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:

Sales Managers – A New Pathway to Leadership
Business 2 Community
If you are going to be in the position to manage a sales team that can deliver an updated value message to your customers, it will be necessary to understand and marshal the resources of your entire company. Customers are looking for salespeople that ...


Wal-Mart shuffles US store management to improve sales
(Reuters) - Wal-Mart Stores Inc said on Friday it would eliminate the position of zone manager in its U.S. stores while adding up to 8,000 new department heads as part of an overhaul of its store operations. There are about five zone managers in each ...
Wal-Mart to shed some in-store management in bid to improve shopper serviceFortune

all 146 news articles »

Benefits Canada

Northern Trust Establishes Asset Management Sales and Client Service Team in ...
Business Wire (press release)
MELBOURNE, Australia--(BUSINESS WIRE)--Northern Trust (Nasdaq:NTRS) today announced it has established an asset management sales and client servicing team in its Melbourne, Australia, office to offer its full range of customizable asset management ...
MOVES-Northern Trust appoints two sales representatives in AustraliaReuters

all 12 news articles »


New international security sales manager
The Security Business Unit is delighted to announce that Alan Hardy has joined Remsdaq as Sales Manager for Europe, the Middle East and Africa (EMEA). Alan, formerly of TDSi, brings with him a wealth of international sales management experience, ...


Heineken shakes up and slims down management as sales flag
Heineken NV HINKF 0.59% , the world's third-largest brewer, has shaken up its management team in an effort to pep up a sales performance that has been anything but frothy in recent months. The move comes only six months after the company rejected an ...
Heineken trims management to lift flat salesDrinks Business Review

all 19 news articles »

Epic Brewing Company - National Sales Manager
Epic Brewing is looking for that special someone to take the reins and raise our national sales efforts to the next level while continuing our fiscally sound, fast and profitable growth plans. You'll join our team of special, committed people who make ...

and more »

Mutual fund net sales $9.29B in March; assets under management $1.22 trillion
TORONTO – The Investment Funds Institute of Canada says net sales of mutual funds totalled $9.29 billion in March, with the bulk of it going into balanced funds which enjoyed a net gain of $7.38 billion last month. The gain in balanced funds compared ...

and more »


Meru Networks Streamlines Sales Management
PR Newswire (press release)
SUNNYVALE, Calif., April 6, 2015 /PRNewswire/ -- Meru Networks, Inc. (NASDAQ: MERU), a leader in intelligent networking and the only wireless LAN vendor to have received OpenFlow™ conformance, today announced a restructuring of its sales ...
Meru Networks eliminates layer of sales

all 8 news articles »

Sales Manager
Bangkok Post
The combination of performance and quality of life A key service provider to business and governments for over 70 years, head quarter in France and operating internationally, Atalian has extensive global experience in the provision of multiple services.

5 Reasons Why Sales Managers Don't Coach
Business 2 Community
B. From the customers' perspective, the size of an opportunity is determined early on in the buying cycle. That's where the customer recognizes their needs and formulates their vision of a solution. The über-sales manager isn't much interested in the ...

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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

Disclosure Laws Favor International Terrorists

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

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

5 Secrets to Managing Your Sales Manager Productively

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

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

14 Top Lead Generation Tactics

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

6 Steps to Avoid Losing Summer Sales

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

Keeping Your Sales Team Motivated

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

Poor Performance - Fix it by Coaching

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

How To Have A Successful Retail Sales Event

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

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

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

Snuff Out the Competition Without Leaving a Mark!

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

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

How To Build A Worldwide Distributor Network

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

The Achilles Heel of Management Coaching

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

Small Business Marketing: Overtaking Your Competitors

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

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... 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 Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

The Get Dangerous Quickly Approach to Product/Service Training

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

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Generous Donor Refused (how qualified business slipped away)

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

Increase Your Sales - Accept Credit Cards

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