Sales Management

Your sales are down and leads are rare. The phone

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.

In the company

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was t

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.

In part one of this series we will discuss why you should accept credit cards, and

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option.

If your business is home-based or has been in operation for less than two years, you

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown

This week's article is my response to a question by David Cohen of Bridge-Soft.

"Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach t

This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.

From Chris Chalmers of Quova Inc:

"We sell a commodity prod

I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen. I'll bite my tongue until it bleeds, before I say the word.

Earlier this week Bernadette, my wife, and I went shopp

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. You