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1. What is Your Excuse?

   by Larry Galler - 2007-04-29
   One of the most frequently used excuses for losing a sale is the price excuse. Someone else gave the prospect a lower price. End of story. But I have a question: If the competition is the guy with...

2. Selling & Marketing - The Secret to Developing a Thriving Business by Linking Strategy to Selling

   by Scott Metcalfe - 2007-04-26
   "Never fear the want of business. A man who qualifies himself well for his calling, never fails of employment."-Thomas Jefferson (1743 - 1826)I know you.You started your business because you are passi...

3. When To Hire A Salesperson

   by Steve Martinez - 2007-04-25
   One of the questions I am asked is, when should I hire a salesperson and what should I look for? I have always felt that hiring a salesperson should be like any business decision. The business should ...

4. The Second Step in Sales

   by Hans Bool - 2007-04-25
   This second step in sales is about the immortal on-liner: "the offer you can not refuse."There are two or more views on sales. The individual view in which the professional sales representative is abl...

5. Opening A Dollar Store - Watch Out For Sales Changes!

   by Bob Hamilton - 2007-04-24
   Being an entrepreneur includes many challenges. Opening a dollar store is no exception. One of the challenges is in being so close to your business that you lose sight of changes that are occurring in...

6. Achieve The Goal Of Making A Profit - Ten Tips From The 2007 UK Apprentice

   by John Watson - 2007-04-22
   "The Apprentice" is a reality TV show which is like an extended job interview. Candidates for the job of apprentice are interviewed and given a chance to show that they are effective and teachable bus...

7. In Shallow Waters Dragons Are the Sport of Shrimp!

   by Dr. Gary S. Goodman - 2007-04-21
   If you're a salesperson or a marketer, there is a fundamental question you need to answer that is probably never broached in business school or at most workplaces:"Whom Do You Want to Serve?"Maybe it ...

8. Opening a Dollar Store - A Merchandise Handling No-No

   by Bob Hamilton - 2007-04-21
   One of the biggest mistakes that many who are opening a dollar store make is in failing to realize that merchandise must be readily available and on the sales floor to sell. They forget that just beca...

9. Leadership Lesson in the Face of Virginia Tech Tragedy

   by Rick Weaver - 2007-04-19
   When the gunfire ceased nearly 3 dozen promising lives had ended: A professor doing valuable research about cerebral palsy; Future psychiatrists, biologists, international business executives, and eng...

10. When the Seller is Ready, A Buyer Will Appear!

    by Dr. Gary S. Goodman - 2007-04-14
    One of the cool things about having started my sales career in my teens is now being able to look back upon decades of ups and downs, big and small sales, hits and misses, and miscellaneous windfalls ...

11. Excuses For Failure

    by Charles Kettner - 2007-04-14
    A keynote speaker was asked to speak at a real estate convention in Pittsburgh, Pa. during the time of the closing down of the steel mill industry in Pittsburgh. The outlook was bleak as almost everyo...

12. Creating Value Out Of Indecision - Helping Your Sales Staff Get There

    by Gary Jones - 2007-04-12
    I have a question for all of you Sales Managers out there. What will it take? What will it take to turn the new or mediocre sales person in your group into someone who drives revenue and reeks confide...

13. My Las Vegas Sales Management Lessons

    by Steve Martinez - 2007-04-12
    I was in Las Vegas last week and must share a great sales lesson. Since I don't gamble, we went there for the food and entertainment. It was a great getaway and a wonderful break from sales automation...

14. Top 5 Reasons Why Your Sales Team Is Unproductive

    by James Vinall - 2007-04-11
    Sales are a challenging task for any company, and running and managing and effective sales team is vital for your company's bottom line. Sales are the lifeblood of any company or organization. You ne...

15. A Successful Business Is Like A Successful Athlete

    by George Petri - 2007-04-10
    "Winning athletes need to plan their training routine; train under the conditions that will be similar to the actual event; control their diet; set targets to be achieved; monitor progress and perform...

16. Dealing With Troubled Salespeople

    by Nicki Weiss - 2007-04-07
    Has one of your salespeople recently made you angry or frustrated?The answer is probably yes. Friction frequently arises when people depend on one another to get work accomplished. If co-workers don't...

17. Managing Your Self Talk To Get Powerful Sales Results

    by Nicki Weiss - 2007-04-07
    I want to thank my teachers Cynthia Loy Darst, Faith Fuller, and Marita Fridjhon for their brilliant ideas on this topic. I owe them all.Have you ever had a project where you succeeded? Sure you have...

18. Improvisation Techniques Will Boost Sales

    by Nicki Weiss - 2007-04-07
    Last fall I started taking improvisation lessons. I am a somewhat self-conscious introvert, and I wanted to learn how to think faster on my feet, and how to speak up in meetings without feeling a cle...

19. 3 Key Benefits of Automated Sales

    by Steve Martinez - 2007-03-28
    When someone asks me, "what are the benefits for automating the selling process?" The answer is easy. A business owner will have more profits, enjoy more free time and gain peace of mind. Let me expla...

20. 30 Ways To Not Come Across Like A Salesperson

    by Dr. Gary S. Goodman - 2007-03-27
    One of my clients has fallen under the spell of a cult.Specifically, it is a sales training cult that has taught him to repudiate everything he thought he knew about selling, including some of the ide...

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