Tagged 'Sales'

What Clients Really Want

What Clients Really Want

A few years back, while speaking at Fruit of the Loom’s national sales meeting, I had the pleasure of sharing the stage with another speaker whose message during our offstage conversations still resonates with me today. I recall sharing with him … Read More »

How To Bring Your ‘A’ Game To Every Presentation

How To Bring Your ‘A’ Game To Every Presentation

Bringing your “A” game means not only being ready with relevant and well-researched information for your sales presentation, but also coming to your client’s office with your best attitude and best abilities. Whether it’s playing soccer or some other sport (or … Read More »

How To Increase Revenue-Generating Activities

How To Increase Revenue-Generating Activities

I give a lot of seminars on business development—how to get in the door with prospects, how to get better outcomes from prospect meetings, how to overcome objections, how to increase sales with current clients—you get the idea. Whether I … Read More »

Why Email Marketing Outperforms

Why Email Marketing Outperforms

While many businesses today are guilty of chasing the latest digital marketing craze, good old email marketing still wins hands down when it comes to return on investment. Read More »

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 »

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