Cold Calling- The Most Unpopular Sales Subject

90-seconds of phone time you have with prospects are pure gold.

The Sales Carpenter

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them. In the company’s ten year history of selling into Latin America it had never exceeded $14 million (M) in annual sales. The Argentina office itself had never produced more than $400 thousand (K) in sales. My task was to increase the sales locally in Argentina, but more importantly throughout Latin America.

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it. This article explains the skills of successful sales people in the 21st century.

Increase Retail Sales With Meetups

This short article describes how a small bakery in Little Rock, Arkansas is taking advantage of the Meetup social networking phenomenon to increase mid-week evening sales. Meetups are informal social gatherings of people with similar interests in a particular topic. Topics for Meetups range from political to cultural to intellectual to fun.

Keeping Your Sales Team Motivated

Explains why traditional sales management philosophies and tools such as funnels, forecasts, and activity reports are counter-productive to salespeople's motivation and production levels.

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

Before you spend money on marketing in the attempt to gain more sales, consider how many sales opportunities you’ll miss if your staff can’t convert the extra leads you generate into business. Here are seven commonly-made sales mistakes along with suggestions on how to fix them.

Overcoming Sales Objections for Small Business Networks

If you sell and service IT-related products to small businesses, you need to develop your sales skills for overcoming sales objections. This article introduces you to three different major categories of small business IT sales objections and helps you understand simple anecdotal closing strategies for overcoming those sales objections... and most importantly, closing more big-ticket sales.

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and align all of their decision variables. In complex sales, salespeople often find themselves negotiating their way through a web of decision...

Increasing Sales by Using Coupons - Will it Help Your Business?

3.8 Billion Coupons Were Redeemed in 2003, 4.1 in 2004, Did those coupons come into your store? Where did those customers go? Do you want them back?

Raise Your Fees Overnight!

Do you want to make more money? Yes, I guess that is a rhetorical question. Everybody wants to make more money, but oftentimes we are not willing to do what needs to be done in order to make it. For...

Producing Premium Performance

Poor performance is often blamed on employees, but usually it is not purely their fault. To achieve premium performance you need an effective performance management framework. There are 7 elements to developing an effective performance management framework which combine together to result in premium employee performance. Find out why most performance appraisal processes don't work - and how to create a system to achieve premium performance.

Profitable Relationships: Is It Amateur Hour or King of the Hill?

Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you’re on a deserted island, you must connect with, interact, and influence people every single day. Learn three steps to build profitable business realtionships

Change in Sales Organizations Starts with Me

Learn the secrets of becoming a more powerful leader.