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Latest Articles
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by Dr. Gary S. Goodman - 2007-01-23
In a recent article I mentioned we're erring in marketing, selling, and in customer retention activities by focusing on CRM, on customer service, and on customer satisfaction.Instead, we should be con...
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by John Crockett - 2007-01-22
If you are working in a traditional repeat-business company, you probably have a field based sales team. If so, the team are probably calling on the same customers on a monthly (maybe more frequent) ...
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by Kevin Cahalane - 2007-01-20
Sales Managers are often faced with the dilemma of ensuring their sales team are managing highest quality relationships with their current customers as well as (a) gaining new business and (b) commenc...
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by Jonathan Farrington - 2007-01-18
As a manager you have a juggling act to perform, one which balances different points of view, and often requires considerable diplomacy.Classically these are the viewpoints of:• Yourself• The organisa...
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by Jonathan Farrington - 2007-01-18
Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make.It uses the Pareto principle - the idea that by doing 20% of work you can generate 80% of the adv...
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by Dr. Gary S. Goodman - 2007-01-16
I believe there is a niche for a a top tele-sales organization that can make these claims to prospective clients:"We Fill Meeting Rooms With Precisely The Right People.""We Set Appointments With Preci...
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by Tim Connor - 2007-01-05
There are four major issues that impact sales performance. They are:1. The type, frequency and content of sales training. 2. The coaching and training ability of the sales manager. 3. The management s...
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by Tim Connor - 2007-01-05
Over the years I have been asked by many of the attendees in my management seminars, "What are the common traits of successful managers?" The list is too long for any article for this website but I w...
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by Tim Connor - 2007-01-03
It's a big enough challenge for some managers and leaders to be willing to really listen to their rank and file employees, but it's altogether more challenging to listen when you disagree with what is...
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by Tim Connor - 2007-01-03
The movement of information in any organization is from top-down, bottom-up, or department to department. You would be surprised at how much redundancy takes place in many organizations because the pr...
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by Jim Masson - 2007-01-02
I want to explore with you what drives today's marketplace. If you just shouted out a conditioned response from economics 101, I bet you might have said "supply and demand". But wait a minut...
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by Jim Masson - 2007-01-01
The power of Statistics. Information is power. Conversely a lack of vital information can be very costly to any business.Do you know your monthly lead traffic count? Do you actually know how many pros...
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by Tibor Shanto - 2006-12-31
I was recently asked to present on the impact of technology on sales, has it helped, in what way, or has it had a negative impact?After examining the issue with some colleagues and experts in the fiel...
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by Tibor Shanto - 2006-12-31
Incentives are one of the greatest challenges most sales organizations face. While many start with the age old adage that "incentives drive behavior", they still find it difficult achieving a plan th...
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by Tibor Shanto - 2006-12-31
A question I am often asked by my clients is should I hire someone who can sell but lacks industry experience; or should I search for someone who has been around the industry and has good product know...
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by Bill Lee - 2006-12-30
Nido Qubein is a popular professional speaker, seminar leader and author of a dozen books. As a young man, he came to the USA from Lebanon with 50 cents in his pocket and currently makes his home in H...
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by Jim Masson - 2006-12-30
Do you ever run sales contests to reward and motivate your sales team? Contests have been around in sales organizations for years, haven't they?The standard contest runs something like this. They work...
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by Rick Johnson - 2006-12-28
Being number one on your sales team just isn't that difficult. Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an e...
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by Leslie McKerns - 2006-12-27
How many marketing tasks did you actually accomplish last year? Sadly, instead of bringing your business to the next level, you found yourself slammed, tangled in the weeds, mired in quicksand, sandba...
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by Dr. Gary S. Goodman - 2006-12-26
"I'll show him; I won't call him back!""I don't need his business. There are plenty more where he came from.""Maybe he can thin other people's margins, but not mine!""I'm going to quote just one price...
