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The Value of a Value Propostion
Understand how a value proposition can assist in promoting your business and positioning your company.
Secrets of Selling to the "C" Suite
Learn the secrets of getting in front of decision makers and learning how to close business with those that can.
How to Get Better Results with Cold Calling
Learn the secrets to gain better results from cold calling success.
Negotiation Tactics
Understand the art of negotiation and win any conversation with minimal concession.
Winning Business with Referrals
Use referrals to decrease labor and increase your percentage of closed business and new revenue.
How to Increase the Sales Pipeline
Learn how to produce more leads with less labor
The Importance of Customer Service
Gain insights of how to use customer service as a branding and marketing differentiator.
Seven Irresitable Laws of Customer Service
Create customer service tools that set you apart from competitive forces and make you and your company a client magnet.
Solving the Customer Service Puzzle
Learn the simple rules of customer service to assist your organization create the differentiation required to create allure.

Selling and Attitude
Discover how much you attitude counts in trying to sell your products and services.

How to Survive in Volatile Times
Learn the art of companies that can survive in any economy and why they are built to last.

Prospecting For New Business - Cold Calling
Many people think business generation is about picking up the phone. Effective business generation begins with an effective prospecting plan. This article shows you where to start
If You Can't Say Something Nice
When you speak negatively about the competition, you take yourself down a level in your audiences’ eyes.

Revenue is Down, Let's Fire Sales
Cutting back on your source of revenues is something that needs to be done with a precision scalpel - not a chainsaw.
Managing Sales Reps with "Attitude Problems"
Their production bounces around. They can be a sales superstar in the first quarter and be a struggling performer in the second quarter. Which extreme is the real rep? It's your job to manager them, where do you start?
GFC – Time to cut costs and jobs or time to invest in your business?
The studies show that the companies that recover quickest from a recession are those that didn’t lay everybody off when the going got tough but that invested in their customer relationships and in growing their market share. (Source: Study by Bain & Company – Article by Robert B. Miller, Founder Miller Heiman. Read the whole article at the Miller Heiman website). Robert says “A slow market is the time to consider doubling down on sales resources
Why Sales and Customer Service Should Be the Same Person if You Want To Increase Sales
Does your business have one person to make the sales and another to handle customer service? If so, this may be one reason why you may be having challenges to realize your goal to increase sales.
Outsourcing the Sales Function
While many companies have embraced outsourcing for their financial and information technology needs, few have considered outsourcing sales. But trends are changing. According to research from the Dun & Bradstreet, sales and marketing is now the third most active area for outsourcing after finance and IT. According to published reports by Dun & Bradstreet, outsourcing of field sales is expected to rise fivefold over the next two years.
Seven Popular Sales Excuses
Now like many of you after 30 years I have pretty much heard almost everything. So when talking about this the other day during a recent sales coaching session I was reminded of the numerous excuses that we all hear from sales representatives. So I sat down with pen to paper and rationalized what I believe of the top seven uses from selling professionals

Other sales resources Related Articles

Fighting the Saw-Tooth Affect
If your sales are inconsistent, going up one month and down the next, repeatedly, you could be suffering from the Saw-Tooth Affect. By prioritizing what you do and managing your resources, you can generate a more even flow of revenue and increase overall sales.
Lean Marketing
The number one complaint from CEOs of companies who are trying to rapidly increase sales is that they can’t measure their return on marketing investments and that the sales process performs unpredictably. When considering the bad habits and waste that they allow to exist in marketing and sales planning, execution, and management it is barely any wonder why there is so much money, time, and resources thrown down the comode in the sales process and marketing operation.
Franchise Sales are Predictable with a well defined Franchise Sales Process
Franchise sales are predictable with a well defined franchise sales process. Franchising companies should have a well defined franchise sales process in place but it is doubtful that many do. Franchisors typically rely on sales pipelines and sales funnels rather than examining the due diligence process of prospects and the interaction with the franchiser. This makes forecasting franchise resources difficult and sales results difficult to manage.
10 Steps to See More Sales in 48hrs...or Less!
Do you have a website with excellent resources but making little or no money? This is one of the biggest challenges that most websites owners have, especially those who are still new to internet marketing. If you have a website that has great content and resources that can help others, I will show you how to increase your sales in 48hrs with 10 steps.

Finding Information on Small Business Loans
Are you looking for resources online to find information on small business loans? There are many resources available for entrepreneurs in the USA looking for financing resources from loans to grants.
Three Biggest Sales Challenges
In my work helping corporations improve the effectiveness of their sales forces, I consistently run into three situations that I am beginning to believe challenge most companies. Many sales people are unable to: - Determine if a sale is makeable before investing too many resources. - Stop selling and start helping their prospective customer. - Manage objections without creating a win/lose environment. While every sales situation is somewhat different there are some constants that can help every sales person be more effective dealing with these challenges.

Formalizing The Sales Support Function
At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets. Use Demand Metric’s downloadable Director of Sales Support job description to formalize the role of sales support in your organization.
What you should know before you invest in a sales training program.
Sales training is the foundation for a successful sales career. However, not all sales training is grounded and there are many factors to consider when selecting a sales training program. An individual wouldn’t have any direction without sales training. He/she would be wasting his/her own potential and the resources of the company. Therefore, it is important that the sales training relate not only to the individual’s needs but also to management objectives and their line of business.

Your Sales Organization has Never Been So Important
Time to reinvest in one of your company's most valuable resources-your sales force. Optimize the effectiveness of your sales forc.e
Understand Pipeline Management for Stronger Forecasts
Having clear definitions around your sales, and sales stages help one sell better, organizations plan and use resources more efficiently, and most importantly win more sales and happy customers. Taking the time to define and understand the difference between forecasts, pipeline, prospects and more, pays continuous dividends.
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