be high energy, ...

Win Systems reinforces its sales team in Europe with two additional luxury signings CalvinAyre.comWin Systems has announced the incorporation of Radka Alekova and Nevena Aleksieva to its sales team, confirming the company's great growth expectations.

Retirement Industry People Moves Planadviser.comVoya Financial hires sales head for West Coat team; Lincoln Financial adds to RPS business with new members; MassMutual appoints DCIO sales leader; and ...

Thordon appoints Neil Cooper as VP Sales Marine LogBurlington, Ontario, headquartered Thordon Bearings has appointed Neil Cooper as Vice-President, Sales, with the mandate to build on the company's leading ...

Management team for Cromlix joins forces with London-based sales firm Boutique HotelierICMI, the management team behind hotels including Inverlochy Castle and Cromlix, is joining forces with London-based hotel sales and marketing firm JG ...

Account Executive job with Houghton Mifflin Harcourt | 397502 mediabistro.comPurpose of the Role: Through effective relationships, the Account Executive is accountable for providing educational *content* solutions that meet the needs of ...

How the Social Solutions sales team is helping nonprofits do more good — one sale at a time Built In AustinNot sure how nonprofits work? Ask a Social Solutions salesperson — they'll be able to tell you everything you'd ever want to know. We caught up with members ...

Hibbett Reports First Quarter Results Business WireHibbett Sports, Inc. (NASDAQ/GS: HIBB), a leading athletic-inspired fashion retailer, today provided the following business updates: First Quarter Res.

Sales Director - North America hypepotamus.comWebsite tyk_io Tyk. Cutting-edge software company specializing in API Management. Sales Director North America (based in Atlanta, GA). The Challenge

Regional Sales Manager - Perth Metro www.miningnews.netThe client. A true national success story, this organisation is a market leader across its segments in the rental of a diverse range of industrial equipment including ...

Collective Arts Brewing - National Key Account Manager - Brewbound.com Craft Beer Job Listing Brewbound.comCollective Arts Brewing is a grassroots craft brewery fusing the creativity of brewing with the inspired talents of emerging artists and musicians. Collective Arts is ...

Target (TGT) Q1 Earnings & Sales Surpass Estimates, Stock Up Yahoo FinanceShares of Target Corporation TGT are up roughly 7% during the pre-market trading hours following impressive first-quarter fiscal 2019 performance and an ...

AlliedFlex Technologies appoints regional sales manager Packaging WorldAlliedFlex Technologies, Inc. announced that Scott Graves joined its sales team as Western Regional Sales Manager.

Lumber Liquidators Should Forget Margins And Focus On Comp Sales Seeking AlphaLumber Liquidators' management has focused on increasing margins, but failed to show results. The company has been unable to leverage sales to offset costs, ...

Eldon Henry named Latin America Sales Manager for CI & Security Channels at Nortek SecurityInfoWatchThe newly created position will support distributors throughout Latin America and develop business growth in the region.

Sexual harassment victory for sales manager 'repeatedly asked to massage boss' People Management MagazineTribunal points to HR's failure to investigate claims of 'inappropriate' behaviour during trip to trade show. A sales manager has won a claim for sexual ...

SubioMed™ Announces Management Team Appointments GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...

What Makes A Sales Team Work? Teamwork ForbesHow can your organization use teamwork to help your team achieve more?

Sumitomo (SHI) Demag restructures German sales team EPPMSumitomo (SHI) Demag Plastics Machinery GmbH has announced a new sales management team in Germany, announcing Armin Distler as Director.

Management accounting and sales: partners or foes? INTHEBLACKExperts say there's more than one way to improve the connection between the accounting and sales teams within an organisation. However it's done, it's vitally ...

3 appointments in sales, marketing Hotel ManagementThe Ben, Autograph Collection; the Garden Court Hotel; and The Ritz-Carlton Residences, Waikiki Beach have made new sales and marketing appointments.

RECRUITING: Commercial Sales Executive - News Wycombe Wanderers FCWycombe Wanderers Football Club are seeking a Commercial Sales Executive to join the team.

