Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers

If you want to improve the overall quality of your sales candidate pool, shift your focus away from education and experience and toward the performance-based measures that are outlined in this article.

Make Time, Not Excuses

Written with Thomas J. Baskind, this article will address time-planning and its positive effect on Prospect Management...

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You’ve probably heard of focus groups. It’s a tool that the big boys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call “clue hunting.” Could a focus group help you test an idea for a product or service? And, if so, how do you go about holding a focus group. This article explains how to hold a successful focus group and what you can expect to learn ...

Your Extended Shadow And Successful Sales Management

What you say and do speaks louder than the words you use to manage the selling process...

Free to Succeed: Effective Sales Leadership Using A Coach Approach

Learn three powerful secrets to effective sales management

Management by Osmosis

Sales Managers are a critical part of any sales organization and by extension, the entire enterprise. Selecting the right manger and providing them with the tools and skills necessary to succeed are vital, and sadly too often mismanaged. Avoiding this costly error should be the most important mission for senior executives in a sales organization, it should be hands-on and practical, not passive and emotional.

Leadership - How To Turn The Vision Into A Reality

How are great leaders created? Why is that there is an international shortage of good leaders? Consider the elements which make for successful leaderhip, be honest with yourself - how does your leadership measure up?

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.

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill, the vice president of sales reflected on his past. For a brief moment he was back in the jungle on the outskirts of DaNang, Vietnam. He made a speech that day too, a much more important speech. He peered into the eyes of those men he had to lead also. Young men, young warriors, young marines that looked up to him as their platoon sergeant. He looked at them and told them he believed in them. He made them a promise that day. He promised he would take them back, take them back home.

Increasing Business Through Distributors

You’re a small company with a good product. You are confident that the product can sell, but you don’t have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don’t have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?

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.

Promoting Your Private Label at Industry Trade Shows

Learn about clothing trade shows you MUST attend to promote your private label clothing company.

How to Make More Money Extending Credit

Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these. “Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must for any business. Her book will give you the tools you need to collect more money and prevent bad debt in the future.

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.