Advice for First-time Exhibitors: 10 Costly Mistakes to Avoid Before Exhibiting At a Trade Show

You've just decided to attend your first consumer trade show as an exhibitor. You have money in your marketing budget to spend on booth space, but the hardest decision is deciding which show will give you the most bang for your buck. Here's some mistakes and muckups you can avoid so your first exhibiting experience doesn't become your last.

Hire Top Sales People Each and Every Time

The most important aspect of any business is recruiting, selecting, and retaining top sales people. Research shows those organizations that spend more time recruiting high-caliber people earn 22% higher return to shareholders than their industry peers.

Astute Pricing by Sales Representatives can Expand Profit

One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services.

A Profitable Growth Formula for Sales Managers

Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement.

The Traits of Great Sales Leaders

The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.

Execs' Top Priorities This Year: Acquiring & Retaining Customers

Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among company executives.

5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

A Standardized Company Sales Plan - Good Idea or Bad?

Explains why attempting to require experienced salespeople to follow a mandated company sales plan will derail their success and cause high turnover.

How To Develop Higher Levels of Emotional Effectiveness For Greater Sales Success!

Extensive research validates that those who exhibit a high degree of emotional intelligence tend to be more fulfilled and productive.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

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.

Sales Process Integration & CRM

Lots of companies fail to see the connection between developing a well defined sales process that's repeatable and scalable and the actual recording of sales activity, tracking and forecasting of sales results in a customer relationship, management or CRM system, also known as sales force automation or SFA.

Management: Becoming A Self Aware Leader

As a leader do you ever find yourself exhibiting behaviors that you later regret? Are you left feeling confused at how you might have gotten so off track? If so, I think you will recognize that having such blind spots is not a good thing. If you accept that then you have sufficient insight and wisdom to know that choosing to address this issue for yourself is a sign of strength and not weakness. This may be your opportunity to become a great leader!