Tagged 'Sales'

Getting Off The Sales Plateau

Getting Off The Sales Plateau

One topic that I rarely see addressed in sales literature is the one I’m taking on this month: how to get yourself off the dreaded sales plateau. You know what that looks like, right? Your salespeople are still doing the things they were doing, but suddenly the sales growth is gone. All their effort goes to maintaining the status quo, or maybe “growing” the company at five percent. Read More »

Generational Selling

Generational Selling

As the wants and needs of the people we sell to change, the way we sell is also changing. Today’s new market is driven by the Millennial generation, and they have taken the majority spot among U.S. workers and potential buyers. Members of the workforce’s youngest generation are helping to challenge traditional sales models and creating the necessity for new approaches to supply chain management within our industry. Read More »

 Sales Are Great But Profitability Is King

 Sales Are Great But Profitability Is King

Some time ago I attended a National Speakers Association convention and heard a speaker share insights on the importance of profitability. The speaker was a CPA and, while his name and the details of his presentation escape me, a comment he made during his presentation stuck in my head. Now, some 20 years later, it still resonates with me. “Sales feed egos, profits feed families.” This has become my mantra as I speak, train and consult with small businesses internationally. Read More »

People, Planet And Profit

People, Planet And Profit

In today’s climate, talking the walk and walking the talk in procurement are not just buzzwords. They are a very real business approach and strategy, for which companies are increasingly being put under pressure to demonstrate within their operations, in partnerships and with the various suppliers they work with, and throughout their global supply chains. Read More »

The Power Of Business Etiquette

The Power Of Business Etiquette

This article is not about manners—it’s about business etiquette and protocol. Manners are polite or well-bred social behaviors. Etiquette is a standard code of conduct and procedures within a particular group. It tends to follow rules inherent to specific situations. Business protocol guides us in understanding cultural differences and can make or break an important meeting, influence a first impression or impress a potential client. Read More »

10 Ways To INVIGORATE Clients

10 Ways To INVIGORATE Clients

In the time you took to read this sentence, more than 20 million emails were written. I know what you’re thinking: “Half of them just landed in my inbox!” In this day and age when connecting with anyone is so easy, why is it that we struggle to stay in touch with people? That sounds like a trick question, but it’s not. The fact is that at any given time we’re experiencing an abundance of messages coming from a multitude of sources. The moment we open our eyes in the morning, the messages begin to flood in. Guess what? Your customers are in the same boat. Read More »

Six Secrets Of Selling To Marketing Executives

Six Secrets Of Selling To Marketing Executives

You have a perfectly qualified lead: A marketing executive with a large budget who invests heavily each year in promotional products … but she isn’t buying. Was it something you said? No, it’s actually what you didn’t say. Read More »

Management – Develop Your Millennial Sales Force

Management – Develop Your Millennial Sales Force

The promotional products industry offers a fun, creative and unique landscape for students to achieve their academic goals through internships. There are many companies in our industry, both suppliers and distributors, that participate in collegiate intern programs. This is a way to showcase our industry and to highlight the possibilities that our industry holds, not only for a potential employee, but for a future marketer. Read More »

Sales: True Blue

Sales: True Blue

There are many intricacies to working with and selling to the Millennial generation but no step is more important than to understand how this buyer comes to market and what value they place on the businesses to which they choose to connect. Read More »

Cold Calls For Networking

Cold Calls For Networking

We’ve all been there before. There’s this person out there whom we believe we could benefit from knowing, and who might be able to benefit from knowing us. We go to the functions they are likely to attend, but either they’re not there or you don’t get to make a connection. You check LinkedIn, and they’re a fourth-degree connection at best from you. So how do you make that association? Read More »

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