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Seven Rules for Writing Winning Proposals
If you want to win more business you must write better proposals – regardless of the size of the sales opportunity. Shipley Associates, a business development consulting firm wins 80 to 85 percent of their proposals by using best practices in proposal writing. Improve your writing and your win rate by applying the following seven rules:
Are You Working in the Red Zone, or Just Working?
What is worth the effort in your business? Where does your productivity and focus pay off the most? Of course, the activities that produce the greatest results are not the easiest. The biggest successes often come when we are in the difficult, magnified, and critical “red zone.”
Your pre-call & post-call checklist
How well did your last sales call go? Did you achieve what you set out to achieve? Do you know what your next course of action will be with that customer/prospect? Do you have evidence that a real sales opportunity exists? Using a pre-call and post-call checklist is a very useful process when assessing the effectiveness of your sales calls.
The relationship of revenue growth to your job?
Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to revenue growth is high. But how many people in your company know the relationship of revenue growth to their specific job? The sales people do. Owners do. They think about it every day.
No Business Card Simply Means No Business
Have you attended a business networking event or a business conference and attempted to exchange professional business cards with another professional but he or she did not have one? What were your thoughts?
The Flaw In Calculating Inbound v. Outbound Marketing
Mike Damphousse of Green Leads wrote a great post on Inbound v. Outbound Marketing and really got me thinking. But, even though the debate rages around inbound v. outbound and the cost/budgets associated with each, good old fashioned personal/professional networking is the lead source that will drive the most business.
Missed & Lost Sales Opportunities
Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients?
2009 Cold Calling Checklist
If we listen to the media, 2009 is shaping up to be a tough year. People are losing jobs and homes and businesses are struggling. A tough economy, however, does not mean that no one will ever buy anything or that no business at all will be done in 2009. What it does mean is that business owners and sales professionals will need to adjust tactics to survive: They will need to become more proactive and more efficient at finding new opportunities.

Don't Demo Yourself Out of a Sale
A product demonstration can be the killer of a sales opportunity. I've seen many a sales call go down in flames because the demo did not address the prospect's main issues and pains. This usually happens when the Sales Process is either out of whack or non-existent. If you’ve been reading some of my other articles, then you know that Sales Processes are like a religion to me. Without one, sales are inconsistent, unpredictable, and frequently unsuccessful. What often happens with the demo is that the sales person tries to show what his product can do too soon.

Make down times up TIMES by investing in YOU
Cutting costs is NOT always the solution. Sometimes we need more skiils, more training, a better environment or inspired leadership

Home Party & Direct Sale 2 Step Marketing: Your Secret Weapon To Boosting Home Party Sales Even In A Recession!
Would you like to increase your home based business profits by 50% without increasing your marketing budget? Direct sales opportunity, with the current economic and market situations as they are, is fast gaining ground and popularity as an alternative source of income. As a direct sales consultant, you know that marketing is a fundamental to building any successful direct sales home party business. Where many a home party plans business owner stumble, struggle and fail is not knowing to whom they are marketing and how to market both online and offline! The common urge in the direct sales industry is to try and crumb something down the throat of a would be customer. When you get a potential customer, many will do an immediate sales pitch. It is unfortunately premature and turns people off! There is a better way
The easy way to increase your sales
The sad fact is that most salespeople tend to forget to keep in contact with their customers once they have sold them their particular products/services. Shocking don't you think
How Does Inertia Suck the Life Out of Your Small Business?
Sales are important to every business because revenue is the fuel that drives growth. But in the case of small businesses, there seems to be a greater sense of urgency when it comes to converting every individual sales opportunity. Due to the real or perceived pressure of closing a sale, small businesses sometimes fail to recognize when the grip of inertia has taken hold of a prospect. What is inertia and how does it affect your small business? Are there any strategies to deal with "Prospect Inertia"?

Dealing with Sales Objections: General
Today I’m going to start a new series of blog posts about handling and overcoming common sales objections. The title for each post will be “Dealing with Sales Objections” followed by the particular objection that will be tackled as part of that post.

