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:


blogs.hbr.org (blog)

Companies with a Formal Sales Process Generate More Revenue
blogs.hbr.org (blog)
How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. (The survey ...


WavestoreUSA promotes Randy Miller to national sales manager
SecurityInfoWatch
West Palm Beach, FL – January 22, 2014 — WavestoreUSA, a world class innovator in open platform digital video storage and management systems, announces the promotion of Randy Miller to National Sales Manager. WavestoreUSA is also pleased to ...


Jan. 27, 2015: MacroAir Adds Three New Regional Sales Managers
ACHR NEWS
Brad Bishop will head up the Northeast territory and joins MacroAir with extensive experience in sales, marketing, supply chain management, and program management covering industries such as industrial fans, commercial truck and transit supply, and ...


Tifosi adds creative director and sales management
Bicycle Retailer
WATKINSVILLE, Ga. (BRAIN) — Tifosi Optics has made two additions to its national sales management team and hired a new creative director. Brad Abbott joins the company as national sales manager for Tifosi's optical and sunglass specialty business.


Sales management strategies: Leading from the trenches
TechTarget
Russ Hearl: I was working as a sales manager at a hotel company in 1999, and I came out to San Jose. At that young age, I don't even think I knew where Silicon Valley was on the map, like so many before and since have. I packed all my stuff in a U-Haul.


Sales Management – The Power of Culture
Business 2 Community
We thought this was an interesting idea for sales management to consider as they start a new year. Traditionally, we have talked a lot about best practices for sales strategy and sales call execution – we have positioned them as the hallmarks of sales ...


Rodrigue Joins TAB Bank as National Sales Manager
ABL Advisor
TAB Bank announced the addition of Daniel Rodrigue to its business development team as National Sales Manager. Rodrigue will be based in West Palm Beach, FL and will report to TAB's Senior Vice President of Sales and Marketing, Justin Gordon. He will ...


Business 2 Community

Incentives: The Fool's Gold Of Sales Management
Business 2 Community
While it is appealing to believe that working more will produce more, this idea is the fool's gold of sales management. The reality is that most salespeople are working near their capacity. What they really need is help finding new ways to sell better ...

and more »

Touch Dynamic Appoints New Southeast Regional Sales Manager
Business Solutions Magazine
Currently residing in Lexington South Carolina, Rob joins Touch Dynamic as the new Southeast Regional Sales Manager to continue Touch Dynamic's success in providing Point of Sale Hardware to top companies in The United States of America, Europe ...


John Neil hired as sales manager at Bank of the Cascades
Idaho Business Review
Neil served as the Boise Metro sales manager for U.S. Bank Home Mortgage. He holds a BBA in management with an emphasis in human resources from Boise State University. His community involvement includes Kuna High School Football Booster, Noon ...

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Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

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

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

Poor Performance - Fix it by Coaching

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

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

All Small Businesses Need to Gather Community Intel

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

The Art and Science of Managing Expectations in Selling

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

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Discounting Your Way Into Sales Oblivion

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

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Book of Lists Marketing for Pressure Washing Companies

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

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... 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

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Offer Package Deals To Increase Profits And Sales

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

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

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

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Increasing Business Through Distributors

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

3 Steps To Getting A Sales Meeting

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

The Achilles Heel of Management Coaching

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

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

The Hardest Job Of A Trade Show

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

Speed-up Your Sales Cycle

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

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... 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