In my new “What’s In a Word†series, I will offer a different word or phrase that could help you or seriously damage your sales efforts. As everyone knows, I’m a harsh critic of the canned spiel and I don’t advocate word-for-word scripts; however, I do advocate a well PLANNED sales presentation.
As in everything, [...]
Independent retailers have traditionally been technology laggards. This slow adoption of new technology has provided hidden benefits though. Economies of scale are achieved at larger retail stores and the new technologies become available to independent retailers at much lower costs. Today, independent retailers have access to point-of-sale systems with features comparable to large competitors. The [...]
As the economy trends downward we are seeing multiple companies shrink their sales force and cut the fat in order to save costs. Most companies right now are looking to eliminate their lowest performing sales representatives and even their sales managers to ensure a higher return on investment on their sales team. This scenario leads [...]
It’s common for me to get questions from folks in higher-level sales positions or semi-supervisory positions (maybe National Accounts Managers, etc.), maybe interviewing for Regional Accounts Manager positions, who want to know how to differentiate themselves so that they will be the ones who get tapped for promotions. There’s a lot of advice out there [...]
According to the Small Business Association, over 50% of small businesses fail in the first year and 95% fail within the first five years. This can be a scary statistic for anyone contemplating a new business startup. However, if you want to be your own boss, or even if you already own several [...]