Sales Success

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To ensure Sales Success month-in and month-out sales professionals must master the art as well as the science of selling!  Most salespeople focus on the art of selling.  The art includes building rapport, creating personal relationships, good communication skills, etc.  All very important!  Equally important is the science of selling.  The science includes the creation […]

5 Keys to Staying Ahead of your Competition

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Jack Welch; retired, former CEO of GE; was quoted for saying, “If you don’t have a competitive advantage…don’t compete!” That quote is simple, to the point and most importantly a great strategy!  So what can you do to stay ahead (or get ahead) of your competition? Let me share five best practices: 1. Who are […]

Your Next Raise will be Effective when you are!

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If you are in sales no truer words were ever written! If you want to make more money, get a raise or get promoted it all starts with being effective in sales: • You want to make more more…sell more! • You want to get a raise…exceed your quota for the year! • You want […]

Small Business Owner’s 10-Step Survival Guide

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Small Business Owner’s must: Be “people” people…One of the true joys of owning your own business is direct contact with your customers, vendors and employees. You need the skills to persuade your vendors to give you favorable terms. You must be able to engage your customers to sell them on your products and services and keep […]

6 Secrets to Dominating your Market

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I am so honored to be selected to deliver the closing keynote address at the Transportation Marketing and Sales Association’s Leadership Conference on June 7, 2016 at the luxurious Ritz Carlton Resort in Fort Lauderdale, Florida!  My topic is the 6 Secrets to Dominating your Market.  If you are in sales, marketing or communications in […]

Prospecting Made Simple for People New to Sales

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If you’re new to sales do you know… Where to prospect? How to prospect? When to prospect? Chances are you don’t!  Let me offer some thoughts/suggestions/best practices: Where to prospect?  Existing customers Use our Customer Penetration Checklist to identify opportunities Make sure you look to leverage other departments, divisions or subsidiaries Referrals Use our referral […]

Driving Sales Productivity

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I would like to introduce you to two, sales productivity tools/concepts guaranteed to drive sales productivity and make you more money!  The first is tool called an Individual Success Formula: Criteria Example Sales Quota/Mo. $25,000/month Average Order Size $2,500 Close Rate 20% Sales Cycle 30 to 60 days Qualified Prospects Needed 50+ Number of Suspects […]

Best Practices for Sales Leaders/Business Owners

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To be a successful sales leader or business owner it is important to set clear goals/expectations and then inspect what you expect!  It is a fact…what gets measured gets done! Here are some proven sales management training tips for setting clear goals/expectations: Establish the appropriate key performance indicators (KPIs) for your sales team Establish activity […]

Are Trade Shows Dead?

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There are over 30 million businesses in the United States and many of those businesses spend millions of dollars every year on trade shows. Unfortunately, most have a very difficult time calculating their return on investment (ROI) or their return on objective (ROO) for the monies they spend on trade shows. Over the years, most […]

The Journey from Salesperson to Sales Manager

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Our research shows that most sales managers were promoted into sales management because they were very good at sales…not because they demonstrated the skills necessary to be a good manager.  The biggest challenge for the new sales manager is to swallow his or her ego and to learn new skill sets to focus on the […]

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