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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:

Tear gas fired amid clashes at vaccine passport protests in Paris
Sat, 31 Jul 2021 17:33:00 +0100
Police fired tear gas at protesters in Paris amid fierce clashes at demonstrations against COVID vaccine passports.

Wildfires and deaths across southeast Europe amid most severe heatwave in decades
Sat, 31 Jul 2021 14:41:00 +0100
The worst heatwave in decades is causing deaths and mayhem across southeast Europe, with wildfires causing entire villages to be evacuated and millions of people instructed not to venture out into the midday sun.

Transgender weightlifter praises Tokyo organisers for allowing her to compete in the Olympics
Sat, 31 Jul 2021 23:31:00 +0100
New Zealand weightlifter Laurel Hubbard has praised Olympics organisers for allowing her to compete in the Games ahead of her controversial debut in the 87kg category.

Tokyo could be hottest Olympics ever - and the 'brutal' toll on athletes makes it a dangerous game
Sat, 31 Jul 2021 03:47:00 +0100
Tokyo is hot in the summer. That's why back in the 1964 Olympics they shifted events into October and the athletes enjoyed pretty much perfect temperatures.

Four-time Olympic gold medallist Simone Biles withdraws from another two Games finals
Sat, 31 Jul 2021 03:19:00 +0100
Simone Biles has pulled out of another two Olympics finals, USA Gymnastics has said.

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The Sales Carpenter

I remember moving my family to Argentina as Vice President... 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

3 Ways to Increase Your Sales

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

Five Steps to Maximize Success in Targeting For Growth

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

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

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

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Hiring--A Vital Key In Sales Management Success

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

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... 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 To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Make Time, Not Excuses

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

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

The Top 5 Issues Facing VPs of Sales

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

How to Maximize Account Penetration and Jump-Start Sales

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

Whats a Professional Sales Manager?

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

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More