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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:

Fourth victim dies after Strasbourg market shooting
Fri, 14 Dec 2018 15:11:00 +0000
An Italian journalist has become the fourth person to die after the Strasbourg Christmas market shooting.

Trump 'knew it was wrong' to pay hush money, says ex-lawyer
Fri, 14 Dec 2018 10:58:00 +0000
Donald Trump's former lawyer has again said the president directed him to arrange hush money payments to two women - and said the president knew it was wrong.

Facebook bug exposed photos that users never posted
Fri, 14 Dec 2018 16:34:00 +0000
Facebook has discovered a bug that gave third-party apps access to the photos of up to seven million users.

Shakira charged with tax evasion in Spain
Fri, 14 Dec 2018 19:09:00 +0000
Shakira has been charged with tax evasion in Spain with prosecutors claiming she failed to pay more than €14.5m (£13m) between 2012 and 2014.

New army in Kosovo risks armed intervention from Serbia
Fri, 14 Dec 2018 20:32:00 +0000
The creation of a new army for Kosovo has prompted threats of armed intervention from neighbouring Serbia.

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The Hardest Job Of A Trade Show

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

The Benefits of Catalog Sales For Your Business

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

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

Transforming Your Sales Force by Creating Specific Expectations

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

Accepting Responsibility for Your Sales Success

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

Shorten Sales Cycles in Complex Sales Environments

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

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... 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

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

The Surest Way to Boost Sales

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

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Increase Your Sales - Accept Credit Cards

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

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Management by Osmosis

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

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

Hire A Six, To Consistently Produce Sales Success

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

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More