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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Sales & Marketing Plan Strategies

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

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... 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

Offer Package Deals To Increase Profits And Sales

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

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Set Yourself up for Trade Show Success

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

8 Line Items of a Trade Show Budget

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

Your Extended Shadow And Successful Sales Management

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

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... 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

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

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

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

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... 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 Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Finding A Sales Force That Pays For Itself

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

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Accepting Responsibility for Your Sales Success

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