Micromanagers in the making? Why salespeople struggle to lead Forbes IndiaWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift.

Properly Manage Internal Expectations Business 2 CommunityAlmost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts ...

5 appointments in sales, marketing Hotel ManagementFour hotels, as well as Hard Rock International, have made new sales and marketing appointments.

Decibel Builds Integration with Adobe Audience Manager MarTech SeriesDecibel, a leader in digital experience intelligence for enterprise businesses, announced at Adobe Summit EMEA a new integration with the Adobe Experience ...

Genetec Makes New Strategic Appointments in Europe Security TodayCompany taps Francesco Serra as European VP of Sales, Georges Tannous takes on new position as Director of Europe, Middle East and Africa Marketing, and ...

6 Pipeline Reports That Will Help You Optimize the Sales Funnel Business 2 CommunityTop salespeople have a reputation for being adrenaline junkies. After all, what is more high stakes than a 10-minute sales call that could land a million dollar, ...

Target and Its Peers Continue to Boost Sales Market RealistTarget (TGT) posted better-than-expected sales for the first quarter of fiscal 2019. Improved sales across core merchandise categories and higher comps in both ...

Take-Two Interactive Looks Beyond "Red Dead Redemption 2" Motley FoolHere's how management sees the next fiscal year playing out.

Why A Marketing Mind Is Better Than A Sales Script? Business 2 CommunityIn business, in order for me to teach in my blogs, podcasts, masterminds, and all the things I do, I have to continue to learn, which means I have to invest time in ...

PCO Territory Sales Manager - PA/VA OilVoiceThe Territory Sales Manager will sell, grow and support all Castrol PCO business in assigned geography through our distributor network and direct accounts. ...

Press Release: Sales management success is not guesswork – results are measurable & manageable says Rob Macpherson PRWireSuccess in sales doesn't just happen – it occurs as the result of adherence to the sales management process that unfortunately is an underappreciated ...

Beating The Competition! Business 2 CommunityWe are obsessed with our competitors. We develop all sorts of *content* and presentations focusing on our differentiation and why the customer should choose us ...

SIU's College of Business recognizes those who are successful in business and life SIU NewsCARBONDALE, Ill. — Two special presentations took place recently as Southern Illinois University Carbondale's College of Business presented awards to ...

Agrisel Names Tim Martel Vice President of Sales and Marketing agprofessional.comPrior to joining Agrisel, Martel served as Regional Sales Manager at Helm Agro for the last seven plus years.

The Secret Sauce for SaaS Growth in the Product-Led Era Business 2 CommunityWhat's the secret recipe that creates successful solutions such as Slack, Zendesk, and Drift? In the product-led era, the immediate answer would be “a great ...

How to Stop Selling and Start Serving Business 2 CommunityI want to share a story with you all that I think will feel all too familiar. I was browsing for a mobile phone last week in a small store full of new models and devices.

Trusted Media Brands Taps Marketing and Sales Leadership | People on the Move - Folio: Folio MagazinePride Media's CEO steps down, The Advocate's parent company refreshes its C-suite, ALM names new editorial talent and more.

Top 10 Procurement Professionals Supply Chain Digital - Supply Chain News, Magazine and WebsiteSupply Chain Digital ranks the top 10 procurement professionals in the world, according to the CIPS Procurement Power List 2018.

Manager of Sales Engineering - LogicMonitor Built In AustinLogicMonitor is hiring for a Manager of Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.

Sales Enablement Manager - Personify Built In AustinPersonify is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.

Sales Operations Manager - Datical Built In AustinDatical is hiring for a Sales Operations Manager in Austin. Find more details about the job and how to apply at Built In Austin.

5 Critical Sales Questions You’re Not Asking Your Leads (But Should) Business 2 CommunityA study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer's point of view, the ...

Supreme Court Could Soon Consider Several ERISA Cases Planadviser.comIn recent months, writs of certiorari have been filed with the Supreme Court in four cases involving tax qualified defined contribution plans.

