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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Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
That we live in a time of relentless and pervasive... Read More
As you are reading this sales article, read very carefully.... Read More
This article may be reprinted in its entirety with express... Read More
If you really want to secure government contacts at the... Read More
Microsoft has used this online sales secret to become a... Read More
I just finished a phone call with a potential client... Read More
While heading home at day's end, you begin reflecting on... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
There are several types and sub types of people in... Read More
No matter what you do, it seems, your employees do... Read More
Last week I got a call from Jose, who was... Read More
The objective of an incentive is to incite action within... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
Maximizing account penetration is one of the most critical functions... Read More
According to former Harvard Business School professor David Maister, typical... Read More
While there's no easy answer to this question, there are... Read More
We all agree one of the most important parts of... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Seminars and events have always been implemented as a holistic... Read More
In the 30-plus years I spent working in advertising and... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
I just got off the phone with Susan. She is... Read More
Are you involved in projects that seem to go nowhere... Read More
I have searched for a new way to increase the... Read More
These 4 marketing myths can cause you to lose sales... Read More
While heading home at day's end, you begin reflecting on... Read More
This week's article is my response to a question by... Read More
Twiddling your thumbs and waiting for some business to come... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
How you prioritize your sales territory management activities depends upon... Read More
As a group of sales trainees took a break from... Read More
Business can be like war sometimes.You may have to fight... Read More
In today's competitive environment, every organization is trying to improve... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
Do you need help overcoming sales objections? Do you sell... Read More
While there's no easy answer to this question, there are... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
I have received a number of requests for advice from... Read More
As spring moves to summer, the forecast should be for... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Recently I stumbled across some notes that I had kept... Read More
Of the many mistakes small business owners make, a big... Read More
Are you dog tired because of the way you manage... Read More
Good sales people can close, but few "step up" for... Read More
I don't know about your business but in my experience... Read More
Targeting is the process of selecting high potential customer accounts... Read More
It's a fact - the online world dies down in... Read More
Performance and behaviour management is by far the most difficult... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
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