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:

Show Up and Serve  Business 2 Community
Seven Key Questions Sales Managers Should Ask Their Reps  Radio & Television Business Report
How to Weather a Perfect Sales Storm  Security Sales & Integration
King Koil Expands Senior Sales Team  Furniture World Magazine
Art Dickerson  Employee Benefit News
Leistritz Hires John Ross as Sales Manager  Pumps & Systems Magazine
Pier 1 closings involve prominent Wilmington retail spaces  Greater Wilmington Business Journal
Recession-Proof Your Sales Team  Business 2 Community
Derichebourg reports declines in sales and earnings  EUWID Recycling and Waste Management
Senior Digital Product Manager  Charlotte Agenda
Sales and Marketing Management  Business 2 Community
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Sacking Clients: Brand Power Wheel

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

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Run a Productive Business From Your Car-Office

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

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

Speed-up Your Sales Cycle

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

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Keeping Your Sales Team Motivated

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

The Surest Way to Boost Sales

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

Investing in Your Sales Team

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

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... 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

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... 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

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

Management by Osmosis

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

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More