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I hate snakes! It is primordial. I hate them for no other reason than I do. You couldn’t give me enough money to walk in woods known to have snakes. I would go to jail rather than obey a government rule that says I have to walk down a path…

How to Sell More of What You Sell

Five ways we look at a business to drive develop sales and marketing success. Editor's note: This is the first part in a series by this successful sales professional. Having now worked directly in, consulted, and trained in…

5 Keys To Why Your Customers Buy

It's not usually about price, these sales techniques uncover how and why your customers want to buy This is the second article of a four part selling cycle broken down into eight major steps. Part one focused on How to Find

The Best Salesperson I Ever Met

What differentiates a good salesperson from a great one? Six Traits! Last week, I got a call from a recruiter looking for a sales representative for a cloud company.  I get those kinds of calls all the time, but this was…

The Business Balancing Act

Managing sales is a balancing act to protect your brand and cash flow. Rapid growth is a welcome addition to any business, but at the same time, unmanaged growth can be detrimental to a company’s quality and brand

Small Business Revenue Growth and Success

For any small business managing expenses is essential, but in order to achieve success a focus on sales for sustainable revenue growth is paramount There is a strong correlation between successful small businesses, sales and

3 Steps To Empower Your Sales Staff

Follow these simple backend techniques to streamline contracts and close more sales This July, I wrote a blog post about the role of the account manager in this digital era, and one key point covered was on "winging it" which is…

4 Keys to Your Best Sales Yet

Sell what is (not what you think is) in the the best interest of your client's how How do you approach ‘selling’ your products and services? Hint – Price is not always the deciding factor All too often,

Follow-Up Is the Key Sales Criteria

The follow-up closes any consistently gaps and turns new opportunities into sales. Every sale starts with an opportunity, but not every opportunity results in a sale. Oftentimes, this is due to a lack of follow-up and the

When to say “Uncle”

How Many Customers = “Enough??” The sad truth is that you’ll never know the answer to this question…and, to be honest, the answer to “how many customers do we need to talk to” is about the same as the Supreme Court definition

5 Pitching Don’ts and How To Avoid Them

Pitching clients isn’t rocket science, nor should it be, it’s simply a matter of tapping into prospective client needs. Pitching clients is simply a matter of reaching out to the potential client, understanding his or

How to Sell More Customers

STEP 4 –Examples of the Demonstration: this very powerful step can be delivered in multiple ways, depending on what you sell Editor’s note: This is the fourth article in a series discussing a four part selling cycle that…

Nailing The Sales Presentation

Pay attention to sales presentation fundamentals because it's one of the primary  keys to sales success Editor's note: This is the third article in a series discussing a four part selling cycle that includes 1. How to Find,  2. How to…

What’s in Your Marketing Toolkit?

Even with a tight marketing budget a small business toolkit exists...a look at inventory of marketing tools and an executable example In part one of this series  entitled No Marketing, No Ad Budget, No Problem, How to maximize a minimal…

3 Keys To Sustainable Sales Growth

Winning customers requires a competitive price, being authentic and providing a solution that enhances personal and environmental wellness Generating sales growth is the key business issue facing every business. Companies like Chipotle,…

3 Consumer Groups To Drive Your Sales Success

Millennials, caregivers and sustainable business leaders are impacting choices, buying propensities and sales success Three key consumer groups with over $10 Trillion of annual buying power will determine your company's sales success in…

Entertain Clients? Compliance Strategy And IRS

Entertaining clients is a great way to establish both professional and personal relationships—but the IRS requires you keep receipts and other documentation When entertaining clients, you should have several goals in mind.…

Your Price is Right-If You Do Your Homework

Entrepreneurs need to research industry pricing and consider product positioning Image: Fotolia How much should I charge? That's one of the first questions most small business owners ask. And it's not an easy one to answer.…

Match Up with Big Buyers

By identifying needs of big customers Hispanic businesses can secure new buyers. It can be frustrating for a small business trying to land its first sale to a public institution, government agency or major corporation. One of the…