Attributes of a Well-Qualified Lead
With a detailed picture of a prospect's business drivers, plans and buying process, the sales executive can be positioned as a knowledgeable business advisor rather than having to essentially requalify so-called leads on the front-end.
Building Sales Creatively
When you don't feel like you "Have to" make the sale, the sales process is much more enjoyable. When you are confident and relaxed you can be more creative, which makes the sales process more enjoyable for your customer, which makes it easier for them to buy and not be sold.
Sales Process
Why Your Business Needs a Sales Process A great sales process can help your sales force succeed. The benefits of a sales process
The Chill Out Rules to Successful Selling
Research your customer before engagement, search their website, look for key activities and important area's of their business. Take notes of the key people and what they want to achieve. Unfortunately we tend to engage our customers without being fully prepared, it's not surprising that we hit barrier's during the sales call. once you have researched well you then need to use the chill out rules below.
How To Create Value To Avoid The Fatal Flaw In Selling
In sales, preparation is the key to getting a higher price for your products and services. This article shows salespeople how to avoid the fatal flaw in selling.
5 Steps to Consistently Outselling the Competition
While there are far too many factors that can lead to a lost sales opportunity, you can greatly improve your odds of closing a sale if you consistently address the five areas outlined in this article throughout your sales process.

How to Find the Right Sales Mentor
Here are five tips to help you find your right sales mentor.
How to Put More Prospects in a Buying Mood
A reader shared with me recently that her email prospecting campaign was attracting attention and responses, but most of her prospects weren’t interested in buying right now. So it’s her job to create immediate interest.
The 20 Worst Prospecting Voicemail Mistakes Salespeople Make
Among salespeople who make sales prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. For a voicemail to have any impact, however, you have to avoid the common blunders.
Why You Don't Want Sales Prospects to Save Your Emails
It is critical that you write sales prospecting and lead-generation emails that compel your sales prospects take action right away. There are four rules to make that happen.
Can you get to ROI faster by slowing down your sales cycle?
Close more profitable deals by slowing down your sales cycle. When you try to close the sale too quickly, before earning the prospect’s trust, it generally becomes a price game – and that’s a hard one to win consistently.

Other sales opportunity Related Articles

Don't Demo Yourself Out of a Sale
A product demonstration can be the killer of a sales opportunity. I've seen many a sales call go down in flames because the demo did not address the prospect's main issues and pains. This usually happens when the Sales Process is either out of whack or non-existent. If you’ve been reading some of my other articles, then you know that Sales Processes are like a religion to me. Without one, sales are inconsistent, unpredictable, and frequently unsuccessful. What often happens with the demo is that the sales person tries to show what his product can do too soon.

A Favorable Juncture of Circumstances
Opportunity is a noun, a favorable juncture of circumstances. When given a sales opportunity to meet with a prospective client, use this opportunity to build trust and rapport, and in so doing, you will find you can then make the right recommendations of your products and services.
Increased Sales Effectiveness: Opportunity #1
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.
The coming together of Sales Leaders in Austalia
I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and development, sales management, sales people, and current market trends. This was the first time in Australia we have had the opportunity to come together as a profession and share ideas and discuss important matters moving forward.
The coming together of sales leaders in Australia
I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference, along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and development, sales management, sales people, and current market trends.
No more Sales Hiring Mistakes
A sales hiring mistake costs more than most sales managers care to contemplate. Apart from the loss of good will and the expenses associated with replacement, there is the missed opportunity cost. There is no way to recover the sales that the right sales person would have made. Read on for ideas, tips, and reliable ways to eliminate or minimise sales hiring mistakes.
Without Motivation We Look for Reasons Not to Change
Recently, a client contacted me and asked for help in moving a sales opportunity along. After careful consideration of the facts, we realized that his current circumstances left him no opportunity to get this deal.
Latest findings from the world of Sales Transformation
I recently had the opportunity to MC and attend the Optimising the Sales Force Conference – OSF2010 which was the follow up to the inaugural OSF2009. Building on last year’s success, this year’s conference was attended by over 120 high level sales leaders across Australia. Once again I was privileged to be part of the panel of international and local experts presenting on this year’s topic, Sales Transformation. This was the second time in Australia that we have had the opportunity to come together as a profession and share ideas and discuss important matters moving forward, and from the looks of it, we will be doing this again. The feedback from our international sales experts was that this was one of the best forums in the world.

3 Sneaky Reasons that Sales Appointments End in "No Sale"
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. I’ve probably heard around 30 MLM “opportunity” conversations in the past couple of years. I’m struck by how often these conversations sound similar. Not the opportunity itself, but the way the reps present the opportunity...

Get Started in Direct Sales and Get Financial Freedom
There are many people who are looking for a business opportunity. They want to be able to make a better income and have some financial security. One opportunity is to go into direct sales. This kind of sales is characterized by consultants who don't sell from a set location.

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