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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:

'Ghastly' Venice bus crash leaves unanswered questions as tourist city mourns 'unbearable tragedy'
Wed, 04 Oct 2023 19:21:00 +0100
We are standing on the side of a flyover, looking over the edge, and it is a fearful sight.

US hands Ukraine more than a million rounds of ammunition it seized from Iranian ship
Wed, 04 Oct 2023 20:08:00 +0100
The United States has sent over a million rounds of ammunition it seized from an Iranian ship last December to Ukraine.

Teen girl 'in coma' after 'attack by Iranian police for not wearing hijab'
Wed, 04 Oct 2023 19:01:00 +0100
A teenage girl is in a coma after she was "physically attacked" by Iranian authorities for not wearing a hijab, according to a human rights group.

FIFA considering lifting blanket ban on Russia competing in international football
Wed, 04 Oct 2023 11:10:00 +0100
FIFA is looking at ending Russia's blanket ban from international football, Sky News understands.

Eurostar on alert as Paris grapples with bed bug infestation
Wed, 04 Oct 2023 21:12:00 +0100
Eurostar staff are on alert due to a bed bug infestation in Paris, which has hit the French capital in recent days.

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Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

How To Have A Successful Retail Sales Event

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

Five Steps to Maximize Success in Targeting For Growth

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

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

Sales Pipeline Forecasting Is There A Better Way?

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

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Book of Lists Marketing for Pressure Washing Companies

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

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... 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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

8 Line Items of a Trade Show Budget

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