3 Secrets That Set The Context For Sales Success

In today’s competitive environment, every organization is trying to improve sales results. In every company, the most important – and vulnerable – link in the success chain is the performance of their people. Here are three ways you can create an environment where ‘breakaway’ results can happen.

Are Your Sales Meetings Boring?

Make your sales meetings educational events salespeople will look forward to attending. Eight ideas to make your sales meetings exciting enough for salespeople to want to be there.

How to Organize a Seminar or an Event

If you want to know how to organize a seminar or an event you’ll learn the basics in this article. Such things as Establishing the theme of the event, Selecting a venue, Seminar Marketing and Publicity, Collaboration with sponsors, Managing People and working with speakers and much much more.

Generous Donor Refused (how qualified business slipped away)

If you are one of the People at the Top, how confident are you that no qualified business is being turned away? Read about how good revenues slipped through the crack at a major university because the Dean had no system to know that his staff was turning away qualified business.

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

• Can your core culture be damaged by over motivation?
• Can recognition drive the wrong behaviors?
• Can incentives become counter productive?

When It's DUH? Time at Trade Show - 3 Little Words Save the Day

Think you’re ready for the show? Maybe. But now you’re standing in the booth and it’s Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to really know?

Investing in Your Sales Team

During times when both business and training budgets are tight, management often asks what can be done to improve the return on the company's investment of training dollars.

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?

Is Your Credit Policy Working?

If you don’t have a credit policy, everyone will want to buy from you. This can result in unpaid and past due invoices on your books.

Cutting Through the Noise to More Sales!

With so many more media channels and marketing noise out there, it can be hard to get noticed. In this article, Phil Ashforth discusses methods and ideas to get your brand to stand apart and get noticed for all the right reasons.

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?

The Three Most Common Mistakes Sales Managers Make

In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.

How to Genuinely Double Your Sales in 30 Days -- Without Advertising

Success in selling does not require guesswork or risk taking. It means looking at the science behind the entire sales process, from first contact to after sales follow up, and quantifying and systematising for controlled, predictable growth. And it's a lot easier than you might think...

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.