Back-to-School List - 10 Tips for Trade Shows

 
There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine. And, if you don't have school in your family, there might be your own remembrance of the excitement of starting afresh and learning something new. This is a great time to review your trade show program in the same way you prepare for school. Pick Your School = Industry It's a business school question - Are you a railroad or a transportation company?...
 

How to Write a Business Plan Sales Section for a Mobile Service

 
We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate sales for your business if you are to attract favorable loans and proper capital to succeed. I cannot impress upon you enough of the importance of these sections in your business plan. So much so that I want to offer you this sample to assist you in writing your business plan for your next most important entrepreneurial endeavor....
 

Energize Your Organization

 
No matter what you do, it seems, your employees do only what's absolutely necessary to get along. You've handed out raises across the board year after year. You've been as generous as you can be with various incentives. Now you're at wits end. You ask in frustration, "What will it take to motivate my employees?" The answer is not in the workers, but in your organization. Employee motivation is usually treated as a problem of the individual worker. Motivation programs and initiatives try to inspire employees to work harder, but they do nothing about the work conditions that continue to demotivate those same employees....
 

Is Your Sales Trust Factor High Enough to Win Against the Competition?

 
How high is your sales trust factor? Is it higher than the sales trust factor of your competition? It should be, if you want to increase your success in sales. Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the reality under which sellers operate, and trust is based on the buyer's perception of you. You may be the most honest, trustworthy person in your field, but if buyers don't perceive you to be trustworthy because of your selling behaviors, it doesn't matter how trustworthy you are in reality....
 

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

 
TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client. You've have product training and sales training, you reviewed your company's web site and literature, you understand the demonstrations, and the marketing ideas behind the exhibit design. You're ready for the show. But now you're standing in the booth and it's Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to know?...
 

5 Secrets to Managing Your Sales Manager Productively

 
Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative's development and as such the representative feels under valued and bored due to the lack of attention and challenge....
 

4 Tips for the Summer Slowdown - How To Pick Up Sales

 
You may have heard about the "summer slowdown". You may be experiencing it right now, or you may not be affected. Regardless it's important to pay attention, and do something this time of year. If sales are slow and weren't in the spring, most likely this means your target market isn't spending as much time online as they were before (this could be due to vacations, spending time with family/children out of school, etc). There are several different options you have now: 1. Do nothing - take a vacation yourself While not the most practical for a growing business, if you need a break - take one while you can....
 

Are Your Sales Meetings Boring?

 
Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates. Inviting a vendor's sales representation to present a product training program never hurts, but if product knowledge were the criteria for success in sales, about 90% of the fledgling salespeople in North America who are about to lose their jobs would be top performers....
 

How Many Salespeople Should I Hire?

 
One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100 sales people if all you can possibly sell this year is a million dollars if everything goes right. So how do you decide how large a staff you need? The first thing to do is to determine how much revenue you want. I say want because your present staff is getting you what you have and will be only able to grow so much....
 

6 Steps to Avoid Losing Summer Sales

 
It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be eating your profit. The good news is, it's easy to take your product to where your market is - offline. While some of you may moan and groan about leaving the comfort of your home to make money, if you don't want to loose out on sales it's the only way....
 

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....
 
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