Your Extended Shadow And Successful Sales Management

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

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?

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

You’re at a trade show. Out of town. It’s probably an unfamiliar city. Maybe overseas. Lots of strangers. There’s a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.

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?

Drop Discounts and Earn Top Dollar

1,027 Words. Abstract: Another name for discount is pure profit. Employ these four techniques to reduce discounting pressure and wring every dollar you deserve out of your next sale.

Promoting Your Private Label at Industry Trade Shows

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

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?

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.

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?

How to 'Work' a Trade Show to Find Companies to Buy

Trade shows are excellent opportunities to define companies that may or can be for sale. You may never get an easier opportunity to approach a senior executive or business owner than at a trade show!

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.

Does Six Sigma Need to Have the Support of Upper Management?

Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon.

Sticky Conversations

Everyone in business has to at some point face the inevitable of the uncomforable conversation with someone. These are some tools to prepare even the most timid or novice among us. It may not make someone into a tiger, but it will give someone the insight into the process to survive one!

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.