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:


IDC cuts forecast for mobile management software sales | Computerworld
Sales of mobile management software will grow at a slower pace over the next few years but will still top $2.9 billion in 2019, according to IDC's latest forecast. The projected annual sales growth by multiple enterprise mobility management software ...

Graphic Online

Sales management: 3 Secrets to improving your salespeople's selling skills ...
Graphic Online
Everyone in sales must have it; unfortunately many don't. I'm referring to selling skills which is defined as “your salespeople's natural disposition and skills for winning new and profitable deals for the company”. But there are three attributes your ...

Digital Sales Manager
KPRC Houston
The ideal candidate must have the ability to excel in a collaborative environment with a driven team of managers working toward a common goal. If you are a proven sales leader ready for your next step, prepare your best pitch and submit your resume ...

AIMS Introduces New Regional Sales Manager | CSPnet
AIMS Inc., an accounting software company for petroleum marketers, has introduced Allison Robinson as its newest regional sales manager. Robinson will work to develop new relationships with petroleum distributors, as well as maintain relationships with ...

Acteon North America announces changes to sales management team
Dentistry IQ
She was also the first recipient of the Wyatt Wilson Award for sales growth in 2013. In 2014, Cristi became the western regional sales manager for Acteon and has now transitioned to manage the newly formed Southeast region. Cristi currently resides in ...

Turner eyes 25% of total sales from India in 3 years | ET RealEstate
MUMBAI: Global consultancy and project management firm Turner is eyeing nearly 25 per cent of its total sales from India operations in the next 3 years. "In India, the concept of project management has still not penetrated in the real estate and ...
Turner eyes 25 per cent of total sales from India in 3 years - The Economic TimesEconomic Times

all 6 news articles »

Allyn “Al” Kinnamon Joins C&L as Avionics Sales Manager -
(Bangor, Maine, USA) C&L Aerospace has hired Allyn “Al” Kinnamon as Avionics Sales Manager for Corporate Aircraft. Kinnamon will oversee avionics installation sales for large cabin business jets while also guiding systems integration and program ...

and more »

Fleetline hires new aftermarket sales manager
Fleet Owner
Fleetline welcomes Kevin Freson as its new aftermarket sales manager. He will be responsible for strengthening relationships with independent aftermarket customers, new business development and increasing market share, the company said.

Western expands Sales Management pathway
La Crosse Tribune
Western Technical College is expanding opportunities for students to take steps on the Sales Management pathway by offering a free academy at the Viroqua location, 220 S. Main St., Aug. 5, from 2 to 4 p.m.. The Sales Management Academy will give ...

and more »

PR Newswire (press release)

Landry & Kling Appoints Neeti Ayare Global Sales Manager, Asia/Pacific
PR Newswire (press release)
In her new position as Global Sales Manager, Neeti will help develop and expand Landry & Kling's reach into Asia Pacific, Australasia and Far East. Neeti will work with Landry & Kling's international cruise line partners to develop cooperative outreach ...

and more »
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5 Secrets to Managing Your Sales Manager Productively

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

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

How To Have A Successful Retail Sales Event

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

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

100% Commission Equals Zero Percent Control

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

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... 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

Discounting Your Way Into Sales Oblivion

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

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

The Hardest Job Of A Trade Show

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

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

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

8 Procedures to Take Control of Sales and Marketing

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

Promoting Your Private Label at Industry Trade Shows

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

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... 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

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

The Hidden Competition: Avoiding the 2 Most Common Competitors

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

The Top 5 Issues Facing VPs of Sales

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