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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
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
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
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
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
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
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
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
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
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
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Business executives and sales managers frequently bemoan "80/20" performance on... Read More
No matter what you do, it seems, your employees do... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
While there's no easy answer to this question, there are... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
This month I want to share a success from a... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
In the past, if you said the word "plan" to... Read More
Remember in the last message we talked about your directional... Read More
Is lack of sales results, more sales training costs, months... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
Business can be like war sometimes.You may have to fight... Read More
About 2 years ago, I participated in a training program... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
"(Howard) Hughes never learned how to convert his knowledge to... Read More
Where is our success? Although there have been improvements, over... Read More
Leadership, like class, is hard to define, but easy to... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
The elements involved in building a sales force, especially one... Read More
I recently attended the monthly Italian language Meetup here in... Read More
In today's competitive environment, every organization is trying to improve... Read More
When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More
Good sales people can close, but few "step up" for... Read More
One marketing technique may work wonders for someone, but that... Read More
Help your organization grow by assessing the right indicators in... Read More
Do you know anyone who regularly wins bids? Or can... Read More
You may have heard about the "summer slowdown". You may... Read More
One marketing technique may work wonders for someone, but that... Read More
Good sales people can close, but few "step up" for... Read More
I recently began doing training in the banking industry. Across... Read More
The way we do business has changed dramatically over the... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Here's the scene. You're at the trade show, having a... Read More
You've heard this before: There were four people named Everybody,... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
In the last issue I shared with you a technique... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
In part two we will discuss overcoming objections, which credit... Read More
Help buyers discover the answers they need to understand and... Read More
About 2 years ago, I participated in a training program... Read More
Many people believe that the main reason for representatives leaving... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
Compounding the problem are two myths regarding measures of competency... Read More
There are four primary activities that successful salespeople engage in... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
In today's competitive environment, every organization is trying to improve... Read More
Many people today simply prefer the convenience of paying by... Read More
For many years as a sales manager, I would only... Read More
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