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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:

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ATD
How to Disrupt Sales Management Through Adaptive Sales Coaching
ATD
The good news is sales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching. This coaching process employs two proven learning methods: adaptive learning and microlearning. Using this ...

Customer Think
The Elephant In The Room, Sales Talent Management
Customer Think
Ask any sales manager or executive their number one challenge in the future, it's likely they will say, “Making our numbers….” That's the perennial answer that inspires a response like, “Wow, how inspired, why didn't I think of that?” Only a handful ...

Customer Think
Sales And Sales Management Is Broken
Customer Think
I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to download and study it. It's filled with fascinating analysis, each chart presents huge ...

MarTech Series
Do Enterprises Undermine the Sales Potential of Content Management Systems?
MarTech Series
This saves a lot of time and effort as individuals responsible for enterprise content do not have to build systems from scratch for content management. Every business today wants a footprint over the internet. Business trends have shifted to lightning ...

RisMedia.com (press release)
9 Characteristics of Top-Performing Sales Managers
RisMedia.com (press release)
I'm often asked by brokerages to help consult and coach their management teams to improve performance—and predominantly the sales managers'. A high-performing manager increases revenue and marketshare, recruits, creates adoption of core services ...

BevNET.com
Regional Sales Manager
BevNET.com
The Eastern Regional Sales Manager is a full-time, salaried position and will manage wholesale, retail, and on-premise accounts in our east coast territory, currently comprised largely of the following states: SC, GA, FL, TN, LA, TX, DC, and NY. The ...

Customer Think
Thinking About Sales Performance — That Is Sales Management Incompetence
Customer Think
I'm a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. The very first set of data, in a packed ...

WealthManagement.com
The Four Rules of Ultimate Sales Questions
WealthManagement.com
With ultimate sales questions, the idea is to ask a question that causes another person to feel uncomfortable as it hits an emotional nerve and triggers a negative internal response. Mastery of this process is what allows rainmakers to position ...

The Oakland Press
Bingham Farms app firm names VP of Sales
The Oakland Press
Anne Clark was named vice president of sales at jācapps, a mobile application development firm in Bingham Farms. Clark previously served at Cengage Learning in a similar position, where she managed $105 million in annual revenue, according to a press ...

Customer Think
Sales pipeline management: let's stop confusing progress with probability
Customer Think
Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing). Even ...

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