How to Be a Dictator Enforcing Sales Offer Deadlines

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing...

Essential Tips to Create a Successful Business Raffle

Raffle fundraisers can be very successful and relatively easy campaigns for businesses. Great for boosting publicity, attracting a bigger customer base and raising funds...

Account Management: The Challenges of Incumbency

Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing...

10 Secrets for Retail Small Business Owners to Boost Holiday Sales

Billions of dollars are spent during the busy holiday season. So, as a small business owner, how can you get in on the action...

Are Your Sales People Organizationally Savvy?

Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and...

6 Types of Testimonials to Boost Sales

Testimonials sell! Often new distributors think that they cannot have testimonials because they have not really experienced the business yet but there are many types...

Are You Selling What Your Customer is Buying?

I’ll jump to the bottom line, then retrace my steps. “Customers buy holes in walls, not drills.” Actually, they may not be buying holes in walls,...

How is Showcasing Changing Your Business?

Showcasing is yet another new wrinkle that the internet and mobile technology has brought to our culture. If you’re not familiar with the term, it’s when...

Encountering Resistance

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me...

Back to Presentation Basics: Presentation Building

So it’s you and your trusty visual aid on the stage, in front of a looking, anticipating crowd. You’re about to deliver a pitch....

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