Management by Osmosis

Sales Managers are a critical part of any sales organization and by extension, the entire enterprise. Selecting the right manger and providing them with the tools and skills necessary to succeed are vital, and sadly too often mismanaged. Avoiding this costly error should be the most important mission for senior executives in a sales organization, it should be hands-on and practical, not passive and emotional.

Leadership - How To Turn The Vision Into A Reality

How are great leaders created? Why is that there is an international shortage of good leaders? Consider the elements which make for successful leaderhip, be honest with yourself - how does your leadership measure up?

The Hardest Job Of A Trade Show

The Center for Exhibition Industry Research (ceir.org) says research shows that up to 80% of leads gathered at a show are not followed up. Bottom line, that translates to - you’ve wasted 80% of your money. How do you improve the odds?

Do You Know How to Fire Up Your Sales Staff (When Money Isn't Everything)?

Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Our world is governed with basic principles which if used right can produce amazing results. These are truths that have been since life began. You can also profit with them in anything you choose in life. In this article you'll discover how you can build you home business with one of these basic truths.

Promoting Your Private Label at Industry Trade Shows

Learn about clothing trade shows you MUST attend to promote your private label clothing company.

What Credit Policy Tools Are You Missing?

Did you know that a credit policy is a channel where you can control your bottom line, sales and income?

Don't Land Your Plane (or Business) With The Wheels Up!

Even the most mundane, repetitive tasks must be done correctly every time. If not, the results can be fatal. Use a checklist to insure the job is done right every time.

Rx for Sales Effectiveness ----- The Purple Pill

If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales.

Lead Management Software

Efficient lead management is the cornerstone to good sales. Without it, keeping track of follow-up calls, meetings, and details relating to prospective clients can be nearly impossible. With proper lead management tools, all the information you will ever need will be at your finger tips.

Sticky Conversations

Everyone in business has to at some point face the inevitable of the uncomforable conversation with someone. These are some tools to prepare even the most timid or novice among us. It may not make someone into a tiger, but it will give someone the insight into the process to survive one!

Just What is a Broker?

In most circumstances a broker is a third party to an agreement to purchase a commodity, the item being bought and sold is neither owned nor controlled by the broker who simply acts as an intermediary and is normally paid on completion of an agreement.

P.A.P. The Basics of Pipeline Management

Pipe Line Management is fundamentally, a time management problem. It begins with answering the following questions. • Are there alternatives to a sales person spending the majority of their time doing demand fulfillment tasks? • How much time should be spent on maintenance accounts? • How much time should be spent on prospecting? • Do you have a plan for account qualification? • What is your company’s value proposition? • What is your competitive advantage? • Do you have a penetration strategy

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!