T. L. S. Part I: Tier Level Selling - A Penetration Strategy

Explore this tier level sales program that provides the right focus on your “plus” accounts. It points you to the five largest accounts with the most growth potential without ignoring the five best medium sized accounts, and five revolving target accounts for new business.

How Do I Get More Business? Where's The Magic Wand?

It get's very lonely staring at the phone waiting for it to ring. How do I get busy enough that I stop watching the clock?

How Important is a Credit Policy?

“Know your customers”. Every business owner knows how important it is to keep your customers happy and coming back for more.

The Three Most Common Mistakes Sales Managers Make

In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.

Winning the Bid Doesn't Mean You Must be the Lowest Bidder

Winning bids for cleaning contracts does not mean you have to be the lowest bidder. The entire bidding and estimating process has a enormous impact on the success or failure of your bid.

What's in Your Wallet-Ten Key Factors That Put More Money in Your Wallet as a Sales Pro

Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that-your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier- You must become-THE SUPPLIER OF CHOICE-which means you always get-THE FIRST CALL-and THE LAST LOOK!

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?

Getting Motivated and Getting Results: How to Build the Right Sales Staff

Being aware of what your employees like and dislike will help you create an environment that encourages each of your employees to reach full potential. This means happier, more productive employees, which will lead to better results and more sales!

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.

Create Events to Gain Customers

Creating a smooth registration system is one of the keys to providing a successful event. You can capture attendee information and offer further services if you do it right.

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.

How to Increase Sales and Profits Without Spending a Cent!

Increasing your sales is easy, but most people think you have to spend money to grow a business. Wrong! The easiest way to increase profits, grow your business and get more sales is something only 5% of people even know about, let alone use. Here's the secret strategy I've used to double, triple and even quadruple sales in months, sometimes even weeks!

Looking Inside of Your New Business

Starting a home business is like putting together a jigsaw puzzle. You're facing a pile of scattered pieces and it may be a little uncertain where to begin.

Sales Management Myths: Entrepreneurial Salesperson

I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.