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:

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 ...


Heineken shakes up and slims down management as sales flag
Three top executives, including chief marketing officer Alexis Nasard (also the regional president for the home market of western Europe) will leave, and the company will merge some senior offices in an attempt to flatten and streamline its management.
Heineken N.V. (ADR) (OTCMKTS:HINKY) Slims Down Management To Boost ...InvestCorrectly
Heineken trims management to lift flat salesDrinks Business Review
Heineken sees management shiftsFood Dive

all 19 news articles »

Four Inside Sales Management Tips to Grow Your Pipeline: A Closer Look
Business 2 Community
Do you ever suspect that your approach to inside sales management isn't producing up to its potential? Inside sales managers need to know where to look to make the best impact on results. We recently shared eight factors for sales managers to increase ...

Shifman makes Beeker national sales manager
BedTimes Magazine
Shifman Mattress Co., with headquarters in Newark, New Jersey, has hired furniture industry veteran Steve Beeker as national sales manager. He reports to Shifman President Bill Hammer. Beeker brings extensive home furnishings and textiles experience in ...

Ayres Hotels Selects Groupize Next Generation Group Management Technology ...
Virtual-Strategy Magazine (press release)
Sales managers are in desperate need of tools that help them increase productivity and win more group business. Recent Groupize research shows that 70% of group demand goes directly to the property and 61% of sales managers spend 5-7 hours each ...

and more »

White House Launches Sales Pitch on Climate Pledge
Now that the U.S. has officially affirmed its international pledge to combat climate change by slashing greenhouse gas emissions by up to 28 percent by 2025, the White House is looking to the next step— getting everyone else on board. While the pledge ...

and more »

Sales Management – 7 Tips for Coaching Your Top Sales Performers
Business 2 Community
If you listen carefully to conversations among sales managers and get the story behind the story, two rationale for not coaching top sales performers pop up more than others. The first is a takeoff on “if it ain't broke, don't fix it”. “My top ...

Sales Management: Competition, A Double-Edge Sword
Business 2 Community
Ask most sales management whether they have ever used some form of competition as a management technique and most will answer – “yes – and if I must say so it worked great.” Stories abound about how competition can be used effectively inside a sales ...

Broker Conveyancing hires sales & operations manager
Mortgage Introducer
Johnston is tasked with increasing the solicitor panel's adviser base up and down the country and upping its instruction levels from existing users. Harpal Singh, managing director of Broker Conveyancing, said: "As the business has expanded and our ...

Strategy Development Adds Second Session for Strategic Sales Management ...
What They Think
Bryn Mawr, PA – After having to turn away sales managers due to the sellout of the March session of the Strategic Sales Management Workshop, Strategy Development, a leading management consulting and advanced sales training firm, has scheduled an ...

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Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

The Differences Between A Commercial Collections Agency & Lawyer

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

The Art and Science of Managing Expectations in Selling

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

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... 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

How Exhibitors Can Move More Attendees Closer to Buying

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

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... 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

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

Are Your Sales Meetings Boring?

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

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... 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

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

Drop Discounts and Earn Top Dollar

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

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Raise Your Fees Overnight!

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

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More


As a group of sales trainees took a break from... Read More

The Hardest Job Of A Trade Show

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

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

Promoting Your Private Label at Industry Trade Shows

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