Category Archives: Marketing and Sales

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Sales Success: Move the Bottom Dwellers Out

What is the difference in sales volume between your bottom sales people and your mid to highest producing sales people? Whatever the number, that is how much money it is costing the company to keep the low producing sales people … Continue reading

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Developing Your Business Model: Stop Advertising and Start Innovating

If the products or services you are offering are not remarkable, they are no doubt invisible. As marketers we know that the old ways of adverting just don’t work anymore. The consumer is way too busy to pay attention to … Continue reading

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Build a Successful Sales Team: 9 Guidelines

Much of your business success is limited directly to the success of the sales team. So doesn’t it make sense to settle for nothing less than a sales team of top performers? Think about all of the time and money … Continue reading

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How to Create a Continuous Stream of Prospects: 8 Proven Strategies

Without a continuous flow of quality prospects, what does a business have? The answer is nothing. If you do not have anyone to sell to you don’t have a business. Without a continuous flow of quality prospects and the business … Continue reading

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Successful Sales Skills: Stalls and Objections

A stall sounds like, “let me think about it” or “I need to see what my wife thinks.” An objection sounds like, “The price is a little more than I care to spend” or “We have plenty in stock right … Continue reading

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Design Winning Advertising: 8 Guidelines

Is your company receiving the highest return, in terms of sales, on every advertising dollar spent?  Any appropriate print advertising media you choose for your target market (direct mail, newspaper, trade magazines, invoice stuffers, door hangers, etc.)  may be discarded … Continue reading

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Successful Sales Skills: 35 question check list

It can be easy for anyone in any profession to forget to perform the basics.  When  a salesperson strays from the basics it can mean the difference between closing the sale or not; lost revenue opportunities can never translate into … Continue reading

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Successful Sales Skills: How To Get People Buying From You

Why do some companies grow while others do not? Year after year many company’s sales remain stagnant, and owners wonder why! The fact is planning and preparation matter and is the key to success. Leaders must  provide a vision for … Continue reading

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Successful Sales Skills: Utilize These Proven Upselling Sales Techniques

Upselling is simply the process of selling additional products or upgrades to your customers. If you are not doing everything possible to sell additional products or services to your existing customers, you are leaving money on the table. Upselling is … Continue reading

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Developing a Marketing Plan: 7 Benefits to Budgeting

If you don’t have a budgeted marketing plan, you really don’t have a plan at all. And you know the saying, “if you fail to plan, than you are planning to fail.”  You cannot lead your company to where you … Continue reading

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