Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about taking your clients away? Are customer loyalties becoming a thing of the past?In our ever changing world, it seems securing business the...Full Article

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week...Full Article

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%.And this just by putting into use a fundamental truth of life. Manygreat men of history have used this truth in turning aroundtheir fortune...Full Article

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.Often profe...Full Article

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

A number of sales "Gurus" have promoted the theory that states, "concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will prov...Full Article

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a d...Full Article

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes away: Lets put our salespeople on 100 percent commission. Then, if they dont perform, were not out any money. For small, start-up orga...Full Article

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit youre giving away. Therefore, your efforts to remove discounts will be richly rewarded.When buyers see list price, they expect discounts to follow....Full Article

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a companys bottom line. Business Dev...Full Article

Increasing Business Through Distributors

Youre a small company with a good product. You are confident that the product can sell, but you dont have the financial resources to hire a team of fifty salespeople to market and sell the product for...Full Article

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was looking for help improving his ads. Hed been running the same ad in four local papers for two months and only gotten one response. He was understandably frust...Full Article

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 been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, t...Full Article

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

How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of t...Full Article

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tip...Full Article

Back-to-School List - 10 Tips for Trade Shows

Theres a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, its always hectic to get into the back-to-school routine. And, if you...Full Article

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Heres the scene. Youre at the trade show, having a discrete Sales Call conversation with a visitor. Things are going well until he says something like...* So who else uses this upgrade?* You mentione...Full Article

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and ...Full Article

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.If you are like most sales managers, you were probably promoted to yo...Full Article

How Exhibitors Can Move More Attendees Closer to Buying

Q. Whats the single, biggest change exhibitors can make to move more prospects closer to a buying?A. Exhibiting firms can make their most credible, main differentiating benefit the most obvious, promi...Full Article

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months ofunearned salary and damage to your companys image orreputation your companys method of NOT finding goodsalespeople? For most companies it ...Full Article