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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:

'Alter your course': Audio of moment Iranians warn UK-flagged tanker
Sun, 21 Jul 2019 07:06:00 +0100
New audio has been released of the Iranian Revolutionary Guard and the Royal Navy both giving instructions to a UK-flagged tanker before it was "illegally" seized by Tehran.

Nine people killed in attack involving female suicide bomber
Sun, 21 Jul 2019 09:38:00 +0100
At least nine people have been killed and 30 others were injured in Pakistan after a complex attack involving a suicide bomber, believed to be a woman wearing a burqa.

Woman 'decapitates mother' as four-year-old boy looks on
Sun, 21 Jul 2019 07:30:00 +0100
A woman has been charged with murder after allegedly decapitating her mother as a four-year-old relative looked on.

Nine injured as 1,000 firefighters battle wildfires in Portugal
Sun, 21 Jul 2019 10:28:00 +0100
About 1,000 firefighters are tackling wildfires spreading in east Portugal, which have injured at least nine people.

New Zealanders hand back 10,000 weapons in gun amnesty
Sun, 21 Jul 2019 10:18:00 +0100
New Zealanders have handed in more than 10,000 guns, weapons and accessories during the first week of an amnesty buy-back scheme.

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Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

The Differences Between A Commercial Collections Agency & Lawyer

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

Keeping Your Sales Team Motivated

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

How To Have A Successful Retail Sales Event

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

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Finding A Sales Force That Pays For Itself

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

The Effective Executive

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

Management by Osmosis

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

The Four ?D?s of Sales Management

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

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... 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 Increase The Sales Of Promotional Products

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

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

A Real CRM Strategy or Just Tracking Customers?

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

How to Keep Projects From Spinning Out Of Control

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

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... 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

Shorten Sales Cycles in Complex Sales Environments

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

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

Your Extended Shadow And Successful Sales Management

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

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Offer Package Deals To Increase Profits And Sales

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

Hire A Six, To Consistently Produce Sales Success

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

Baditude!

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