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:


Sunbeam Confirms New GM at Boston Stations, Makes Changes in Sales ...
mediabistro.com
Sunbeam Television has announced sales management changes at Boston NBC affiliate WHDH and CW affiliate WLVI prompted by naming Robert “Bubba” Burns, VP and GM of both stations. Sunbeam announced Paul Magnes will replace Burns as Director ...
New GM, Sales Execs At WHDH-WLVI BostonTV News Check

all 5 news articles »

Who's My Coach? The Changing Role of Sales Managers
Modern Distribution Management
Baby boomers are retiring, and sales managers are recognizing that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team is the first important step to take ...


How Sales Managers Become Better Coaches
Business 2 Community
In my opinion, it all comes down to coaching, which is something most sales managers aren't particularly adept at — especially if they were promoted to their position from a rep role. Reps-turned-managers likely got into management because of their ...


Leica Geosystems Welcomes Bryan Baker as Unmanned Aircraft Systems (UAS ...
Amerisurv
Baker is an instrument-rated pilot with almost 30 years of experience in the geospatial profession, focusing on sales management, software and application development, training, and technical support in land surveying and GIS. He has become ...

and more »

Competitive Tech Brings Sales Management Position In-house
SYS-CON Media (press release)
FAIRFIELD, Conn., Aug. 11, 2014 /PRNewswire/ -- Competitive Technologies, Inc., (OTCQX: CTTC) (CTI), names William Lipford, the current Midwest Regional Sales Manager for CTI, U.S. division head of product sales. In his new role, he will be responsible ...

and more »

Sales Manager
Bizcommunity.com
Manages sales of the company's products and services to the company to become company general manager. province or country. Ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales ...


Manulife Asset Management Posts US$3.2 Billion in Net Institutional Sales ...
Insurance News Net
In its second quarter 2014 earnings release, parent company Manulife said assets managed by Manulife Asset Management reached US$281 (C$300) billion as of June 30, 2014 , an increase of US$18 billion from December 31, 2013 . "Our sales so far this ...

and more »

Koch Membrane Systems strengthens sales management in Italy
Filtration + Separation
“Giuseppe has great process and design experience and will be a significant asset in serving customers within the region,” said Chris King, European sales director, Water & Wastewater at KMS. “He has a demonstrated ability in helping end-users address ...


American National's Joan Epperson to Increase Sales Management Force
Broadway World
American National, which includes Farm Family, is seeking candidates for entrepreneurial sales management opportunities in Pennsylvania. Joan Epperson, recently named Pennsylvania state growth director, is upholding a corporate initiative for ...

and more »

Hassan Bader has been appointed Sales Manager at Ayla Hotel Management ...
Hospitality Net
In different capacities at different hospitality brands, Bader has gained a wealth of knowledge in hospitality prior to this appointment. Bader has served in the hotels industry for more than eight years, with noted experience in operations of sales ...

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How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

Book of Lists Marketing for Pressure Washing Companies

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

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Keeping Your Sales Team Motivated

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

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... 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

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

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

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

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Is Sales Process & CRM Stopping Sales?

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

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Investing in Your Sales Team

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

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

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More