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 ...


Advertising Specialty Institute

IMAGEN Brands Hires Liza Sachs to Sales Management Team
Advertising Specialty Institute
“We are delighted to welcome Liza to the IMAGEN Brands sales management team,” said Lisa LeMond, vice president of sales at IMAGEN Brands. “Her previous experience on both the supplier and distributor side provides a powerful perspective that will ...


The Hindu BusinessLine

TAPMI plans Marketing & Sales Management course
The Hindu BusinessLine
The Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in 'Marketing and Sales Management'. The announcement was made during the inauguration of the ...


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 ...


The Real Deal Magazine

Here's what the $10M-$20M NYC investment sales market looked like last week
The Real Deal Magazine
The building is part of the Surf Vets Place complex, which is being developed by nonprofits Georgica Green Ventures, Concern for Independent Living and an affiliate of Glenwood Management. The 20-story rental building is expected to feature 216 ...


Ancillary Insurance Carrier Renaissance Expands Sales Management Team
PRNewswire (press release)
15, 2018 /PRNewswire/ -- Ancillary insurance carrier Renaissance Life & Health Insurance Company of America is expanding its sales management team with the addition of group insurance industry veteran John Feeney. With more than 30 years of sales ...

and more »

The Tennessean

Former salesman: I warned the FDA before deadly 2012 meningitis outbreak
The Tennessean
Nearly 800 patients were sickened and 76 died in the 2012 outbreak caused by contaminated spinal steroids injected into unsuspecting patients. The man who went to the FDA was Daniel Carney, a former salesman for Medical Sales Management, the sales ...


Centra Hub Launches CRM Express
BusinessGhana
The CRM Express solution is aimed to automate sales management processes to boost productivity and business growth. Centra Hub today announced the launch of CRM Express, a robust and well-implemented CRM system that will enable organizations ...


Grocery Sales Manager
NOSH
What is Zest Tea? Winner of Best New Product at the World Tea Expo, Zest premium energy teas offer the same energizing kick of coffee without the negative side effects. Despite our teas having comparable caffeine levels to coffee—about three times the ...

and more »

The Sun Daily

Second batch of grads from VW academy
The Sun Daily
Twenty sales and 26 aftersales representatives completed their courses, making the group the second batch of graduates to be certified since the academy was launched in August last year. Sales managers from the dealer network received the Sales ...

Google News
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The Hidden Competition: Avoiding the 2 Most Common Competitors

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

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... 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

8 Procedures to Take Control of Sales and Marketing

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

Sacking Clients: Brand Power Wheel

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

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... 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 Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

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

Baditude!

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

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Leadership Lessons for Sales Managers

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

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Run a Productive Business From Your Car-Office

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

The Four ?D?s of Sales Management

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

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

Book of Lists Marketing for Pressure Washing Companies

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

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Keeping Your Sales Team Motivated

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