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:

Meinschenk Named VP, Sales & Producer Management at CNA Canada
Insurance Journal
CNA Canada has appointed Paul Meinschenk as vice president of sales & producer management. In this role, Meinschenk is responsible for the development and management of the distribution strategy and sales initiatives to support growth and new ...


Sanofi ousts CEO over management style, sales drop
When earnings results disappointed on Tuesday, the board pulled the plug on his tenure. Chairman Serge Weinberg said the board unanimously decided to fire Viehbacher because of dissatisfaction with his management approach and handling of business, ...
Pharma giant fires Canadian CEO, sales dropToronto Star

all 541 news articles »

Matrix Releases New Sales Management Tool
Matrix Solutions, the leading provider of media CRM & Sales Intelligence Software has released its latest product feature, which enables functionality for managing sales more effectively across all platforms within a media enterprise. The spending and ...

Train Sales Managers to Be Great Coaches
Huffington Post
That's why they prefer working with the top performers on the sales team, the people who bring in the deals with little hand holding. Working with moderate or low performer's takes hard work and time--extra hours most managers don't have. According to ...

BlueBay Asset Management gets a grasp of its sales pipeline with Salesforce
UK-based asset management firm BlueBay has a clearer, comprehensive view of its sales cycles after deploying Salesforce's Sales Cloud, its business development lead said. The European firm, which serves clients across the US, Asia Pacific and Northern ...

How to Manage Sales People: Activity Based Management vs Results Based ...
There has always been a lot of discussion about which is the best approach to managing sales people, activity based management or results based management. For the record, I'm 100% in the results based management camp. I don't believe there is only ...

Sherwin-Williams Aerospace Coatings Appoints Mullins as Global Aerospace ...
Andover, Kan. – Dewey “Chip” Mullins has been appointed Global Sales Manager of Sherwin-Williams Aerospace Coatings. In his new capacity, Mullins will oversee the brand's global sales and technical support responsibilities which include Asia, Australia ...

Entry Level Sales - Management Opportunity
The East Texan
At Circle Solutions, Inc. we offer an unmatched opportunity for growth in our management-training program. Each individual of our team receives one-on-one training and support throughout the entire program. By providing this for you, you can have the ...

Apmetrix Strengthens Global Sales Management Team With Appointment of ...
Broadway World
SAN DIEGO, Oct. 28, 2014 /PRNewswire/ Apmetrix, a global provider of enterprise analytics and automated data management solutions announces Mr. Christopher Reid has joined as Senior Vice President of Sales and Business Development, and Mr.

and more »

Agribiz: Valent to manage sales, marketing of MGK insect control products
Western Farm Press
Valent U.S.A. Corporation (Valent) and MGK have a new agreement to manage the marketing and sales of MGK's crop protection line of insect control products in the U.S., effective April 1, 2015. The addition of the organic and sustainable product line ...

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How to Keep Projects From Spinning Out Of Control

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

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Transforming Your Sales Force by Creating Specific Expectations

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

How to Sell Strategically

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

Getting Off The Advertising And Sales Rollercoaster

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

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

How to Improve Your Management Procedures Usability

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

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

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

14 Top Lead Generation Tactics

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

Never Trust a Silent Customer

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

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... 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

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

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

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Hire A Six, To Consistently Produce Sales Success

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

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... 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

Franchise Sales; Recruiting of Laid Off Employees

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

Poor Performance - Fix it by Coaching

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