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:


3 sins of sales management
Getting the most out of employees is vital to a company's success. But according to speaker and author of Hyper Sales Growth Jack Daly, CEOs sometimes place their salespeople in the wrong roles in a misguided effort to achieve growth. “Having the right ...

First Line Sales Managers: At The Heart Of B2B Sales Success
Business 2 Community
First Line Sales Managers: At The Heart Of B2B Sales Success image Climbing 150x150. The critical success factor – and it ought to be blindingly obvious, if you think about it – turns out to be the effectiveness of your first-line sales managers. Yet ...

Business 2 Community

What Kind Of Sales Manager Would Abraham Lincoln Be?
Business 2 Community
The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as any to reflect on our 16th president. I recently read a couple of books on Abrahm Lincoln—Founder's Son by Richard Brookhiser ...

and more »

Salesperson Promoted To Sales Manager: Watch Out For This
Business 2 Community
I find that when I work with sales managers who were previously high-performing salespeople, they tend to run into a couple of challenges. It is not unusual for their management style and abilities to be impacted by their previous role as a salesperson ...

and more »

CIO Today

GetScorecard Painkiller for Sales
CIO Today
Written by salesmen for salesmen, GetScorecard improves SME's sales performance by providing a full sales process that covers the existing customer base and new deal flow. It also frees the sales manager from the burden of administration with target ...

and more »

Motivate, Monitor and Train Are the Three Keys to Successful Sales Management
Utah Pulse
I don't mean any offense to anyone who might be a sales manager, but my advice to most business owners is to get rid of them. Many owners would enjoy greater satisfaction and profitability by taking the sales manager's wages and flushing them down the ...

Doors company looks within to promote sales manager
Carwash Online
MINNEAPOLIS — Airlift Doors has promoted Sabrina Shrack to the position of sales account manager, according to a press release. Shrack has been an employee since 2008, and she previously served the company as new sales account manager, said the ...

Sales Success – Don't Forget These 6 Soft Skills
Business 2 Community
Beyond simply being flexible about schedules and responsibilities, salespeople increasingly are being called on to marshal internal resources and to be part of – or manage – sales teams. In today's environment salespeople are required to play different ...

Lawn & Landscape

Hustler Turf names regional sales manager
Lawn & Landscape
“I am excited to be back with Hustler Turf Equipment as the regional sales manager, directing Territory Managers in north central and northeastern U.S.,” said Rod Stull. “Given my past success as a Hustler distributor, I want to add some of that ...

Hansgrohe USA announces new sales management
Supply House Times
Hansgrohe announced the promotion of three sales professionals within the company. Russ Kinney has been promoted to director of Sales – Retail, Key Accounts and E-Commerce. Sharon Murray has been promoted to director of Sales – East, and Mathew ...

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The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

The Hardest Job Of A Trade Show

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

Management From Within

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

Never Trust a Silent Customer

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

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... 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 To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

How To Build A Worldwide Distributor Network

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

4 Marketing Myths Threaten Your Sales

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

Whats a Professional Sales Manager?

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

Leadership - How To Turn The Vision Into A Reality

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

How to Increase The Sales Of Promotional Products

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

Is Sales Process & CRM Stopping Sales?

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

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

The Achilles Heel of Management Coaching

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

Producing Premium Performance

One of the major issues that arises in managing a... Read More

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

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

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More