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:

Aerovox Announces Appointment of Michael Roach to Western Regional Sales ...
Virtual-Strategy Magazine (press release)
Aerovox Corp. has announced that Michael Roach has recently been appointed to the position of Western Regional Sales Manager. Mike has over 20 years' experience in the design, processing, manufacture and sale of electronic components and ...

and more »

Axa appoints Kilshaw as London branch sales manager
Post Online
Kilshaw will lead the sales team in London and will have primary responsibility for the management of the branch's broker relationships. He replaces Ryan Birbeck who took over as manager of Axa's Scottish branch in January 2014. Kilshaw has held a ...
Axa names new London sales managerInsurance Age

all 2 news articles »

Joe Verde Sales & Management Training Celebrates Release of New eBook
Broadway World
NEW YORK, July 21, 2014 /PRNewswire-iReach/ Joe Verde Sales & Management Training, Inc., today announced the release of a new eBook titled "The 10 Technical Skills Every Automotive Sales Manager Needs." The new eBook is the second in a ...

and more »

Chris Habel Joins Walker Products As Central Regional Sales Manager (AMN)
“We are pleased to be able to add Chris to our sales team,” said Geoffrey Wilsey, vice president of sales and marketing, Walker Products Inc. “Chris brings a broad range of industry experience to his new position as central regional manger. His ...

Manulife Asset Management Names Nathaniel L. Hennigar to Institutional Sales ...
PR Newswire (press release)
BOSTON, July 21, 2014 /PRNewswire/ -- Manulife Asset Management has expanded its institutional sales team with the addition of Nathaniel L. Hennigar as Managing Director covering a segment of the Midwest region. Mr. Hennigar is based in Boston and ...

and more »

3 Key Metrics to Track When Managing Your Inside Sales Team
Business 2 Community
I recently wrote in my blog post, “5 Most Frequently Asked Questions About Outsourcing Inside Sales,” that gone are the days of closely tracking the number of activities when managing your inside sales team. While I still think measuring activities is ...

World Asset Management taps institutional sales chief
Pensions & Investments
Robert L. Hudon was named vice president and director of institutional sales of World Asset Management, said Kathleen Pitton, spokeswoman for the firm's parent, Comerica Bank. The position is new. Mr. Hudon will be responsible for planning and ...

DFT Welcomes New Regional Sales Manager Jim Bachmann
ThomasNet News (press release)
and Six Sigma Black Belt, he has amassed more than 30 years of industry experience in sales management, marketing, operations, and manufacturing while working for Anderson Greenwood, Foxboro Control Valves/Flowserve, TBV Ball Valves, and Crane.

Regional Sales Manager
WGN is seeking someone to act as Manager of Regional Sales for WGN TV working in conjunction with national representative offices with the responsibility to maximize all national or regional sales revenue ensuring all financial goals are being met ...


Google Management Surprise: Longtime Sales Chief Nikesh Arora Leaves For ...
On a day when Google Google announced second-quarter earnings that bested expectations on sales but fell short on profits, the company dropped a management bombshell: Longtime Chief Business Officer Nikesh Arora is leaving after almost a decade to ...
Google searches out new ad forms for sales jumpFinancial Times

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Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... 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 to Sell Strategically

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

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... 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

How To Become A Better Sales Manager

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

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

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

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

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Speed-up Your Sales Cycle

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

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

How Exhibitors Can Move More Attendees Closer to Buying

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

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Getting Off The Advertising And Sales Rollercoaster

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

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

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

Generous Donor Refused (how qualified business slipped away)

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

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More