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:

Nor-Lake Names National Sales Manager  Foodservice Equipment & SuppliesNor-Lake hired Dan Muldowney to serve as national account manager.
Veteran TV Sales, Management Executive Bob Klingle Dies  Broadcasting & CableBob Klingle, 62, veteran TV sales and management executive, died of prostate cancer Jan. 14 in Scotttsdale, Ariz., according to WHAS-TV Louisville, Ky., where ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
automotiveMastermind Appoints Vice President of Sales and Chief Technology Officer  PRNewswireNEW YORK, Jan. 22, 2019 /PRNewswire/ -- automotiveMastermind® (Mastermind), a leading provider of predictive solutions for dealerships, today announced ...
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Live Music, Merch Sales Management Strategies  hypebot.comWhile a live performance is hopefully a thrill for all those involved, both on and off stage, it's important to remember that making these events a positive ...
Field office sales and sales management positions have similar turnover rates to sales support and service-type positions, finds Eastbridge's latest report  GlobeNewswireAVON, Conn., Jan. 22, 2019 (GLOBE NEWSWIRE) -- Most carriers experienced turnover rates of all field positions of 20 percent or less in the last few years, and ...
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change  Customer Think“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw. “We don't change, we don't ...
Rob Lester Joins FLEXcon North America as Regional Sales Manager  Printed Electronics WorldFLEXcon Company Inc, an innovator in adhesive coating and laminating, today announced that Rob Lester will serve as the new Regional Sales Manager for its ...
Two Roads Brewing Company - Ohio/Kentucky Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comTwo Roads Brewing Company in Stratford, Connecticut is looking for a Sales Manager with a deep passion for craft beer. The position will be based in the ...
Sales Manager  WJXT News4JAXWJXT is looking for an energetic, organized, and positive individual to lead WJXT's local sales effort to achieve specific revenue and share goals.
Sales Team Management: How to Manage Reps During the Sales Process  Business 2 CommunityYou'll find your team progressing through sales stages smoothly, converting leads into accounts before you can say: “revenue growth.” However, in order to get ...
Multiply Your Sales with Effective Warranty Management Solutions  NewsPatrollingGone are those days, when warranty management essentially meant only a customer support initiative. With each passing year, the role of warranty ...
MOVES-BNP Paribas Asset Management names Katharina Anna Rost as sales manager  ReutersJan 16 (Reuters) - BNP Paribas Asset Management said on Wednesday it had appointed Katharina Anna Rost as sales manager to its ETF and indexed fund ...
Shaka Tea - Director of Sales - Western US - BevNET.com Beverage Industry Job Listing  NOSHShaka Tea Director of Sales -WESTERN US. About The Role. Shaka Tea is seeking an ambitious, experienced and hungry Director of Sales - Western US to ...
Eriez names executive vice president, chief marketing officer  Recycling TodayEriez, Erie, Pennsylvania, promoted Charlie Ingram to the newly created position of executive vice president and chief marketing officer, effective Jan. 1. Ingram ...
Rodrigues promoted to director of sales and marketing at Chatham Bars Inn  Cape Cod TimesChatham Bars Inn has announced the promotion of Simon Rodrigues to director of sales and marketing. In his new role, Rodrigues will oversee marketing and ...
A New Kind Of Affiliate Marketing Management Agency: Vibrant Performance To Focus On The Fin-Tech Space  MarTech SeriesThis New Agency Will Execute *Content* Marketing Strategy for Startups and Brands Utilizing a Data-Driven Strategy. Aragon Advertising announced the launch ...
Dr. Bronner's Announces Departure of Vice President of Global Sales, Mike Stacy  PRNewswireVISTA, Calif., Jan. 22, 2019 /PRNewswire/ -- Dr. Bronner's, family owned maker of the top-selling natural brand of soap in North America, announces the ...
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Murata Machinery USA appoints North American sales manager for fabrication products  The FabricatorMurata Machinery USA Inc., Charlotte, N.C., a supplier of turret punch presses, fiber lasers, and automation/loaders, has named Jeff Tyl as the North American ...
Ovention Welcomes New Sales Manager  Convenience Store DecisionsDon Ocheltree joins Ovention to focus on account and end-user strategies and sales management. Ovention Inc., a provider of innovative oven technology for ...
Media Sales Manager job, Cape Town  Bizcommunity.comDepartment: DAZN (Formerly Perform Media) Job Title: Country Sales ManagerReports To (title): Sales Director Location: Cape TownHours of Work: 40Line ...
Fujitsu Appoints David Trautman to National Account Sales Manager  Contractor MagFAIRFIELD, NJ — Fujitsu General America, Inc. welcomes David Trautman as the company's new National Account Sales Manager. Trautman started the ...
Clear-Com appoints Alex Hemme as first regional sales manager for Germany  PSNEuropeThis appointment comes with Clear-Com's desire to extend its reach in the German region, providing local support to customers and working with systems ...
