Calling Prospects - How To Make A Great Cold Call

Making cold calls can be a nerve-racking process if you aren't used to it. With a few simple steps you will never fear to cold call again.

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get them to do what he wanted them to do. Here's the example he shared.

Sales Tactics to Beat Your Competition

Article discusses two effective competitive sales tactics that sales professionals can employ.

Raise Concern About Sales Competition, Not About Yourself

Article discusses how sales people inadvertently raise doubts about their products or their company due to poor but common language habits.

Increase Your Sales Accept Credit Cards, Part 2

In part two of this series we will deal with objections you might get, which credit cards to accept, and the check paying option.

Getting Off The Advertising And Sales Rollercoaster

When you advertise it can generate a flurry of activity, but what you want is a steady stream of business. What do you do?

3 Steps To Getting A Sales Meeting

Advertising, direct mail, web sites and telesales all have their place but nothing beats the face to face interview. The first challenge is, of course, getting to speak to your prospect and arrange a meeting.

Sales & Marketing Plan Strategies

Design and implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?

Hire A Six, To Consistently Produce Sales Success

How To Hire A Top Sales Producer

Is Sales Process & CRM Stopping Sales?

CRM just got more complex. You were told by senior management that a wonderful new system would be installed that would help increase sales when in reality the complete opposite seems to have happened. We all know that process within any sales cycle is fundamental and therefore an essential part of today’s selling. How sure are you that you have got them right? Would you really be able to judge them effectively? Is your CRM system adding value?

Change in Sales Organizations Starts with Me

Learn the secrets of becoming a more powerful leader.

It's Time For A Sales Management Revolution

Are you dog tired because of the way you manage your sales team? Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider.

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting of tax payers money or you can remember that the imperfect system is run by humans and what goes on in generally what should be expected.