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:


Model N announces vertical sales management solution for Semiconductors and ...
MarketWatch
via PRWEB - Model N, Inc. (NYSE:MODN) , the leading Revenue Management solutions provider to the Life Science and Technology industries, today announced a new sales solution built on the Salesforce1 Platform for the semiconductor and component ...

and more »

The 3 Major Sins of Sales Management
The Roanoke Star
It's a simple fact of business: Without sales, no one else downstream can do their jobs, says veteran sales manager and business speaker Jack Daly. Because of how vital sales are to a company, CEOs frequently tend to misuse their best people, he says.


1 Days ago — Sales / Sales Management — Regional Sales Manager ...
Job.com
... From Monster. Drury Hotels Company, LLC in Nashville, TN. 1 Days ago — Sales / Sales Management — Regional Sales Manager Description: The Drury family has provided travelers with squeaky clean rooms, +1 service and a good value for 40 years.

and more »

15 Days ago — Sales / Sales Management
Job.com
Responsible for all sales activities, to include generating leads, developing new business, making presentations, quoting pricing, closing sales deals, signing contracts and cultivating current clients. Implements agreed upon sales plan which will meet ...


Union Benefits Specialist and Sales Management
WEAU
Union Benefits Specialist and Sales Management. Job Status: Full Time. Job Category: Insurance. Experience: None. Location: Eau Claire, WI. Salary Type: Negotiable. Education: Not Specified. Job ID: 256056191. Contact: Rita Haidinger, Regional Manager.


BNY Mellon hires national sales manager for Dreyfus
Tribune-Review
Bank of New York Mellon Corp. has hired another executive to help lead its push to attract more retail investors to its Dreyfus mutual funds. BNY Mellon Investment Management said on Monday that Ryland Pruett was named national sales manager for the ...


BNY Mellon Appoints Ryland Pruett Dreyfus National Sales Manager
SYS-CON Media (press release)
NEW YORK, April 21, 2014 /PRNewswire/ -- BNY Mellon Investment Management announced today that Ryland Pruett has been named national sales manager for The Dreyfus Corporation and its mutual fund complex, with responsibility for leading the sales ...

and more »

Cowan joins Animal Health International as swine sales manager
Agri-View
Animal Health International, Inc. announced recently that Chris Cowan has joined Animal Health International as swine sales manager for the Midwest Region. Cowan will report directly to Region President Chuck Vander Ploeg. Cowan joins Animal Health ...


Does Your Company Have Enough Sales Managers?
blogs.hbr.org (blog)
A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. This meant that management span ...

and more »

American National to Increase Sales Management Force
PR Web (press release)
American National is seeking candidates for entrepreneurial sales management opportunities across the country. In the role of Multiple Line General Agents (MLGAs), American National's sales managers work as independent contractors to recruit, select, ...

Google News
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Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... 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

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... 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

Book of Lists Marketing for Pressure Washing Companies

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

4 Marketing Myths Threaten Your Sales

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

How to Organize a Seminar or an Event

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

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Offer Package Deals To Increase Profits And Sales

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

The Get Dangerous Quickly Approach to Product/Service Training

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

Never Trust a Silent Customer

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

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More