Customers - Who Are Yours?

What every business has in common is that it needs customers. Sounds a little basic but what do you really know about yours? Do you know who they are, what they like, where they hang out, what they do when they’re not working? And if you know these things, are you targeting your sales message to your best customers? And if you are, are your new customers becoming good customers, buying again and again?

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?

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...

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.

Advice for First-time Exhibitors: 10 Costly Mistakes to Avoid Before Exhibiting At a Trade Show

You've just decided to attend your first consumer trade show as an exhibitor. You have money in your marketing budget to spend on booth space, but the hardest decision is deciding which show will give you the most bang for your buck. Here's some mistakes and muckups you can avoid so your first exhibiting experience doesn't become your last.

Prospecting for New Business: Selling at Its Finest

Best questions to ask on prospect calls. Great article for sales managers who have difficulty getting their salespeople to prospect.

Create Events to Gain Customers

Creating a smooth registration system is one of the keys to providing a successful event. You can capture attendee information and offer further services if you do it right.

Hiring the Best Sales Athletes

The principal driver of sales productivity is the quality of an organization’s salespeople.

Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!

Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. They also mistakenly believe that distinct selling strategies are required to sell into key accounts. All of the principles of High Probability®Selling are completely compatible with Major Accounts Selling.

Six Sigma Tools

Statistics is the powerful methodology for quality improvement.It pays to get to know some of the most important of the Six Sigma statistical tools such as Control Charts,Failure Modes and Effects Analysis (FMEA),Histogram and Pareto Chart.

5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

Increase Your Pipeline: Deploying the Cost Effective Sales Team

As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first sale! This just isn’t practical for most companies, regardless of the economic environment.

Leveraging a Sales Person's Motivation

Sales Managers need to evaluate each sales person’s motivation, skills, and the thinking supporting them due to shifting corporate goals and competitive threats.

Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!

By having a production based organization, you will be able to facilitate sales meetings that will keep EVERY member motivated to contribute to the team! Giving each member the chance to own their individual goals and brainstorm ideas will give them the drive and desire to do just what you hired them to do—produce sales!