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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:

Coronavirus outbreak: Hospital to be built in five days as death toll rises
Fri, 24 Jan 2020 00:22:00 +0000
China is building a new 1,000-bed hospital in five days to treat victims of the new deadly coronavirus.

US crew killed in air tanker crash while battling fires named
Fri, 24 Jan 2020 06:20:00 +0000
Three US firefighters who died when their air tanker plane crashed in a "fireball" while battling bushfires in southeastern Australia have been named.

Palestinians clash with Israeli police after 'peace plan' leak
Fri, 24 Jan 2020 07:37:00 +0000
Israeli security forces have clashed with Palestinian worshippers as they arrived at Friday prayers at Jerusalem's Al Aqsa mosque.

'We start a new chapter': EU's top two sign off Brexit deal
Fri, 24 Jan 2020 07:29:00 +0000
The EU's two most senior figures have signed off a treaty paving the way for Brexit to happen next week. 

Serena Williams in shock Australian Open third round exit
Fri, 24 Jan 2020 06:32:00 +0000
Serena Williams has suffered her earliest exit from the Australian Open in 14 years, falling to a shock defeat to China's Wang Qiang in the third round.

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Increase Your Sales - Accept Credit Cards

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

Accepting Responsibility for Your Sales Success

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

How to Maximize Account Penetration and Jump-Start Sales

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

It?s Time For A Sales Management Revolution

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

Management by Osmosis

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

Your Extended Shadow And Successful Sales Management

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

The Four ?D?s of Sales Management

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

Investing in Your Sales Team

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

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

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

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

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

How Do I Manage Workplace Conflict?

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

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Sales & Marketing Plan Strategies

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

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... 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

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

How to Organize a Seminar or an Event

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

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

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More