Is Sponsorship Right for My Company?

How do you know that sponsorship is right for your company? Is there a way to determine if underwriting aspects of a trade show will help your bottom line? Absolutely...

Hiring Tips for Business Owners

Have you ever been frustrated by someone because he/she is not doing the job you tell him/her to do? You tell this and they do totally the opposite of what you told them to do! The worst part is, you tell them something today and three weeks later the job is not done and they will start making excuses on why the job is not done. It will drive you crazy!

Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?

This article answers the following questions: How do most companies look at return on investment (ROI) for their sales compensation expense? What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts? Do most companies expect their salespeople to generate new, additional gross profit each year that is equal to or greater than their compensation?

Sales Management - How to Define Your Company's Sales Job - Part 1

Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? This article explains how you can accurately define the parameters that will produce success in YOUR company’s sales job.

Sales Management - How to Define Your Company's Sales Job - Part 2

Here are seven additional factors to consider as you define the parameters that produce success in YOUR company’s sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.

Creating Daily Success With Your Sales Staff

We’ve all had the superstar sales rep, who hits their quota every month and doesn’t need any hand holding, and we’ve all experienced the less experienced type that isn’t sure how to fill out a call report, much less make a cold call. Both can bring good results to the table if they are used effectively. Managing these staff members well is critical to the success of any sales team. By asking the right questions it will allow you to address the problems they are encountering on an everyday basis.

Prospecting for New Business: Selling at Its Finest

Best questions to ask on prospect calls. Great article for sales managers who have difficulty getting their salespeople to prospect.

Converting Your Website Leads to Sales

Learn how to convert your website leads to paying customers.

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.

Avoiding Merchant Account Disasters

Merchant accounts are an integral part of the puzzle when it comes to accepting credit card payments through your web site. But too many people set up their accounts without fully understanding how merchant accounts function. The result can be frustration and significant financial loss. Learn how to spot potential problems before they start.

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)

The Paradox of International Trade Shows

There is a paradox to exhibiting in an international trade show. And it has two parts. THE FIRST? It is unique because it is foreign. If it’s your first show, it should be a real adventure. If it’s your umpteenth overseas trip, you may view it as a drag, or look at it as an opportunity to maintain and expand relationships. THE SECOND? It is the same as doing a show in the US.

Solution Selling With Integrity

Bottom line: Solution selling starts when you find a way to become critical to your customers’ roadmaps, strategies, plans and future. Look for those mile markets and populate your CRM system with them, and you’ll be truly selling solutions with integrity.