ZXZ Foundation
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"Sales Management"
This week’s article is my response to a question by David Cohen of Bridge-Soft.
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 [...]
Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 – 15 years and were earning healthy incomes. His problem was that he couldn’t get them to do what he [...]
I don’t even like saying the word d———g. I have literally obliterated it from my dictionary with a black marking pen. I’ll bite my tongue until it bleeds, before I say the word.
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the [...]
In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option.
These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.
This month I want to share a success from a friend and customer of mine. You’ll find in this story two important sales tactics for beating your competition.
From Chris Chalmers of Quova Inc:
“We sell a commodity product (geographic data) that is available from a variety of competitors and public sources. Recently, [...]
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.
This is a quandary not unlike the chicken or the egg question, “Which comes first?”. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?
Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don’t have to do them all. Even doing just one will get you another rung higher on your business ladder.
In the past, if you said the word “plan” to me, I would bolt and run. I’m the “creative type,” a former ballet dancer and choreographer—I’m terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was [...]
Your sales are down and leads are rare. The phone’s not ringing. Let’s blame marketing!
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