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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Sales Management Changes At WHDH-WLVI
TV News Check
Following the promotion of Jim Rogers from director of sales at Sunbeam Television's WHDH (independent) and WLVI (CW) in Boston (DMA 10) to general manager earlier this week, sales management changes were announced today that will be effective July 1 ...

and more »

Front Row Solutions Recommended as a Top Sales Enablement Partner by Selling Power Magazine
PR Newswire (press release)
Commented Etien D'Hollander, President of Front Row Solutions: "We are pleased that Selling Power has recommended Front Row Solutions as an elite sales enablement partner. We take pride in being part of the solution that today's sales organizations ...

and more »

The Globe and Mail

Scotiabank fined for excessive spending in mutual fund sales practices
The Globe and Mail
The Bank of Nova Scotia's asset management division, 1832 Asset Management L.P., is the second investment fund manager to be fined this month for excessive spending in its mutual fund sales practices. The fund manager has agreed to pay an $800,000 ...
OSC hands out $800000 penalty to 1832 for sales practicesAdvisor.ca
Scotiabank fund manager to pay $800000 fine in OSC dealToronto Star

all 3 news articles »

GM earnings are likely to show a profit decline amid flagging sales and higher costs
MarketWatch
GM recently announced a switch to reporting sales quarterly rather than monthly, and some analysts may have lingering questions about the move, Argus's Selesky said. By going with quarterly reports, GM has said, the company avoids wild swings in share ...


AV Magazine

Lawo appoints Craig Newbury to UK&I management role
AV Magazine
Newbury joins Lawo as director of sales and operations in the UK and Ireland, having previously worked as vice president of sales and marketing at Wohler.
Lawo appoints Craig Newbury director of sales and operations for ...PSNEurope

all 1 news articles »

Sales Management Jobs In LA, TX
TV News Check
Sales Management Jobs In LA, TX. TVNewsCheck, April 18, 2018 5:44 AM EDT. Hearst NBC affiliate WDSU New Orleans has an opening for a local sales manager. Tegna's KIII Corpus Christi, Texas, is also looking for a local sales manager. To see all job ...


Leaving Town: The firm's head of international sales bails after closure of resales, leasing
The Real Deal
That year, she was moved to a sales management position amid a shakeup of Elliman's rental division. At Town, Serifovic was director of international sales, corporate and relocation services. During her 10 months at the firm, Town formed partnerships ...


Entry Level Sales Operations Analyst
Built In Austin
Provide analytic support to Manager of Sales Operations; Manage CRM data integrity and continued hygiene; Develop best practices that align sales data quality with company initiatives; Work with sales management to utilize data for territory planning ...


SalesChoice Inc. recognised among “The 10 Best Performing Sales Management Solution Providers 2018”
PR Urgent (press release)
The feature goes on to talk about SalesChoice Inc. being Canada's first and one of the most prominent Cognitive Sciences SaaS Company using AI in B2B sales to have proven the importance of Artificial Intelligence in guided selling and augmented sales ...


The Globe and Mail

Streetwise newsletter: Scotiabank's mutual fund sales practices; CPPIB's leadership shuffle
The Globe and Mail
Here are the top reads,. Story continues below advertisement. Regulators: The Bank of Nova Scotia's asset management division, 1832 Asset Management L.P., is the second investment fund manager to be fined this month for excessive spending in its mutual ...

and more »
Google News
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The Spirit Of Change

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

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... 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

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Five Steps to Maximize Success in Targeting For Growth

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

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Retail Operations - Effective Branch Manager Support and Guidance

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

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... 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

Book of Lists Marketing for Pressure Washing Companies

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

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Speed-up Your Sales Cycle

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

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More