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A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and... Read More This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually... Read More Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as... Read More Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not... Read More We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these... Read More Just about every clothing store uses mannequins. There are many types of mannequins made of different materials including wood, wax, fiberglass, and plastic. Some mannequins... Read More The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you... Read MoreBuilding Relationships
60 Ways to Increase Your Mail Order Catalog Sales
Incentive Dilemma:
The Doors Of Opportunity
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
An Introduction to Mannequins
Get the Most Out of Your Current Customer
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Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To... Read More
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of... Read More
"If you don't think well of yourself, no one will think anything of you." At least half of selling is a mind... Read More
If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied... Read More
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I... Read More
An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline"... Read More
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin... Read More
Long-term sales success has less to do with skills or knowledge than you might think. Nor are stunning brochures or excellent products guaranteed to make... Read More
I went shopping for clothes today.My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair... Read More
Lance has what it takes and then some.Did you know . . .Lance looks at every single detail.He weighs his food every day to maintain... Read More
Now business owners and sales professionals can develop a Faster and Easier method of selling to big corporations, Hospitals and Universities, Government Agencies (State, County... Read More
Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before... Read More
"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major... Read More
You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as... Read More