5 Bad and Lousy Words You Should Never Say In Your Sales Letter

Have you ever wondered why you still haven't made any sale even though your product is truly one of a kind? The failure is in your salesletter itself. Find out the secrets to increase the sales power in your salesletter.

Magic Number Calculator - A Diagnostic Approach to Sales Performance

I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a Key Performance Indicator study and determined they were running 2 new appointments per week/rep, but their KPI’s dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly 'magic number'. 8 months later sales units sold increased by 520%. Find out how.

Why Every Franchise Should Use Electronic UFOC Distribution

Franchisers no longer have a choice whether to use electronic signatures and electronic UFOC distribution, it is a requirement. Electronic UFOC distribution will keep your franchise competitive, as well as save time and money.

The Vital Few

Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto'...

Proposed Business Opportunity Rules and Mandatory Disclosures

All franchise companies have mandatory pre-sale disclosures to all buyers and in many states there are required disclosures for Business Opportunities, but not all states. The Federal Trade Commission (FTC) is proposing separating

Business Goal Setting Comments

If you will do small business did you may realize how important is to set goals and if you work with others who are also in business with you then you know it is important for the whole team to stay motivated and to set objectives. You see, in business it is a competitive environment like sports and dually get out what to put in.

How To Stop Sales Lead Leakage

Most companies have the classic problem of spending money on the marketing side of the fence in order to generate leads only to see that those leads are not followed up effectively by the sales team. This classic leakage of leads to unnecessary expense and definitely inhibits a company's ability to accelerate its sales.

US Trade Shows ARE Different - Notes for Foreign Firms

Trade shows are complicated events – short term with lots of details. The process is complicated by language, culture and old habits. The more a foreign firm knows about US trade shows, the more successful they will be.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

Sales Forecasting: A Few Tips To Make It Easier

Forecasting the future is something we all have to do as business owners.

How to Double Your Sales Appointments in Half the Time; Part 2

Why is 'Setting Sales Appointments' a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?

The Forward Thinking Sales Manager Begins with the End in Mind

If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.

It's The Sales Process That Sells, Not the Salesperson

Some salespeople don’t realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost.

Fake Sales Calls from Competitors; Note to Sales Managers

Have you ever been shopped by your competition and they call up and ask questions and you put a salesperson on it to see if they can answer all their questions and turn the incoming call into a sales call.

Selling is Personal Communication and Relationship Building with the Prospect

If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor.