Best Price or Biggest Margin?

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

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.

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.

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.

Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint

It all starts with your thinking or your mindset. The best in sales and sales management are positive thinkers.

Clothes May Make The Man, But Debt Makes The Salesman!

According to popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, we can learn a lot from our sales managers and the business owners for whom we work. He shares an insight that reveals the secret of making an average salesperson good, and a good one, great.

Five Tips For Hiring The Right Salesperson

Are you ready to make the right hiring choices? If you plan to hire any salespeople, you’ll want to avoid some common hiring mistakes.

Elements Of A Successful Sales Performance Management System

The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives.

Recruiting & Hiring Sales & Marketing Superstars

There are lots of people who get into sales and marketing for the wrong reasons. So there are a lot of people out there who actually don’t have what it takes in order to be successful at sales and marketing.

Training Your Staff: 13 Things EVERY Employee Should Learn

People buy from people; not from systems, pretty brochures or crafty verbiage. Training your team DOESN’T mean restricting them to a rigid sales process or trying to assimilate them into the company! There’s no need to memorize silly systems and philosophies that you think will generate sales. Dry systems like that only produce unhappy, unmotivated employees and a high turnover rate (which leads to unsatisfied customers and fewer sales)

Use The Blitz Presentation and Blitz Sale - When Appropriate

Sometimes in commercial/industrial sales we find that we should make a presentation on an initial or cold call and try to get a sale. We must be prepared for that requirement because we don't know when it will happen.

Prospecting - Your Future is Dependent on Your Present

We have complete control of our future, we just don't take advantage of that situation often enought. You can have all the customers you want if you do what you need to do today.

Use CRM To Run Sales By Numbers

If you run your sales by the numbers and look at that activity on the daily and weekly basis, it's very easy for you to quickly see what patterns are emerging in your sales team performance and act accordingly in terms of zeroing in on corrective actions that need to be taken with individual team members in order to boost their overall sales results.