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 to Make More Money Extending Credit

Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these. “Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must for any business. Her book will give you the tools you need to collect more money and prevent bad debt in the future.

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.

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.

Does Six Sigma Need to Have the Support of Upper Management?

Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon.

How to Genuinely Double Your Sales in 30 Days -- Without Advertising

Success in selling does not require guesswork or risk taking. It means looking at the science behind the entire sales process, from first contact to after sales follow up, and quantifying and systematising for controlled, predictable growth. And it's a lot easier than you might think...

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!

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.

Astute Pricing by Sales Representatives can Expand Profit

One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services.

A Standardized Company Sales Plan - Good Idea or Bad?

Explains why attempting to require experienced salespeople to follow a mandated company sales plan will derail their success and cause high turnover.

Success Tip #48 - Boost Your Business Batting Average by 20 to 50%

Learn how even one more client or one more sale could improve your business bottom line by 20 to 50%. A few more sales or a few more clients can make all the difference

Hire The Best, Weed Out The Rest: Recruiting Top Sales Producers

Hiring top sales people is the key to accelerating your company’s sales. Sounds like a no-brainer, right? Yet even if you agree with this, we all know from experience that finding and attracting high performance sales talent is anything but easy. Getting this right is a combination of both art and science, and requires a real commitment to excellence.

Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!

By having a production based organization, you will be able to facilitate sales meetings that will keep EVERY member motivated to contribute to the team! Giving each member the chance to own their individual goals and brainstorm ideas will give them the drive and desire to do just what you hired them to do—produce sales!