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:

Universal Furniture restructures sales management
Kids Today
HIGH POINT — Universal Furniture, parent company of youth brand Smartstuff by Universal, has promoted Kevin Miller to vice president of sales for the Western region and has named Mark Cowan vice president of sales for the newly created Central region.
Universal Furniture Names New Regional Sales Vice PresidentsFurniture World Magazine (press release)

all 3 news articles »

Cultivate art and science in your sales management strategy
In a recent interview with SearchCRM, Roberge outlined how he has created a sales management strategy in an era where technology buyers can do the bulk of their research online and never interact with a salesperson. As a result, his sales team needs to ...

and more »

Management Experience Often Is Lacking Among Promoted Sales Reps
It's a story that repeats itself over and over again in many organizations: a sales representative who excels at selling is selected for promotion to a sales manager role, despite a lack of management experience. Then, upon assuming the sales manager ...

and more »

Inside Sales Management: 8 Key Factors For Improving Your Sales Pipeline
Business 2 Community
As we start the new year, I want to offer some observations on what we're learning here about inside sales management. Sales executives often ask about new ways to build a sales a pipeline. How can your business use an inside sales function to produce ...

Wall Street Journal

Puma Net Loss Narrows, Management Upbeat on Sales
Wall Street Journal
HERZOGENAURACH, Germany—Puma SE almost broke even in the fourth quarter on improved sales of its sports shoes and other apparel as well as lower costs, with the German company confident a full financial turnaround is under way. Puma, a unit of ...

and more »

Four myths of modern sales management software
Cape Business News
Apps have become such an everyday part of normal business activity, that they are now a necessity to remain competitive in the modern business environment. Yet, there are still those wary of technology and the benefits that an excellent sales ...

and more »

Advice For Sales Managers: Always Be Prepared
Business 2 Community
What does this have to do with sales management? As a manager you must be prepared at all times for almost any event. The best plan is to have a plan and to consider what might go wrong or what could impact your ability to exceed your objectives.

Sales Management Coaching: The Power of Questions
Business 2 Community
The problem is too many times when coaching, managers do it the other way around. They don't ask enough questions and they talk more than the sales rep. Given all that we thought it would be a good idea to provide some specific questions that could be ...


Sparta, The Gamified Sales Platform, Gets Backing From Spotify Managers And ...
Sparta, the Stockholm-based startup that provides an online platform to help sales managers more easily run sales competitions, has picked up a very modest €100,000 round of funding. However, its new backers are perhaps more noteworthy. They include ...

J&M Concepts - Regional Sales Manager (Realtree)
Primary Responsibility: Promote Realtree products to distributors, regional chains, national chains and local retailers, as assigned by management. Responsible for maintaining and expanding the current customer base. Develop and execute sales plans to ...

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Speed-up Your Sales Cycle

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

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

14 Top Lead Generation Tactics

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

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

100% Commission Equals Zero Percent Control

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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Management by Osmosis

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

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Increase Your Sales - Accept Credit Cards

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

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... 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

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

How Do I Manage Workplace Conflict?

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

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... 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

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

How Exhibitors Can Move More Attendees Closer to Buying

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

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More