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.

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?

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.

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.

Is Sponsorship Right for My Company?

How do you know that sponsorship is right for your company? Is there a way to determine if underwriting aspects of a trade show will help your bottom line? Absolutely...

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!

Stuck on Stupid ? (How Too Much Time Looking in the Rearview Mirror Can Set You Up for Failure)

Ever feel your organization spends too much time looking backward. Apparently, that's exactly how Lt. General Russell Honore felt when confronted by the media during the Katrina aftermath. Read on to find out what you can do to get organization looking forward again.

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

What if There Were No Sales Managers?

Every one knows that sales people are very personable types. They Relationship builders, they people people and some say that they have the gift to gab. With all these attributes and many more they seem to be quite lacking in the organizational paperwork arena.

Best Price or Biggest Margin?

Explains why salespeople offend prospects and lose sales by trying to get the highest price possible in their proposals.

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.

Hire Top Sales People Each and Every Time

The most important aspect of any business is recruiting, selecting, and retaining top sales people. Research shows those organizations that spend more time recruiting high-caliber people earn 22% higher return to shareholders than their industry peers.

A Profitable Growth Formula for Sales Managers

Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement.

Are You Worth Another $100,000 per Year?

Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do you fit in?