Local Sales Manager  YourErieWJET, the ABC affiliate in Erie, PA and a Nexstar Media Station, is currently seeking a dynamic and passionate Local Sales Manager to lead our local efforts.
Ovention Taps Foodservice Industry Veteran to become Sales Manager  Foodservice Equipment & SuppliesDon Ochletree was named sales manager for Ovention Inc., an oven manufacturer.
J2414 – Sales Manager, Technology Finance – UK, SE Eng / Mids preferred – Asset Finance  VerdictCareer opportunity brought to you by. NEW LEAF SEARCH www.newleafsearch.com +44 (0) 203 740 7222. Job Reference: SMV/J2414. Job Title: J2414 ...
RTI Names Clint Forberg as Director of Training  TV TechnologyRTI, a leading control and automation manufacturer for residential and commercial settings, today announced Clint Forberg as its Director of Training. Previously ...
10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
Betson Enterprises Strengthens Sales Team With Selection Of Paul Novick As Vice President Of Sales & Sales Operations  VendingMarketWatchJanuary 17, 2019 – Betson Enterprises is pleased to announce the expansion of the sales team with Paul Novick hired as Vice President of Sales & Sales...
Dixons Carphone still counting cost of miserly mobile phone sales  The RegisterDistressed retailer Dixons Carphone – reportedly the object of activist investor Elliot Management's affections – today confirmed a 7 per cent tumble in mobile ...
Pre® Brands hires growth expert Ryan Youngman as Chief Sales Officer and partners with industry-leading business development agency FDM Sales Management  PRNewswireCHICAGO, Dec. 31, 2018 /PRNewswire/ -- Pre® Brands, a rapidly growing premium consumer brand currently innovating in beef, is excited to announce both ...
Decent sales numbers fail to boost Clicks shares  Business DayThe company says group retail sales grew 7.8% in the 20 weeks to January 13, a slowdown compared to a year before.
Volac Ireland appoints new national sales manager  AgrilandVolac Ireland has recently announced that the position of national sales manager will be taken over by Una Hickey.
Outside Sales Manager, Sleep and Comfort Technology Products-Switlik  Trade Only TodayWe are looking for a highly motivated and goal-oriented sales manager to develop and grow the sales plan for our Switlik Comfort Technology division.
ZINFI Releases New Complimentary Guidebook on Multi-Partner Demand Generation Best Practices  GlobeNewswireLatest Guidebook Provides a Detailed Overview of Partner Marketing, Including Discussions of Key Challenges, Integrated Tactics and Strategies for Automation.
Bakkt Makes Initial Hiring Push for Bitcoin Futures Exchange  CoinDeskAhead of its hotly anticipated launch, bitcoin futures exchange Bakkt has launched a hiring campaign. Eight new job posting were published Tuesday on the ...
UL launches online business management bachelor's degree  KATC Lafayette NewsBy CHARLIE BIER. UL Lafayette. Photo credit: Rachel Keyes/University of Louisiana at Lafayette. The University of Louisiana at Lafayette's new online ...
Investment Management Update – Exit Strategies (PowerPoint Slides) | Pepper Hamilton LLP  JD SupraGregory J. Nowak, a partner and practice leader for hedge funds in Pepper Hamilton's Funds Services Practice Group, hosts a monthly webinar series for West ...
Drink Simple - Area Sales Manager- Boston - BevNET.com Beverage Industry Job Listing  BevNET.comWe are seeking a dynamic, entrepreneurial Area Sales Manager who thrives in a high paced hustle environment with beverage and field sales experience to be ...
NAB commits to massive CRM transformation - Finance - Cloud - Software  iTnewsNAB is undertaking a “massive” customer relationship management (CRM) transformation that will see it refactor and consolidate older systems in a new ...
Datapath appoints South East US sales manager  AV MagazineGreg Dieckhaus has worked for some of the biggest names in the US AV industry including AVI-SPL, Starin and Whitlock in a career spanning over 30 years.
AXA Hong Kong charts AI path  Computerworld Hong KongThe insurance firm wants to put AI engines in all parts of its organization within five years in order to take the delivery of personalized customer experiences to ...
Zacks.com featured expert Kevin Matras highlights: Carlisle, Berry Global, Synopsys, VMware and Alaska Air  NasdaqFor Immediate Release Chicago, IL - January 22, 2019- Stocks in this week's article include Carlisle Companies Inc. CSL , Berry Global Group, Inc..
Ovention Hires Kraft Foodservice Veteran as Sales Manager  CSPDailyNews.comOvention Inc. has added a new sales manager to its team. The commercial oven company has hired Don Ocheltree to focus on strategic-account.
Datapath Adds Greg Dieckhaus as Sales Manager for Southeast U.S.  Audio Visual News NetworkWith an AV career spanning over 30 years, Dieckhaus brings extensive experience to the Datapath team, with successful roles at some of the biggest names in ...
The best jobs in America for 2019  CBS NewsJobs may be plentiful, but they don't always offer great pay and satisfaction. Here's where Glassdoor says you should look.
