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:


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, ...

and more »

Transport Sales Manager
Emirates 24/7
Oversee the preparation of reports, provide recommendations to senior management, respond to customer complaints, negotiate large contracts, maintain existing accounts and generate new accounts, Interact and communicate with corporate clients.


JOB SPOTLIGHT: Chip LaCorte, area retail sales manager for AT&T
Columbus Ledger-Enquirer
Such is the life of an area retail sales manager of a company fast growing its Georgia footprint, adding 4G LTE in the Columbus market within the last month, with an eye toward even more expansion in the middle and southern portions of the state ...


Pacific Life Announces Sales Manager Changes
Insurance News Net (press release)
Pacific Life has announced three personnel changes affecting sales in the company's Retirement Solutions Division (RSD) as the unit broadens its sales strategy beyond variable annuities. The latest changes come in the wake of wide-ranging management ...


Regional Sales Manager (or Post Graduate entry level Sales Manager)
Optics.org
First Sensor is currently seeking 2 Regional Sales Managers for East Coast Sales based in Mansfield MA and West Coast Sales based in Westlake Village CA. The Sales Managers are responsible for achieving our sales goals within the respective regions by ...


Smart Sales Manager Wins American Association of Inside Sales Professionals ...
Virtual-Strategy Magazine (press release)
TeleSmart Communication's President, Josiane Feigon, Author of Smart Sales Manager and Smart Selling on the Phone and Online additionally recognized as a leader in the Inside Sales industry by AA-ISP. San Francisco, CA (PRWEB) April 16, 2014.

and more »

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 »

First Automotive Sales Management Super Conference Debuts in Dallas, TX ...
IT Business Net
Jim and Debbie Ziegler have become legendary in the automobile industry for producing high-quality educational events, conferences and seminars for dealers, managers and manufacturer executives. Hundreds of thousands of dealers, managers and ...

and more »

Business 2 Community

Four Simple Tips for Better Sales Coaching
Business 2 Community
So you have no choice but to fall back on that tired old sales management maxim, “Make more sales calls!” To be a more effective coach, intervene much earlier in the sales process so you can “coach forward.” Pay attention to the things your reps are ...


Gatens named Regional Advertising Sales Manager for Reporter
Bellevue Reporter
Jim Gatens has joined the Bellevue Reporter as Regional Advertising Sales Manager. He will oversee the advertising staffs of the Bellevue Reporter, Issaquah & Sammamish Reporter and Mercer Island Reporter. "I'm excited to be here serving the ...

Google News
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Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Building Trust For Lifetime Success

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

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

The Effective Executive

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

The Art and Science of Managing Expectations in Selling

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

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

How to Sell Strategically

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

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

The Top 5 Issues Facing VPs of Sales

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

Never Trust a Silent Customer

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

8 Line Items of a Trade Show Budget

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

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but 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