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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Facility Executive Magazine

WeSuite 5.0 Sales Management Software
Facility Executive Magazine
WeSuite, a sales management software solution, is purpose built for technology product and service providers. Designed for sales teams of two to two thousand, it streamlines workflow; simplifies the creation of estimates, proposals, and contracts ...


Saint Rose launches concentration in sales management
Hudson Valley 360
ALBANY – Recognizing the need for highly trained sales managers and sales representatives in the business world, The College of Saint Rose has become the only college or university in New York state to offer a program in sales. Beginning in January ...


halfwheel.com

Habanos SA Appoints New Control and Sales Management Director
halfwheel.com
Corporación Habanos, S.A., the Cuban cigar company, has appointed Alberto Dónar Cruz Rojas as the company's new control and sales management director, following resolution 127/2018 of the Minister of Agriculture. Null. According to a statement issued ...


MarTech Today

LinkedIn Sales Navigator gets new engagement alerts, Custom Lists, more mobile search features
MarTech Today
LinkedIn announced new updates to its Sales Navigator platform on Wednesday. Since launching the “Deals” features in August, the sales management platform has introduced new engagement alert notifications, added a Custom List feature and extended ...

and more »

ATD

Disrupt Sales Management Through Adaptive Coaching
ATD
Are your sales reps anywhere near reaching their quotas? For about half of you, the answer is no. Are you too busy putting out fires, filling out forms, and being stuck in endless meetings to coach your reps properly? For many of you, the answer is yes.


KMWorld Magazine

Fueling Sales and Marketing with Presentation Management
KMWorld Magazine
Presentation management lets companies plan, design, write, produce, distribute, get feedback, and improve crucial business assets while empowering everyone at an organization to speak intelligently about the business—especially in sales scenarios.


MassLive.com

People in Business: Colin M. D'Amour joins Big Y Grocery Sales Management Team
MassLive.com
Springfield - Big Y Foods, Inc. has announced the appointment of Colin M. D'Amour as a corporate center store sales manager, focusing on all non-perishable grocery products for the 70 store supermarket chain. As a corporate center store sales manager, ...


Motley Fool

Papa John's Franchisees Demand Management Do Something About Falling Sales
Motley Fool
The Papa John's Franchise Association (PJFA) has retained Robert Zarco, from the Miami litigation firm of Zarco, Einhorn, Salkowski and Brito with the goal of arresting "the ongoing decline in sales that began following Papa John's founder, John ...

and more »

Forbes

How Home Depot Plans To Stay A Leader In Home Improvement
Forbes
Home Depot has 400,000 loyal, devoted sales associates. Under management's direction, every one of them is an expert in their area of responsibility and can help customers make wise decisions. That will often include the choice of the right tool or the ...

and more »

Business News Daily

Useful Salesforce Extensions for Small Businesses
Business News Daily
Salesforce is a popular CRM that allows small business teams to more effectively manage their marketing, sales and customer service all from one place. Launched in 1999 at the dawn of internet sales and marketing, this cloud-based customer relationship ...

Google News
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3 Steps To Getting A Sales Meeting

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

Speed-up Your Sales Cycle

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

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

14 Top Lead Generation Tactics

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

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... 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

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Your Extended Shadow And Successful Sales Management

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

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Book of Lists Marketing for Pressure Washing Companies

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

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Sales Forecasting For New Businesses

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