Sales Management

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Sales Management

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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