The Product or the Sale

Do you focus first on developing the full line of products, or should you focus on the sale?

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can boast a balanced relationship between doing the hard work of producing proposals and regularly winning the business? I’m always amazed at how much energy people put into responding to a Request For Proposal (RFP) in relation to the level of success – or non-success – they realize. And yet they continue to put time and resources into this relatively unproductive activity.

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to ...

Sales Pipeline Forecasting Is There A Better Way?

In a recent survey of over 1400 technology companies Sales Directors and MD’s said that they felt the key to gaining insights into why more and more selling effort is required to win deals lies in better pipeline analysis and forecasting. But when asked to assess their effectiveness in these areas, the vast majority of organisations continue to rate their ability as consistently poor across the entire survey spectrum.

6 Steps to Avoid Losing Summer Sales

Avoid losing sales this summer by taking your business offline using these simple steps.

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated.

Beyond the Golden Rule

Getting your message across is a matter of knowing how to connect with other people. On of the main secrets is going beyond the golden rule.

Make Time, Not Excuses

Written with Thomas J. Baskind, this article will address time-planning and its positive effect on Prospect Management...

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

Getting forecasts accurate is frequently a challenge for sales directors and managers. There are dangers in having a sales forecast which is too optimistice - and management need to know if the forecast shows problems ahead. Here we look at some ideas for improving this on-going challenge.

Baditude!

Selling staff attitudes are often a reflection of what they see in their managers.

Poor Performance - Fix it by Coaching

The goal is to achieve a change in behaviour that the team member is committed to and helps you achieve your outcomes...

Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results

Use the strategies described in this article to maximize sales growth in your territory!

Leadership - How To Turn The Vision Into A Reality

How are great leaders created? Why is that there is an international shortage of good leaders? Consider the elements which make for successful leaderhip, be honest with yourself - how does your leadership measure up?

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.

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

• Can your core culture be damaged by over motivation?
• Can recognition drive the wrong behaviors?
• Can incentives become counter productive?