 Category :: Sales Management Articles |
Author :: Paul Johnson  |
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| Article Title :: Drop Discounts and Earn Top Dollar |
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| Every dollar you discount is a dollar of pure profit you're giving away. Therefore, your efforts to remove discounts will be richly rewarded.When buyers see list price, they expect discounts to follow. By changing the way you address the relationship between pricing and discounts, you can stop giving away heavy discounts and escape the commodity pricing pressures in your business.Here are 4 simple techniques that you can use to wring every dollar you deserve out of your next sale.Amplify the PainFirst, find and amplify your buyer's pain. Before any discussion of price, your buyer must be truly motivated to make a change. In other words, make sure the buyer unde (read full article) |
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| Category :: Sales Management Articles |
Author :: Paul Johnson |
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| Article Title :: 100% Commission Equals Zero Percent Control |
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| The temptation to use straight (100%) commission plans never goes away: "Let's put our salespeople on 100 percent commission. Then, if they don't perform, we're not out any money." For small, start-up organizations, the lure is irresistible, especially when money is tight and the company or the products they sell have no track record in the market.Straight commission appeals to salespeople because of the freedom that comes with it. Because they receive no salary, these salespeople are unwilling to allow management to prescribe how they do their work. That includes hours kept, effort made, methods used, or product lines sold. The only real rules they must abide by are ethical. When (read full article) |
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| Category :: Sales Management Articles |
Author :: Bradley Johnson |
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| Article Title :: Promoting Your Private Label at Industry Trade Shows |
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| So everyone thought you were crazy when you announced 6 months ago that you were quitting your “real job” in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. You’ve bled and sweat, investing every last of ounce of time, effort and inevitably…your life savings. At last, you’re first sample line is complete and your line sheets are nothing short of spectacular. Congratulations! But wait…better take a deep breath as the real work has only begun. What next?Lucky for you, Leisure Trends estimates that in 2004 surf and skate (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: T. L. S. Part I: Tier Level Selling - A Penetration Strategy |
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| A number of sales “Gurus” have promoted the theory that states, “concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle.” This is often stated regardless of individual and corporate strategic initiatives. This position is based on the following facts and assumptions.• Your top twenty accounts have tremendous growth potential that you have not taken advantage of fully. It is easier to sell an existing account than to generate new business. It is also less costly.• The total potential of your top twenty accounts equals you (read full article) |
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| Category :: Sales Management Articles |
Author :: Henry DeVries |
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| Article Title :: 14 Top Lead Generation Tactics |
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| 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. A review of the marketing recommendations of Maister, Robert Bly, Alan Weiss (read full article) |
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| Category :: Sales Management Articles |
Author :: Chadrack Irobogo |
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| Article Title :: How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth |
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| Imagine increasing your business earnings by 30, 40, or 50%.
And this just by putting into use a fundamental truth of life. Many
great men of history have used this truth in turning around
their fortunes.You must understand that our world is governed with
basic principles which if used right can produce amazing results.
These are truths that have been since life began. You can
also profit with them in anything you choose in life. In this
article you'll discover how you can build you home business
with one of these basic truths.But what is this fundamental truth? It is this
simple truth:
"Ask And You Shall Receive." It is that simple.
But I must add
very powerfu (read full article) |
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| Category :: Sales Management Articles |
Author :: Sean D'Souza |
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| Article Title :: Never Trust a 'Silent' Customer |
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| Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week. But let's assume they spend just $20. Imagine you did something that bugged this customer, but he or she never told you about it. What would you stand to lose if they left?Its simple math: You lose $20 x 50 weeks. That's equivalent to $1000 a year.If you lost just 10 such customers per month, you'd lose about 100 clients a year.That's $100,000 that could be in your back pocket if you were a little complaint-conscious.That Doesn't Happen in Our Business: The Denia (read full article) |
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| Category :: Sales Management Articles |
Author :: Steven Schneidman |
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| Article Title :: How Do I Get More Business? Where's The Magic Wand? |
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| Here it is again the end of the relaxing summer. Here comes the bills for school, back to school accessories, the count down to the holiday gifts and the searching out of that perfect holiday getaway. The common theme is Money and plenty of it. There was a time when any business just needed a sign outside their door and poof, people came in to buy from you. Twenty or thirty years ago it was unheard of for a lawyer, doctor, dentist and accountant to advertise for business. These were safe professions. Get into grad school and you were set for a comfortable life. Those days are over! Welcome to the cold hard life of the twenty first century.Yes there is competition these days in ever (read full article) |
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| Category :: Sales Management Articles |
Author :: Justine Curtis |
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| Article Title :: Customers - Who Are Yours? |
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| What every business has in common is that it needs customers. Sounds a little basic but what do you really know about yours? Do you know who they are, what they like, where they hang out, what they do when they’re not working? And if you know these things, are you targeting your sales message to your best customers? And if you are, are your new customers becoming good customers, buying again and again?In this months issue we start a brand new series all about customers that will help you answer all of these questions and make your Internet Marketing more effective and profitable.Customers – Who Are Yours?Who are your customers? Do you know who your best customers (read full article) |
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| Category :: Sales Management Articles |
Author :: Philip Ashforth |
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| Article Title :: Cutting Through the Noise to More Sales! |
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| When it seems everybody is using great graphics, and there are so many marketing messages competing for our customers’ attention, Phil Ashforth, Synergy Coaching Business Coach, asks us to consider what we can do to make our offer, stand apart from the crowd.New channels, new media, new technology – It’s easy to see why so many companies find competing for customers a headache. Yet, with all the technology and new ways of presenting sales and marketing messages, why does it seem so hard for so many companies to make any real impression?In many ways, it appears that we are experiencing a backlash to technology, increasingly companies are removing there telephone numbers (read full article) |
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