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:

Business 2 Community

The Essential Keys to Proactive Sales Pipeline Management
Business 2 Community
Talk to almost any CEO of a technology-based, B2B-focused business and you're likely to hear concerns about the size of their sales pipeline, the accuracy of their sales forecasts and their ability to grow market share.

Sales Manager
Solid sales track record in the label printing sector, previous sales management experience, able to lead a team, own transport. Posted on 28 Jul 13:07. Contact details. Diane Birch Worldwide Positions (Pty) Ltd · ...

Coaching Sales Strategy – 4 Tips for Sales Managers
Business 2 Community
Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it. Sales managers can't help salespeople become more talented, ... Melds Marketing and Sales Management
IT Business Edge (blog)
The modern sales representative is looking to IT to gain more control and influence over customers. To that end, many sales reps regularly rely on customer relationship management (CRM) software to keep track of customer interactions. Now, Salesforce ...

Advantage Newspaper Consultants Names New Division Sales Manager (press release)
Fayetteville, NC, July 27, 2014 --( Advantage Newspaper Consultants, Inc. (ANC), the newspaper industry leader in advertising sales consulting, is pleased to announce the promotion of Gary Beeson, a former Media Analyst, to Division Sales ...

State Bank of India Mulls Share Sales in Insurance, Asset-Management Units
Insurance Journal
State Bank of India, the country's largest lender, is considering share sales in its insurance and asset-management units to meet tighter capital requirements. “We are in talks with our joint-venture partners regarding the listing of the insurance ...

and more »

​How to move a salesperson into management — without crashing the business
Business Journal
If you consider this move as a promotion, you probably send a congratulatory email and hold a luncheon for the new sales manager, where a nice handshake is offered and the new manager is sent to achieve grandeur. This approach delights the Sirens and ...

and more »

Highland Capital Management Expands Sales Team
Financial Advisor Magazine
Anthony Hazen joins from BlueRock Real Estate where he served as regional vice president for Western regional sales. Kevin Helwig joins from Ascendant Capital/KBR Capital Markets where he served as managing director and national sales manager.

Accessa Hires Sales Manager
Products Finishing Magazine
Accessa Coatings Solutions (Indianapolis, Indiana) hired Peter Countryman as its Sales Manager. With 12 years of executive sales management experience, Countryman will be responsible for the management and growth of the company's sales division, ...

Conair appoints new sales managers
Canadian Plastics
Adam LaDuke comes to Conair from Motan Inc. Vincent Carpentieri comes to Conair from Cumberland Engineering, where he spent the last 15 years in granulator and shredder sales, becoming a regional sales manager in 2002. And Al Washington was most ...

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Hire A Six, To Consistently Produce Sales Success

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

14 Top Lead Generation Tactics

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

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... 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

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Finding A Sales Force That Pays For Itself

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


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

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Your Extended Shadow And Successful Sales Management

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

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... 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

The Top 5 Issues Facing VPs of Sales

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

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Poor Performance - Fix it by Coaching

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

Outsourcing the Sales Function

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

The Hardest Job Of A Trade Show

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

Building Trust For Lifetime Success

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

Sales Coaching... Fact or Fiction?

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

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More