Sales Development Representative Manager hypepotamus.comWebsite flocksafety Flock Safety. Help us eliminate non-violent crime, one community at a time. Are you excited about eliminating non-violent crime and ...

Here are South Florida’s top industrial sales in April The Real DealA billionaire hotelier based in the Bahamas has turned his sights to Miami, paying $26.4 million for an assemblage in Wynwood with plans for a mixed-use ...

BioWorks names Ted McDonald director of sales Greenhouse ManagementMcDonald will be responsible for managing the BioWorks Biological Products sales organization and growing the BioWorks family.

Inside Sales Manager - Championship Management SportsBusiness DailyWe presently have an opportunity for an Inside Sales Manager within our Championship Management department. This position is responsible for maximizing ...

Changing “Sales Habits” Customer ThinkWe know how difficult it is to change our personal habits. For example, at the start of every new year, we make a resolution to lose weight and get fit. We may go ...

3 Outbound Sales Strategies for Better Response Rates Business 2 CommunityIt is given that getting new leads and growing sales takes time. These are completely understandable, especially for new businesses just starting out. However ...

Sales Lessons From the 9 Most Successful Shark Tank Deals Business 2 CommunityShark Tank, a popular American reality television series on ABC, started its 10th season in October 2018. The focus of the program is the initial pitch made by ...

Why Time Counts in the Sales Process [Research-Backed] Business 2 CommunityIn fact, wait any longer than 5 minutes and you will see an average decrease of 80% in lead qualification. When it comes to sales, time counts. This is what ...

Building Intent Data into Your Sales Enablement Process Business 2 CommunityThere are plenty of challenges working against your hopes of contributing to the sales pipeline. Companies that are in-market to buy your products aren't ...

Oncology Sales Manager PharmaTimesSales Manager - Oncology - South England. Star is recruiting for an Oncology Sales Manager! Our client is a global pharmaceutical company with a simple ...

Katy Furnas joins Emerald Coast Growers sales team Greenhouse ManagementEmerald Coast Growers has expanded its sales team with the addition of Katy Furnas, an experienced professional with more than a decade in the horticulture ...

Great Selling is “Habit Forming!” Business 2 CommunityI'm sure you've experienced something that gives you a “rush.” It's when, all of a sudden, everything just falls into place, everything is working as it should, ...

Why New Sales Managers Need More Training Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.

A World With No Sales Prospects Business 2 CommunityImagine waking up one morning, the owner of a small, but growing ad agency, and finding out your entire client base just fired you within the last hour. And just ...

Mereté Hotel Management Selects Jacob Youngblood for Regional Director of Sales Position in the Eugene/Springfield Area Hotel News ResourceMereté Hotel Management has selected Jacob Youngblood for Regional Director of Sales in the Eugene/Springfield Area. Youngblood will oversee the sales ...

ZINFI Launches Advanced Partner Relationship Management Tools That Can Reduce Configuration and Maintenance Costs by 90% GlobeNewswireZINFI's Partner Relationship Management Platform Has Expanded Significantly, and Now Includes a Set of Advanced Do-It-Yourself Tools for Portal ...

Five Ways Managers Can Grow an Efficient Customer Support Team Customer ThinkToday's businesses are completely customer driven. Superior customer *service* is a main factor that helps to elevate an organization beyond its competitors.

Manager, Corporate Sales - CrowdStrike Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales in Austin. Find more details about the job and how to apply at Built In Austin.

B2B Sales Writer - (Remote Friendly) job with Marc Waring Ventures LLC | 396612 mediabistro.comYour Job in a Nutshell: You will be our resident expert in B2B and consultative selling, including topics such as sales tools (like CRMs), sales strategies, sales ...

The Secrets of Great Sales Follow-Through Business 2 CommunityAs a kid learning to play basketball, my coach never focused on the importance of the approach to the layup but, rather, the follow-through. A great scorer in ...

