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:

Silicon Valley Business Journal (blog)

Apttus Snags $108M for Web-Based B2B Sales Management System
Apttus operates a Web-based sales management system built on the Salesforce 1 platform. The company helps businesses keep track of the many stages of their sales cycles, from initial customer interest through contract negotiation and renewal, to ...
Sales software developer Apttus joins $1B unicorns with $108M fundingSilicon Valley Business Journal (blog)

all 30 news articles »

InsightSquared Reveals the Key to Sales Management Excellence at Hubspot's INBOUND
Business Wire (press release)
Everyone has an opinion when it comes to B2B sales. And while these opinions are often valid and may prove to be correct, they're still just opinions. Any idea that's not backed up by solid data is an educated guess - not a fact. In this session, Steve ...

and more »

Nordic Energy Selects Alpine Energy Systems as Sales Management Platform
PR Newswire (press release)
OAKBROOK TERRACE, Ill., Aug. 31, 2015 /PRNewswire/ -- Nordic Energy has partnered with Alpine Energy Systems and their industry-leading software offering to manage sales and broker networks, calculate commissions and run complex risk management ...

and more »

Web Sales Manager
KTVU San Francisco
RESPONSIBILITIES: Candidate will have a leading role in the growth of KTVU and KICU web sites and sales. Responsibilities include sales prospecting, presenting, negotiating, closing and managing online revenue. Develop a new revenue stream through ...

and more »

Business 2 Community

4 Myths (Busted) About The Value Of Sales Managers
Business 2 Community
What's so important about having a Sales Manager? After all, isn't their job really about herding cats? To save the day? You know what I mean…micromanaging so that sales representatives never fail? You may have heard questions to this effect ...

and more »

Kansas City Business Journal

Becker: Sales managers need to up their management game
Kansas City Business Journal
This article should be read by salespeople and sales managers alike. In fact, why not one read it to the other? Sales managers, you do not sell anymore, and salespeople, you do not have to learn how to do things wrong with respect to the profession of ...

Business 2 Community

Deadly Sales Management Trend #5: The Sales Manager as a Firefighter
Business 2 Community
In this final installment of our five-part series about troublesome sales management trends, we look at the constant demand on a sales manager's time. Sales managers are in demand by sales reps who want them to solve their problems. They're in demand ...

Digital Sales Manager
WHTM-TV in the Harrisburg-Lancaster-Lebanon-York, PA market seeks a Digital Sales Manager to lead an experienced, high performance sales team in selling one of the leading websites in Central PA. The ideal candidate will be an organized leader who is ...

New sales manager named to NTCC
Lockport Union-Sun & Journal
“Jennifer's background in the hospitality and entertainment industry, and her passion for the region, made her an ideal candidate to fill the role of sales manager,” said Elizabeth Davis, NTCC director of sales. “NTCC is pleased to bring her on board ...

Martha Turner SIR sales managers attend NRT event
9-11 at the Hotel Coronado in San Diego, California. NRT, the parent company of Sotheby's International Realty, held the retreat to recognize the extraordinary leadership and management skills of nearly 150 sales managers from offices around the country.

and more »
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The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Sales Pipeline Forecasting Is There A Better Way?

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

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

How to Increase The Sales Of Promotional Products

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

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... 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

The Surest Way to Boost Sales

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

Beyond the Golden Rule

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

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

The Top 5 Issues Facing VPs of Sales

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

Run a Productive Business From Your Car-Office

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

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Is Sales Process & CRM Stopping Sales?

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

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

Sales Coaching... Fact or Fiction?

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

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More