Joan Garramone joins Weichert, Realtors' corporate headquarters residential sales office  Daily RecordMissy Iemmello, manager of Weichert, Realtors' Corporate Headquarters Residential Sales office, has announced that Joan Garramone is the newest member ...
Blokker sells Maxi Toys to a Portuguese investment fund  Retail Detail EuropePortuguese investor Green Swan has acquired toy store chain Maxi Toys, with stores in Belgium, France, Luxembourg and Switzerland, from Blokker.
SALES, MANAGEMENT & WORKSHOP ROLES NEW RUTLAND CYCLING STORE, MILTON KEYNES RECRUITING NOW!  CyclingIndustry.NewsRutland Cycling. www.rutlandcycling.com. Published. 2 January, 2019. Location. Milton Keynes, United Kingdom. Category. Store Manager. Job Type. Full-time ...
The shutdown may yet make a mess of your trip  The Boston GlobeAsk travelers about the partial government shutdown, and you may get a dismissive answer. After all, most flights are still running on time, many national parks ...
New York, New Jersey Promotions and Hirings | 2019-01-21  Engineering News-RecordHNTB has made several appointments. Krista Putrino was promoted to sales manager and associate vice president; she was previously its Northeast division ...
Pirtek USA Names Nick Ridgway as New Franchise Development Manager  Franchising.comWith more than 15 years of leadership-level sales experience, Ridgway was promoted from the Regional Sales Manager position he has held at Pirtek USA ...
Oil and Gas Data Management Market Sales, Share, Forecast by Application (2019-2024)  RISReportOil & Gas Data Management market analysis gives past data from 2013 to 2019, and predictable out to the year 2019-2024. Experts in the Oil & Gas Data ...
Eclipse Bank hires veteran banker as CFO  Louisville Business FirstThe new CFO was recently involved in an interesting acquisition deal that fell through.
General Manager / General Sales Manager  TV News CheckWebsite WSIL-TV (Quincy Media). Quincy Media Inc. is seeking a strategic GM/GSM for WSIL, the ABC affiliate in the Cape Girardeau/Paducah/Harrisburg DMA.
GDS Holdings Limited (GDS) Announces Jamie Khoo as COO  StreetInsider.comNews and research before you hear about it on CNBC and others. Claim your 2-week free trial to StreetInsider Premium here.
How “Sales-Speak” Limits Us  Business 2 CommunityEvery profession has it's own language. It's a shorthand that enables people in the profession to more effectively and efficiently communicate with each other ...
JOBS: Internal Sales Manager, Cordee  UKC NewsInternal Sales / Business Development. Duties. Cotswold Outdoor, Waterstones, Amazon and Stanfords are among our major accounts and with over 1,000 ...
JP Morgan Asset Management appoints new UK Wealth & Intermediary Sales Manager to International ETF business  ETFExpressJP Morgan Asset Management (JPMAM) has appointed Edward Malcolm to its International ETF business as Executive Director – UK Head of ETF Distribution, ...
Sims says declining zorba market, difficult trading conditions affect margins  Recycling TodayCompany expects earnings before interest and taxes of $110 million for the first half of fiscal 2019 based on preliminary results.
CBRE's Robert and Ryan Alexander on Doing Huge Deals Together  Commercial ObserverForget family. It's all business with CBRE legend Robert Alexander and his son Ryan.
Are You Selling Your Experience Or Your Value?*  Business 2 CommunityToo often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference ...
What Sales Leaders Need to Excel Over Time  HBR.org DailyMany countries have term limits for their leaders. The premise is that term-limited politicians will spend less time campaigning, amassing political power, and ...
Tiffany & Co. (TIF) sees FY EPS towards lower end of its previously-disclosed range  StreetInsider.comTiffany & Co. (NYSE: TIF) today reported its sales results for the two months (“holiday period”) ended December 31, 2018. Worldwide net sales declined 1% to ...
How Huawei Wooed Europe With Sponsorships, Investments and Promises  The New York TimesAs the Chinese telecommunications giant faces scrutiny over its security, its careful cultivation of European governments and customers is at risk of unraveling.
New details revealed about Purdue's marketing of OxyContin  STATThe Massachusetts attorney general filed a revised complaint Tuesday with new details about Purdue Pharma's marketing of OxyContin.
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowThe skills required to be a great sales rep are quite different from those needed to be a great sales leader.
Organization helps entrepreneurs find their way  Reading EagleSCORE, counselors to America's small business, is a part of the U. S. Small Business Administration that provides unlimited, free, confidential, busi.
Starboard, Elliott Management Call on eBay to Shed StubHub, Classifieds  Wall Street JournalEBay is being circled by a pair of activist investors who want the online marketplace to consider parting with StubHub and its classified-ad business.
BlackRock and Vanguard assets plummet most in a decade  Financial TimesIndustry leaders see total of $700bn wiped from AUM in fourth quarter.
Is Karachi Eat really worth the hype, and how can it do better?  DAWN.comKarachi Eat Festival held its fifth consecutive edition last weekend. Featuring a little over 95 stalls, this year's KEF at Beach Park, Sea View focused more on ...
