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
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
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
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
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
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
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
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
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
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
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While there's no easy answer to this question, there are... Read More
Do you want to make more money?Yes, I guess that... Read More
These 4 marketing myths can cause you to lose sales... Read More
I was in the depths of a major depression. As... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
I recall a heated discussion with a sales director some... Read More
This week's article is my response to a question by... Read More
While heading home at day's end, you begin reflecting on... Read More
In the 30-plus years I spent working in advertising and... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
In a small midwestern town, the local high school of... Read More
In the past, if you said the word "plan" to... Read More
Every dollar you discount is a dollar of pure profit... Read More
Recently, I was asked to spend some time on the... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
It is very easy to fall into a trap with... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Money is the only thing that motivates a salesperson, right?... Read More
As spring moves to summer, the forecast should be for... Read More
Good sales people can close, but few "step up" for... Read More
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
Where is our success? Although there have been improvements, over... Read More
One of the major issues that arises in managing a... Read More
In 2000 a computer distributor hired me to help them... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
Many people today simply prefer the convenience of paying by... Read More
Recently I stumbled across some notes that I had kept... Read More
You may have heard about the "summer slowdown". You may... Read More
About 2 years ago, I participated in a training program... Read More
Where is our success? Although there have been improvements, over... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
Many people believe that the main reason for representatives leaving... Read More
I remember moving my family to Argentina as Vice President... Read More
According to former Harvard Business School professor David Maister, typical... Read More
So you have a boss who dumps all over you... Read More
Your ability to write an effective and persuasive business proposal... Read More
It is very easy to fall into a trap with... Read More
As spring moves to summer, the forecast should be for... Read More
Here's the scene. You're at the trade show, having a... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
As a previous owner of a Franchise I know the... Read More
Help buyers discover the answers they need to understand and... Read More
You're a small company with a good product. You are... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
There are several types and sub types of people in... Read More
The way we do business has changed dramatically over the... Read More
I was in the depths of a major depression. As... Read More
I just got off the phone with Susan. She is... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
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