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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I was in the depths of a major depression. As... Read More
If you have a small business and you are looking... Read More
In the 30-plus years I spent working in advertising and... Read More
Targeting is the process of selecting high potential customer accounts... Read More
There are four primary activities that successful salespeople engage in... Read More
Recently, I was asked to spend some time on the... Read More
To put it mildly most companies sales forecasting just isn't... Read More
One of the major issues that arises in managing a... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
Coaching is about finding out the cause of poor performance... Read More
In the last issue I shared with you a technique... Read More
Of the many mistakes small business owners make, a big... Read More
Money is the only thing that motivates a salesperson, right?... Read More
The American Business Journals produces a Book of Lists each... Read More
The way we do business has changed dramatically over the... Read More
You've probably heard of focus groups. It's a tool that... Read More
Last week I got a call from Jose, who was... Read More
Everybody thinks that the businesses will slow down a bit... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
This week's article is my response to a question by... Read More
Many people today simply prefer the convenience of paying by... Read More
So you have a boss who dumps all over you... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Small to medium companies that want to increase sales or... Read More
You're a small company with a good product. You are... Read More
While heading home at day's end, you begin reflecting on... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
As spring moves to summer, the forecast should be for... Read More
Imagine you run a pizza parlour. You have all these... Read More
Do you need help overcoming sales objections? Do you sell... Read More
One of the most asked questions I get is how... Read More
When your product is market ready and has a good... Read More
Recently, I was asked to spend some time on the... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Your sales are down and leads are rare. The phone's... Read More
Many people today simply prefer the convenience of paying by... Read More
I just finished a phone call with a potential client... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
In today's competitive environment, every organization is trying to improve... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
There's a new year beginning now - the school year.... Read More
If you have a small business and you are looking... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
These 4 marketing myths can cause you to lose sales... Read More
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More
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