Even the Lone Ranger Needs a Posse

It's become rare for a single producer or relationship manager to be able to develop large accounts on his or her own. In the complex world of the 21st century, peoples' talents are more specialized, so that we have entered the realm of team selling.

Prosperity, Is It Actually Weakening Businesses Today?

This is a very prosperous time for most people living in developed nations today. Consumers continue to desire the latest and greatest in virtually every economic sector. Could it be that this unprecedented prosperity is actually setting up many businesses for catastrophic failure?

New Trade Globalization

Globalization is an old process in a new setting of unparalleled technological advances, unprecedented penetration of national economies by multinational corporations, and the neo-liberal revival of the free trade doctrine.

Sales in Today's World

Being Successful in Sales in todays world. Is it just who you know?

Shyness-A Habit That Hurts More Salespeople Than Smoking or Drinking

80% of Americans are shy in at least in some situations, according to Dr. Phillip Zimbardo of Stanford University, who reported this finding in his book, SHYNESS.

What is Wrong With My International Import Export Sales?

You are an excellent experienced sales professional with many awards and promotions yet you are getting very frustrated in breaking into an overseas market. You can blame your overseas contacts and market circumstances for the lack of progress or you can take a fresh look at what you can do better. Here is a story that may give you insight into how to move forward.

Tough Reprimands -- How To Handle That One On One Discussion With A Sales Person

What do you do when one of your sales people just isn't performing up to standards? The key to answering that question is determining the cause of the non performance. Start by reviewing the obvious. A sales person must have adequate tools, resources and leadership to maximize their effectiveness. The review process is a critical component of sales effectiveness. This review should occur monthly for regularly performing sales representatives (reps) and even more frequently for those reps that are under performing. This review enables the sales manager and the sales representative to discuss, plan and measure success. In addition to possessing and capitalizing on certain natural talents and traits, the review process should encompass the following issues:

Improving Your Sales Force's Effectiveness Through Automation

Many smaller businesses have advanced beyond back office automation using PCs and client-server IS platforms. More owners are looking at advanced sales automation software as a way of improving the productivity of their sales force as well as customer satisfaction.

Marketing Today - Helpful Hints for Understanding Your Future and Existing Clients

There exists several unspoken secrets in the marketing world that you should be aware of when contacting prospective or regular clients. Familiarizing yourself and your employees with these principles can build confidence and help you to remember the business world's big picture.

Opening A Dollar Store - How to Recover Sales When They Drop

One of the challenges that face the entrepreneur who is opening a dollar store is dealing with recovery of sales. It might be a situation where the store was just purchased, or the owner has simply allowed sales to fall off. No matter what the situation, there needs to be a recovery plan that is developed to get sales back on track.

Dealing With Your Employees Is Easier Than You Think

Have you ever wondered about how to effectively care for your employees problems without compromising your position or work load. Well than this article is for you!

Leadership Lesson in the Face of Virginia Tech Tragedy

In the aftermath of the massacre at Virginia Tech, the spirit of the campus was changed by a few short, yet powerful words. Read the leadership lesson this has for all business professionals.

Opening A Dollar Store - Cost-Of-Good-Sold Reduction Through New Suppliers

Are you opening a dollar store? The Cost-Of-Goods-Sold is one of the most important costs to be managed in your business. Efforts to minimize the C-O-G-S should be initiated from the time merchandise purchasing starts. It needs to remain a business priority for as long as you have your store.