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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:

AstraZeneca boss says UK could have vaccinated 30 million people against COVID by March
Wed, 27 Jan 2021 04:21:00 +0000
AstraZeneca's chief executive has said the UK's target of vaccinating the top four priority groups against COVID-19 by mid-February will be possible.

Six Britons among 89 foreigners arrested at Thai bar after COVID crackdown
Wed, 27 Jan 2021 18:16:00 +0000
Six Britons have been arrested after Thai police raided a party at a bar - in an operation targeting suspected COVID rule-breakers.

'Masked men' search Navalny's flat as UK considers Russia sanctions
Wed, 27 Jan 2021 13:29:00 +0000
Masked men have broken into the Moscow flat of detained Vladmir Putin critic Alexei Navalny, according to one of his allies.

Holocaust Memorial Day widened to include all genocide victims
Tue, 26 Jan 2021 23:41:00 +0000
Britain's landmarks will be bathed in purple light this evening as people stop to remember the horrors of genocide.

Boeing 737 MAX cleared for return to UK skies after deadly crashes
Wed, 27 Jan 2021 11:15:00 +0000
The 737 MAX has been cleared to return to UK airspace nearly two years after it was grounded following deadly crashes .

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Investing in Your Sales Team

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

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Sales & Marketing Plan Strategies

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

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

The Achilles Heel of Management Coaching

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

How To Have A Successful Retail Sales Event

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

The ACCOUNTABILITY Challenge for Today?s Business Management

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

Your Extended Shadow And Successful Sales Management

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

Sales Plan? Whats a Sales Plan?

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

Drop Discounts and Earn Top Dollar

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

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... 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

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... 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

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More