The Differences Between A Commercial Collections Agency & Lawyer

 
If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection. The most obvious choice to collect an unpaid debt is a commercial collection agency. Agencies come in all sizes; some are local, some specialize in handling certain kinds of commercial debts and others are national in scope. The cost varies, depending on the volume of business you bring to the table and the amount of debt that is to be collected....
 

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

 
You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn't be much of a market for this particular product, and the idea was dropped....
 

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

 
In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face. His hands are folded together in front of him and his elbows rest on the chair; he leans ever so slightly forward. To his right run these eight lines of copy: "I don't know who you are. I don't know your company. I don't know your company's product. I don't know what your company stands for....
 

8 Line Items of a Trade Show Budget

 
Budget Guidelines for Trade Show Marketing B'techa didn't know - Trade shows are the second largest expenditure of corporate marketing dollars in the US. Only the field salesperson costs a company more. How much of that money is wasted? Oodles - if you don't know what you're doing and how to track it. Clients often ask, "How much does it cost to do a trade show?" It can be a little or a lot. Remember - a tabletop show at a Chamber of Commerce networking event will cost you significantly less than a 10-day international event, but these EIGHT major components are good guidelines in budgeting....
 

How To Become A Better Sales Manager

 
YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't. The shenanigans you watched during the "Apprentice" show are perfect examples of what not to do if you want to become an effective and respected sales manager. Enough about that . . . Today, being a sales manager, is a tough job - and it can also be extremely rewarding. Here's what I find bizarre....
 

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. In fact, what is an RFP anyway? An RFP is the standard format that companies use to figure out what they need to buy and how they need to buy it (not necessarily who they need to buy it from)....
 

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

 
Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, time seemed to stop and everyone was motionless. Bills mind wandered. This wasn't a nervous reaction; it was more of a reality check. Bill had already met most of the fifty seven faces that were now looking at him in anticipation of what he might say. In fact, he had individual casual conversation with many of those faces in the audience....
 

How to Maximize Account Penetration and Jump-Start Sales

 
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability. Think about it - if every one of your company's salespeople sold every product and service in their portfolio to every business unit, department, and division of every account, what kind of number would they produce? Something huge, right? From a sales management perspective, few things are more frustrating than having a bunch of "...
 

14 Top Lead Generation Tactics

 
According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong. Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm's low profile or they feel pressure because their efforts are not generating enough new client leads. Are any of these issues for you? Many professionals do not know there is a body of knowledge about what does and does not work in marketing professional services....
 

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

 
Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit. If you are like most sales managers, you were probably promoted to your current position because you were a great salesperson. But can you remember what motivated you to work so hard? Was it for the hope of advancement? Was it your loyal determination to help the company succeed? Or was it your fiery, competitive spirit that made you want to outshine your colleagues?...
 

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

 
When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-secondoverview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the informationis disjointed, or the words are boring and seemingly unimportant. Their performance creates a very poor representation of what is otherwise a very good business....
 

3 Secrets That Set The Context For Sales Success

 
In today's competitive environment, every organization is trying to improve sales results. In every company, the most important - and vulnerable - link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take a hard look at the capacity of their people to provide the service -- whether it's to internal or external customers - that puts them in a league apart from the competition. As a sales manager, you can set the context for your team to pull ahead, or 'breakaway' from the competition....
 
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