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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:

China threatens 'further actions' over US downing of suspected spy balloon
Sun, 05 Feb 2023 07:40:00 +0000
China has threatened "further actions" in response to America's "serious overreaction" in the downing of a suspected spy balloon.

How US shot down China's 'spy balloon' with a single missile - and what was likely on it
Sun, 05 Feb 2023 12:47:00 +0000
A US military operation to shoot down a Chinese "spy balloon" that had been hovering in American airspace came at a tense time for the two superpowers, whose relationship has been on rocky ground for years.

Beyond the 'balloon watch' gimmicks this is an extremely serious moment
Sun, 05 Feb 2023 03:36:00 +0000
For beach-walking South Carolinians, it would have been quite the Saturday afternoon spectacle. 

Ukraine expecting major Russian offensive around invasion anniversary
Sun, 05 Feb 2023 15:04:00 +0000
Ukraine is expecting a possible major Russian offensive launched for "symbolic" reasons around the anniversary of its invasion later this month, the country's defence minister has said.

Protests in Iraq after YouTube star allegedly strangled in 'honour killing'
Sun, 05 Feb 2023 15:04:00 +0000
Dozens of Iraqi protesters gathered on Sunday to stand against the "honour killing" of a 22-year-old YouTube star - who was allegedly strangled by her father.

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8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

A Coachs Handbook For Sales Managers

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

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

The Achilles Heel of Management Coaching

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

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

Energize Your Organization

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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... 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 Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... 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 ACCOUNTABILITY Challenge for Today?s Business Management

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

How to Organize a Seminar or an Event

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

How To Have A Successful Retail Sales Event

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

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More