Spruce Point Capital Releases A Strong Sell Research Opinion On Verint Systems Inc. (Nasdaq: VRNT) PRNewswireNEW YORK, May 23, 2019 /PRNewswire/ -- Report entitled "A Short Cloud Call" outlines how Verint faces 60-70% downside risk to approximately $17.00 to ...

10 Important Skills and Traits Your Social Media Manager Will Need Business 2 CommunityA decade ago, the role of a social media manager might not have even existed. Today, however, almost every company is involved in social media one way or ...

API Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis The Market Research NewsAPI Management Software market report is based on present industry situations, market demands, business strategies utilized by prominent players involved in ...

“Customer Propensity To Buy” Business 2 CommunityFor those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It's been around for ...

ValueSelling Associates Selected as a Top 20 Sales Training Company on Selling Power's 2019 List featuring the “Best of the Best” GlobeNewswireRANCHO SANTA FE, Calif., May 10, 2019 (GLOBE NEWSWIRE) -- Today, ValueSelling Associates, Inc. announced it has been included on Selling Power's ...

Mitsubishi Chemical Advanced Materials Announces Strategic Realignment of Key Leadership Roles for 2019 Commercial Team Yahoo FinanceMitsubishi Chemical Advanced Materials, the global leader of high- performance engineering plastic and polymer innovations, has announced the strategic ...

Stool Management Systems Sales Market Outlook, Opportunity And Demand Analysis, Forecast 2019-2025 Amazing NewspaperThe study of the Stool Management Systems market by Stats and Reports provides the market size information and market trends along with factors and ...

Decathlon showrooms give Nike, Puma, Adidas the jitters in India QuartzNikhil Deshpande is a huge football fan and even plays seven-a-side matches every week. But that didn't prepare him for what a sportswear store did to sweep ...

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 ...

ZINFI Partner Portal Helps E-Contact Generate Awareness of Genesys Solutions in Latin America GlobeNewswireWeb-based portal provides Genesys partners with ready-to-use, co-brandable, customizable campaigns and other marketing assets to automate email blasts ...

Hiring a Sales Rep: Best Practices For Interviewing Candidates Business 2 CommunityThe interview process leaves a distinct impression on candidates — whether good or bad. No matter what happens, candidates will evaluate your company ...

People in Business: Timothy P. Garstka named Eastern States Exposition Director of Sales MassLive.comWest Springfield - Eastern States Exposition announces that Timothy P. Garstka, of East Longmeadow, Mass., has joined ESE and will serve as the ...

Rich Zabel Joins Riedel as Vice President of Sales for North America Broadcasting & CableBURBANK, Calif. — May 10, 2019 — Reflecting Riedel Communications' rapidly growing presence in the U.S. and Canada, the company has appointed ...

Do We Know How To Do “Needs Discovery/Analysis?” Business 2 CommunityMy good friend, Brian MacIver, reminded me of the struggle sales people have in doing “Needs Analysis.” I suspect there are a lot of reasons. Much is simply the ...

Riedel Communications Names Rich Zabel as VP of Sales in North America Sports Video GroupReflecting Riedel Communications rapidly growing presence in the U.S. and Canada, the company has appointed industry veteran Rich Zabel as Vice ...

5 Tips to Speed up Sales Onboarding without Sacrificing Quality Business 2 CommunityA pipeline full of high-quality leads is great, but you can't close them without skilled sales reps who know what they're doing. So, when you do find a skilled rep, ...

Stereotaxis: Well Positioned To Become 'Intuitive Surgical Of Endovascular Surgery' With Genesis Launch And Proprietary Catheter Development Seeking AlphaUnveiling of Innovation Plan at HRS details path to over $60 million in annual sales, or double current levels, from existing customer base alone. Company's ...

What is the Best Ecommerce Platform For Small Business? Business 2 CommunityStruggling to figure out the best Ecommerce platform for small business? Here's a complete guide to discovering the best Ecommerce platforms!

Director of Sales - WHBQ TV News CheckWebsite Cox Media Group / WHBQ. The Director of Sales is responsible for managing the sales strategies of a multiple media portfolio. Leading a team of sales ...

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