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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:

Thousands evacuated as wildfires spread across Table Mountain in Cape Town
Mon, 19 Apr 2021 09:56:00 +0100
Thousands of people are being evacuated from Table Mountain in Cape Town where winds are continuing to fan forest fires towards neighbourhoods.

Families reunite as travel bubble between Australia and New Zealand opens
Mon, 19 Apr 2021 07:32:00 +0100
Families and friends have been able to reunite after a long-anticipated travel bubble between Australia and New Zealand opened.

New Delhi enters lockdown as hospitals run short of beds and oxygen amid India's COVID surge
Mon, 19 Apr 2021 14:00:00 +0100
New Delhi is entering a week-long lockdown to prevent the collapse of the capital's health system amid India's nationwide surge in coronavirus cases.

Why Honduras has become one of the world's most dangerous places for land rights activists
Sun, 18 Apr 2021 11:57:00 +0100
Honduras has become one of the world's most dangerous places for environmental land rights activists after a series of murders in the Central American country over the past two years.

Two men killed as Tesla without anyone in the driver's seat crashes into tree and catches fire
Mon, 19 Apr 2021 04:06:00 +0100
Two men have been killed after a Tesla crashed into a tree and burst into flames, and officials have said no one was in the driver's seat.

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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 Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

Finding A Sales Force That Pays For Itself

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

Five Steps to Maximize Success in Targeting For Growth

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

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Change in Sales Organizations Starts with Me

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

Raise Your Fees Overnight!

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

The Hardest Job Of A Trade Show

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

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... 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

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

Offer Package Deals To Increase Profits And Sales

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

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Sales Pipeline Forecasting Is There A Better Way?

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

Baditude!

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

The Sales Carpenter

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

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Disclosure Laws Favor International Terrorists

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

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... 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

How to Organize a Seminar or an Event

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

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

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