US Trade Shows ARE Different - Notes for Foreign Firms

Trade shows are complicated events – short term with lots of details. The process is complicated by language, culture and old habits. The more a foreign firm knows about US trade shows, the more successful they will be.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

10 Tips to Increase Your Referral Ratio

It’s good to possess great cold calling skills, but it’s great not to have to use them. Here's some 'Grass roots' tips to warm up a sales Prospecting call.

It's The Sales Process That Sells, Not the Salesperson

Some salespeople don’t realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost.

Sales Manager Tip #47; Interested Prospects and How you can tell

A good sales manager needs to train their sales Force to recognize when someone is interested in what the company is offering. A good salesperson should notice this instinctively.

Sales Manager Tip #28; The Informed Prospect

A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.

Top Ten Strategies Large Corporations Use Against Small Businesses & Their Countermeasures

Time and again we have heard the story: a small business is doing well then a huge corporation moves in and takes over their trade. Does it have to be this way? Is there some way the little guy can win against their giant adversaries?

Is Business Formulaic?

This article describes the many benefits associated with using a formulaic approach to business process engineering.

Traversing That Bridge Between Sales And Management

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

Is Using Past Success As A Factor In Hiring A Mistake?

What is vital for you to learn in selecting a candidate for an open sales position, is how well a candidate will perform in a job like the one you are trying to fill. Often an employment interview will never even touch on the candidate's competence for the new position.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 1

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

Engineers Hiring Sales Reps

The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise. Particularly in the startup phase, senior management has often come from a technical (or at least not sales) background. They know that they need a sales force (usually!). But they’ve certainly never hired them before. Or if they have, it's not been successful. And truth be told, technical founders often don't have a high opinion of the sales profession. They may think sales looks like an easy job that anyone can do.

Sales Management: 5 Signs You Hired A Loser

Many managers are reluctant to confront the fact that they brought aboard someone who just doesn’t have what it takes to succeed. Instead of biting the bullet and dismissing them promptly, they hope for a turnaround. What is it that can tell us the person should be let go? Here are five signs that you hired a loser, says Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books and more than 750 articles.

Are Self-Limiting Beliefs Constraining Your Sales Team?

Allowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.