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.

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.

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

YIKES - There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.

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.

Rx for Sales Effectiveness ----- The Purple Pill

If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales.

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.

Lead Management Software

Efficient lead management is the cornerstone to good sales. Without it, keeping track of follow-up calls, meetings, and details relating to prospective clients can be nearly impossible. With proper lead management tools, all the information you will ever need will be at your finger tips.

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...

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.

Winning the Bid Doesn't Mean You Must be the Lowest Bidder

Winning bids for cleaning contracts does not mean you have to be the lowest bidder. The entire bidding and estimating process has a enormous impact on the success or failure of your bid.

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!

Hiring Tips for Business Owners

Have you ever been frustrated by someone because he/she is not doing the job you tell him/her to do? You tell this and they do totally the opposite of what you told them to do! The worst part is, you tell them something today and three weeks later the job is not done and they will start making excuses on why the job is not done. It will drive you crazy!

Sales Management - How to Define Your Company's Sales Job - Part 1

Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? This article explains how you can accurately define the parameters that will produce success in YOUR company’s sales job.

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.