Set Yourself up for Trade Show Success

 
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started. 1. Have a goal. What do you want to get out of the event? Most small business owners think sponsoring an event will bring them a ton of business. Not necessarily. Follow up is critical. 3. Don't dismiss "expensive" events right away. Just because an entry cost is high doesn't mean you can't afford it....
 

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

 
As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment. Repeat business is the life-blood of any business worth its salt. Coupled with a structured approach to increasing market share, looking at the 'window of opportunity' and delivering services with excellence and cultivating positive customer perceptions would appear to be a recipe for success....
 

The Four "D"s of Sales Management

 
Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting and helped my colleagues identify four main types of sales managers and the differences between effective and ineffective behaviours. Four Types of Manager. A few years ago when working as a coach for a multinational Pharma company my colleagues and I were given the task of designing a framework that enabled managers to work more effectively with their sales representatives out "in the field"....
 

Building Trust For Lifetime Success

 
Trust. One word. One very powerful word that can increase both first time and repeat sales to an unlimited degree. Trust. What is it? Why is it so important? How do you get it? Confidence in you from your cutomers, builds relationships and as a result, more sales, and through excellent customer service. That's the short and sweet of it. Now, how about a little more meat to it. What is trust and why is it so important? Definition: confidence in a person or thing because of the qualities one perceives or seems to perceive in him or it....
 

Raise Concern About Sales Competition, Not About Yourself

 
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 pig in your head right now? I thought I just told you not to do that. What are you doing then? The mind can only process positive statements directly. In order to process a negative statement, one must first create a positive representation of the negative statement in the mind....
 

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

 
The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements. With that states, I suggest the answers to the questions above are: ~ YES ~ ~ YES ~~ YES ~ I admit this topic is not the norm when it comes to the subject of employee moral. Usually this type of discussion involves companies that are not in tune with the pulse of their workforce and have severe performance issues that could be further aggravated by either non-existent or poorly functioning incentive programs....
 

Sales Competence Isn't About Quota Performance!

 
Compounding the problem are two myths regarding measures of competency in sales. Myth#1: Quota performance does not equate to sales competency - A salesperson's quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or its just pulled out of the air as a "nice-to-have-number" that is bigger than last year. It's a rare organization that can articulate how a quota was set. It's even rarer to find an organization that sits down to do the sales math and determine the realistic quota and stretch quota for their salespeople....
 

How Do I Manage Workplace Conflict?

 
Workplace Conflict Conflict is an inevitable part of business life and not all conflict is negative. Most people would agree that where there are people there is conflict. Some workplace conflict is healthy and if viewed positively can be an opportunity and catharsis for you and your business to effect positive change! It's all how you think about it. However where unhealthy conflict raises its head repeatedly this has potential risk to cause your business negative consequences. These negative consequences can have far reaching effects and added costs to your bottom line if not nipped in the bud quickly....
 

Sales Forecasting For New Businesses

 
Sales forecasting is the process of organizing and analysing information in a way that makes it possible to estimate what your sales will be. This Micro Module outlines some simple methods of forecasting sales using easy to find data. Books containing simple and sophisticated techniques of forecasting sales can be found in libraries and business oriented book stores. If you sell more than one type of product or service, prepare a separate sales forecast for each service or product group. There are many sources of information to assist with your sales forecast....
 

Overcoming Sales Objections for Small Business Networks

 
Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients. The problem generally begins when you start talking about a network upgrade. Around the time, many small business prospects, customers and clients will dwell on cost. These small business prospects, customers and clients often neglect to consider the soft costs of not properly investing in a network?...
 
Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13


  • On main

     

    Advertising