Sales and Sales Management Is Broken  Business 2 CommunityI 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 ...
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
Thinking About Sales Performance — That Is Sales Management Incompetence  Customer ThinkI'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 ...
Bridging the gap between sales management and latest technology in real estate  Business MirrorI RECENTLY had an interview with one of the hidden sales weapons of many big real-estate companies, Raymond Domingo. This year he takes on a new role ...
Trade focus: Mayo parts giant is growing, but who or what is Genfitt?  AgrilandAgriculture is one of Ireland's great strengths, both in the practical business of farming and in the innovation of those that *service* it – the machinery trade being a ...
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
The alarming findings about the 'Peter Principle' and sales managers  SmartCompany.com.auHave you ever worked with someone who was really effective in one role but then promoted to other roles, usually in management, and ended having no idea ...
Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
10 Qualities of a Great Sales Manager  Builder MagazineToday's sales managers need a complex set of abilities to succeed and here, we list the 10 most important skills needed to turn a good sales manager into a ...
What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
Is Sales an Art or a Science? It’s Both  Business 2 CommunityWorking as a sales person or being a small business owner who sells to customers is an interesting life, because every day is different and the process of selling ...
4 Key Principles of Negotiation in Sales  Business 2 CommunityNegotiation in Sales is About Perspective. Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority ...
LevelEleven Scales Sales Management Platform for the Enterprise  GlobeNewswireDETROIT, Sept. 24, 2018 (GLOBE NEWSWIRE) -- Over the past year, LevelEleven has added several new Enterprise organizations to its growing customer ...
IMAGEN Brands Hires Liza Sachs to Sales Management Team  Advertising Specialty InstituteSachs is an experienced promo sales leader who has worked on the supplier and distributor si...
Six CRM best practices for sales managers  Security Systems NewsIf there is one thing all sales people can agree upon, it's that most companies have a poor CRM process.
Personalized Pitches: Improving Inside Sales Outcomes with Better Data at a Click  TechTargetThis blog helps organizations better resource and set up their inside sales teams to achieve better outcomes with more personalization and real intent data.
Best Practices to Help Sales Be More Productive Using Data  TechTargetIn today's world, sales reps have an abundance of tools at their fingertips that can quickly become overwhelming. This posts helps sales and marketing teams ...
Meet One Of Radio's Best National Sales Managers  Radio InkAt the Radio Show in Orlando next week, Matt Cowper's name will be announced following the Advertiser Breakfast, Thursday morning. Matt is a Radio Ink ...
ICM and CRM Make Worthy Sales Management Partners  Destination CRMBy integrating incentive compensation management and CRM systems, sales leaders and reps are armed with the insights needed to maintain motivation and ...
Sales Manager - Key Accounts, Schools & Libraries - London  The BooksellerAn award-winning independent Children's Book Publisher seeks a capable Sales Manager to manage their growing Key Accounts and...
Brand Alignment: What Is It and How Do You Measure It?  Business 2 CommunityOne of the most important responsibilities that professional services executives and marketing directors face is sustaining the health of their firm's brand.
When Sales and Marketing Aren't Aligned, Both Suffer  HBR.org DailyA Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. A new product line had failed, and the company believed the ...
Worldwide Protective Products Announces Expansion Of Sales Management Team  Textile World MagazineWILKESBORO, N.C. — August 17, 2018 — Worldwide Protective Products today announced completion of an expanded sales management structure enabling ...
How AI Is Changing Sales  HBR.org DailyCompanies are using AI in all kinds of innovative ways to advance their businesses. If you've ever searched Netflix to watch a movie, AI (a recommendation ...
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Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... 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

Hiring--A Vital Key In Sales Management Success

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

A Real CRM Strategy or Just Tracking Customers?

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

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Pointless Targets

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

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

Baditude!

As a group of sales trainees took a break from... Read More

Book of Lists Marketing for Pressure Washing Companies

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

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More