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Found articles: 17

  • Popcorn and Other Marketing Mistakes In a Changing Economy

     Ten years of competitive hell!That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they effect my clients, I have to agree.More

  • Biggest Time Wasters for Salespeople

     Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns develop - tendencies on the part of sales people to do things that detract from their effective use of time.More

  • The Ultimate Survival Skill for The Information Age

     We're living in incredibly turbulent times.The well spring of this uncertainty lies in one of the characteristics of the newly-arrived Information Age. Business people are being buffeted by an increasingly rapid rate of change.More

  • How Can I Sell More when I Have so Much to Do?

     That's a question I'm often asked whenever I'm talking to a group of salespeople. I'm sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer problems to solve, meetings to attend, inside people to cojole, managers to mollify - and, on top of all this, you are expected to sell something!More

  • Value-added Selling?

     "Value-added." That word is used so much it has become a clich? in business circles.More

  • Selling Commodities

     "How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry.More

  • Myths of Sales Management: The 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.More

  • Frustrated With Your Company's Inability to Develop New Customers? Try a Sales Blitz

     One of the most common complaints I hear from my clients is this: "I can't seem to motivate the salespeople to call on prospects and develop them into new customers."There is a relatively simple, fun and inexpensive way to remedy this situation. It's called a sales blitz.More

  • 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.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.More