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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Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
Twiddling your thumbs and waiting for some business to come... Read More
It is very easy to fall into a trap with... Read More
As a group of sales trainees took a break from... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Help buyers discover the answers they need to understand and... Read More
In 2000 a computer distributor hired me to help them... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
Are your people consistently following your procedures? Each year, organizations... Read More
The objective of an incentive is to incite action within... Read More
Many people believe that the main reason for representatives leaving... Read More
I don't know about your business but in my experience... Read More
Your ability to write an effective and persuasive business proposal... Read More
Recently I stumbled across some notes that I had kept... Read More
There are four primary activities that successful salespeople engage in... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
In the last issue I shared with you a technique... Read More
You're a small company with a good product. You are... Read More
If you have a small business and you are looking... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
So everyone thought you were crazy when you announced 6... Read More
I was in the depths of a major depression. As... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
So you have a boss who dumps all over you... Read More
"(Howard) Hughes never learned how to convert his knowledge to... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
Everybody thinks that the businesses will slow down a bit... Read More
I recall a heated discussion with a sales director some... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
Every dollar you discount is a dollar of pure profit... Read More
I have received a number of requests for advice from... Read More
We all agree one of the most important parts of... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
Sales managers frequently approach me for advice on how to... Read More
Maximizing account penetration is one of the most critical functions... Read More
Help your organization grow by assessing the right indicators in... Read More
In part two we will discuss overcoming objections, which credit... Read More
In the past, if you said the word "plan" to... Read More
These 4 marketing myths can cause you to lose sales... Read More
Bill Borders stepped up onto the podium. He had just... Read More
As a group of sales trainees took a break from... Read More
You've probably heard of focus groups. It's a tool that... Read More
I was in the depths of a major depression. As... Read More
So everyone thought you were crazy when you announced 6... Read More
Sales forecasting is the process of organizing and analysing information... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
An effective way to increase your profits and sales is... Read More
You may have heard about the "summer slowdown". You may... Read More
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