 Category :: Sales Management Articles |
Author :: Don Monteith  |
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| Article Title :: Client Relationships Are KEY to Your Business Success |
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| MISS THE FALLDid you read about it in the news? Big company 100 years old
goes "belly-up" without warning. Was it a major Surprise? Probably
not, but it made good media coverage. It happens all the time.Was there a problem? Usually it's poor management of the "troops"
and customer relations issues. Maybe not. Was it the pricing of
merchandise? Doubtful. Mostly, it's a "people" thing.Maybe more. Outdated locations? Poor inventory control?
Bad management? All of the above? Who knows!Regardless, the point is that every business, large or small, is
challenged to survive and prosper in today’s business climate.
We've all witnessed the demise of BIG busines (read full article) |
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| Category :: Sales Management Articles |
Author :: Michelle Dunn |
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| Article Title :: What Credit Policy Tools Are You Missing? |
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| Did you know that a credit policy is a channel where you can control your bottom line, sales and income? By tweaking your credit policy you can make more money instantly.A new book, “Become the Squeaky Wheel” by Michelle Dunn describes credit policies and outlines how you can create one for your business so you have more control over your bottom line, sales and income.When a potential customer fills out a credit application you can get near-perfect information about that customer and how they pay their bills, and if they can afford more credit. Most consumers that take the time to fill out a credit application are serious about buying from you; otherwise they would ju (read full article) |
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| Category :: Sales Management Articles |
Author :: Michelle Dunn |
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| Article Title :: How to Make More Money Extending Credit |
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| Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these.“Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must for any business. Her book will give you the tools you need to collect more money and prevent bad debt in the future.Some steps you can take to make your credit policy, Easy, quick and painless are:1. Make it easy for the customer to get credit with you. Have packets paper clipped together at the front desk, include the credit application, automatic payment permission forms and anything else you want filled out before op (read full article) |
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| Category :: Sales Management Articles |
Author :: Michelle Dunn |
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| Article Title :: How Important is a Credit Policy? |
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| “Know your customers”. Every business owner knows how important it is to keep your customers happy and coming back for more.In “Become the Squeaky Wheel,” Michelle Dunn explains how a credit policy is relevant to their customers. “If they don’t know their customers and don’t make their policy and forms easy, fast and simple to understand, they could lose the customer, taking the sale with them and any word of mouth advertising,” explains Dunn.So what can business owners do to make their credit policy effective? First, business owners should implement a credit procedure for any new or existing customers. They should learn exactly what customers are looking (read full article) |
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| Category :: Sales Management Articles |
Author :: Michelle Dunn |
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| Article Title :: Is Your Credit Policy Working? |
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| If you don’t have a credit policy, everyone will want to buy from you. This can result in unpaid and past due invoices on your books.A new book explains how you can avoid and prevent this from happening to you and your business. “Become the Squeaky Wheel”, is a guide to create, set up or update your credit policy.“There wasn’t an easy to follow guide you could use to create, maintain or update your existing credit policy while maintaining customer relations, so I created one.” Says Michelle Dunn, the author of the new book “Become the Squeaky Wheel”. “It’s proven very useful to business owners or entrepreneurs starting a business who have never dealt w (read full article) |
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| Category :: Sales Management Articles |
Author :: Larry Galler |
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| Article Title :: Don't Land Your Plane (or Business) With The Wheels Up! |
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| Recently I had the pleasure of being a passenger in a small private airplane. The pilot, the owner of the airplane welcomed me then instructed me to just sit in my seat while he went through his pre-flight check list that was printed on a laminated card. So I just sat there while he spent about ten minutes checking the exterior of the plane, the quality and amount of fuel, fluid levels, the settings and workability of the controls, and various instruments. Finally he looked around, hollered “Contact” and pressed the starter button. The motor started, we taxied to the runway then surged into the sky. We flew to another city and, as we approached the airport to land the craft, he p (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: Rx for Sales Effectiveness ----- The Purple Pill |
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| The “Purple Pill”If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales. Most are willing to try anything that offers the potential for a fast boost, a quick sale, increased value, or the strengthening of their relationship with their (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: Kiss the T.O.A.D. for Sales Effectiveness |
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| There is a fairy tale told about the Princess who kisses a FROG. An ugly FROG. In fact, it was so ugly, most people believe it was really a TOAD. The fairy tale explains that once the Princess kisses the TOAD he turns into a Prince because her kiss breaks the spell of an evil witch.So, what does kissing the toad have to do with Sales Effectiveness?Kissing the T.O.A.D. is the cornerstone to improved sales effectiveness because T.O.A.D. stands for:TerritoryOpportunityAction-planningDiscussionThis is a discussion that must occur monthly and focuses on targeted account growth and territory success.Management may refer to these meetings a (read full article) |
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| Category :: Sales Management Articles |
Author :: Valerian Dinca |
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| Article Title :: Beat Your Competition Just Being the Same |
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| I think I have your agreement to say that two people aren't exactly the same. More or less, they must look differently, think differently, love different things and so on. Following this way of thinking, it's simply not possible for two business to be the same. They will serve different clients' needs as a result of different owners' experience, approach and skills. Each business will have its own task to focus a particular group of customers in a particular way.
Because one business will be a better fit than another, the best fit will produce the perfect relation owner-product-customer. By consequence a businessman will be more successful than another.
It's also every b (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: T.L.S. Part II: Maximizing Tier Level Selling Through Incentives |
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| This article takes the Tier Level Selling (T.L.S.) program to the next level by introducing sales force incentives to maximize the program's results. The T.L.S. program is detailed in Part I. It focuses on segmenting and targeting customers based on growth opportunity. This puts the right focus on your "plus" accounts by pointing you to the five largest accounts with the most growth potential without ignoring the five best medium sized accounts, and five revolving target accounts for new business.Incorporating a Tier Level Selling program without reviewing the way sales representatives are paid may lead to improved results, but these results will likely fall short of expectations. (read full article) |
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