Investing in Your Sales Team

While theres no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your companys training investm...Full Article

Sex, Drugs, & Rock-n-Roll at Trade Shows

Heres the Scenario...Youre at a trade show. Out of town. Its probably an unfamiliar city. Maybe an exotic locale. Lots of strangers. Theres a client or two. A couple of buddies. Lots of opportunities ...Full Article

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

I dont know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of ...Full Article

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collec...Full Article

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

TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, youll have a very loyal client.Youve have product training and sales training, you r...Full Article

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 for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.In the...Full Article

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe obvious competitors are, well, obvious! Youll probably know who they are. You might even meet up for a drink with them and bump int...Full Article

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering p...Full Article

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees...Full Article

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional pipeline and how sometimes youll be approached by prospects who just dont fit with what you want to achieve? We looked at the different ty...Full Article

The Hardest Job Of A Trade Show

Youve heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was sure Somebody would do it. Anybody could have done...Full Article

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHeres the Scenario...Youre at a trade show. Out of town. Its probably an unfamiliar city. Maybe overseas. Lots of strangers. Theres a client or two. A couple of buddies. Lots o...Full Article

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingBtecha didnt know - Trade shows are the second largest expenditure of corporate marketing dollars in the US. Only the field salesperson costs a company more.H...Full Article

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize - Look...Full Article

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director for a respectable school at a well-known state university. Someone calls and says they wish to donate $25,000 for a special sch...Full Article

Energize Your Organization

No matter what you do, it seems, your employees do only whats absolutely necessary to get along. Youve handed out raises across the board year after year. Youve been as generous as you can be with var...Full Article

How Many Salespeople Should I Hire?

One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the ...Full Article

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customers viewpoint and asking supplier...Full Article

Outsourcing the Sales Function

Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed ...Full Article

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan y...Full Article