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 need to continually change their behavior to adapt to the world around them.

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor: 1. Obvious 2. Hidden The obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a...

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 these next two issues we'll look at one of our favourite and most powerful tactics for attracting new leads and turning complete strangers into customers as efficiently and enjoyably as possible. So buckle up and hang tight as we take another trip down the Lean Marketing Pipeline...

How Exhibitors Can Move More Attendees Closer to Buying

After giving seminars for exhibitors at over 100 conferences with tradeshows, I've honed these 26 tips to support your success. If you are a conference planner, consider visibly supporting your exhibitors' success by giving them this Tip Sheet in their welcome packet and/or via email before the show.

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.

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

Explore this tier level sales program that provides the right focus on your “plus” accounts. It points you to the five largest accounts with the most growth potential without ignoring the five best medium sized accounts, and five revolving target accounts for new business.

How Do I Get More Business? Where's The Magic Wand?

It get's very lonely staring at the phone waiting for it to ring. How do I get busy enough that I stop watching the clock?

Beat Your Competition Just Being the Same

It's also every businessman's desire to beat his competition. Everyone is looking to charge less for a similar product/service or to offer more for a similar price. Everyone is looking to be the best just being different. But why not beat your competition looking to be the same?

Grow Any Small Business by Paying Attention to Critical Activities

Are most of your daily correspondences sales related or are they personal in nature? How much of your time is spent on critical core business activities?

Higher Prices Lead To Higher Profits - Part 1

Cutting your prices is more expensive to your bottom line than you might think. Discover the pricing strategies that can add zeros to your bottom line. Part one of a series.

National Accounts -- How Do You Create a Program That Really Works?

National accounts, by definition, have significant size and buying power which provide leverage in demanding lower prices. In addition, because of their complexity and demographics, they are often more difficult and expensive to service. Consequently, most national accounts are the least profitable.

The Cry Baby Sales Person ----- What Should We Do?

How do we deal with a sales person that doesn't know when to shut up? Is performance just about the numbers? Is he a member of the lucky territory club. Read on for some advice on how to deal with this type of situation.

What's in Your Wallet-Ten Key Factors That Put More Money in Your Wallet as a Sales Pro

Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that-your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier- You must become-THE SUPPLIER OF CHOICE-which means you always get-THE FIRST CALL-and THE LAST LOOK!

P.A.P. The Basics of Pipeline Management

Pipe Line Management is fundamentally, a time management problem. It begins with answering the following questions. • Are there alternatives to a sales person spending the majority of their time doing demand fulfillment tasks? • How much time should be spent on maintenance accounts? • How much time should be spent on prospecting? • Do you have a plan for account qualification? • What is your company’s value proposition? • What is your competitive advantage? • Do you have a penetration strategy

How To Communicate Your Sales Message So Buyers Take Action Now!

Having the edge today will involve refining your marketing with a holistic approach and razor-sharp strategies that accelerate your business growth.