Contact Existing Customers To Increase Business Sales

One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer. between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly...read more

Higher Prices Lead To Higher Profits - Part 1

Cutting your prices is more expensive to your bottom line than you might think. Discover the pricing strategies that can add zeros to your bottom line. Part one of a series.

Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?

This article answers the following questions: How do most companies look at return on investment (ROI) for their sales compensation expense? What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts? Do most companies expect their salespeople to generate new, additional gross profit each year that is equal to or greater than their compensation?

Sales Management - How to Define Your Company's Sales Job - Part 1

Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? This article explains how you can accurately define the parameters that will produce success in YOUR company’s sales job.

Advice for First-time Exhibitors: 10 Costly Mistakes to Avoid Before Exhibiting At a Trade Show

You've just decided to attend your first consumer trade show as an exhibitor. You have money in your marketing budget to spend on booth space, but the hardest decision is deciding which show will give you the most bang for your buck. Here's some mistakes and muckups you can avoid so your first exhibiting experience doesn't become your last.

Astute Pricing by Sales Representatives can Expand Profit

One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services.

How to Increase Sales and Profits Without Spending a Cent!

Increasing your sales is easy, but most people think you have to spend money to grow a business. Wrong! The easiest way to increase profits, grow your business and get more sales is something only 5% of people even know about, let alone use. Here's the secret strategy I've used to double, triple and even quadruple sales in months, sometimes even weeks!

Execs' Top Priorities This Year: Acquiring & Retaining Customers

Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among company executives.

A Standardized Company Sales Plan - Good Idea or Bad?

Explains why attempting to require experienced salespeople to follow a mandated company sales plan will derail their success and cause high turnover.

Increase Your Pipeline: Deploying the Cost Effective Sales Team

As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first sale! This just isn’t practical for most companies, regardless of the economic environment.

Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint

It all starts with your thinking or your mindset. The best in sales and sales management are positive thinkers.

Leveraging a Sales Person's Motivation

Sales Managers need to evaluate each sales person’s motivation, skills, and the thinking supporting them due to shifting corporate goals and competitive threats.

Avoiding Merchant Account Disasters

Merchant accounts are an integral part of the puzzle when it comes to accepting credit card payments through your web site. But too many people set up their accounts without fully understanding how merchant accounts function. The result can be frustration and significant financial loss. Learn how to spot potential problems before they start.

Smart Managers Promote Sales Rivalries

According to popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, few things can raise the productivity of a sales team like a cleverly planned interpersonal rivalry.

What's Your Loyalty Quotient?

If you're the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you.