Sales Activities
Are You Guilty of Picking Things Apart?
It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be looking at a deal strategy, we may be looking at a…
Find Your Sweet Spot
Who should buy stuff from you? If you’re like most business owners or leaders that I know, your knee-jerk answer is something just slightly smaller than “everyone on the planet.” But “everyone on the planet”…
Increase Sales by 30% Using Your Basic Business Data
The media often highlight companies that spend hundreds of thousands of dollars on big data solutions that reveal patterns and trends in customer behavior and interactions. “Big data” is a buzzword, but only large businesses…
Customers Aren’t Widgets
I’ve always thought sales is more science than art. I believe selling is a set of disciplined processes, many of which can be “engineered” to optimize our ability to engage the right customers/prospects, with the…
Questions to Ask Trade Show Organizers
I am often asked how to tell which vendor events will be worth your time to attend. There are two things you should do to determine if a trade show is a good use of your time…
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 anything that might threaten the positive outcome of a pending sale….
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 for a good cause, raffles are cost-effective way to make a…
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 our accounts is a huge opportunity. There’s huge amounts of…
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 and take home a small cut of this huge pie of…
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 challenges our customers face are not trivial. Our solutions and products…
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