Friday , October 20 2017
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Lead Generation

Old Habits & Old Technology

Sometimes I wish I could pick David Meerman Scott’s brain on a daily basis because every time I speak with him he comes out with some outstanding pearls of wisdom. These simple yet extremely powerful insights have influenced my thinking on more than one occasion in the past. Some years ...

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Top 3 Reasons Sales Forecasts Don’t Match Results

Off the Cuff Interview Question: From your experience, what would you say are the 3 top reasons sales forecasts don’t match results? First, we need to define what “match” means in the context of forecasting. If “match” means “equals,” we only need one reason: because it’s a forecast. Attempting to ...

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5 Retail Customer Service Tips to Grow Sales

As an entrepreneur or sales manager, you may be doing everything by the book to ensure better sales. But you may be shocked to find that the sales figures do not match your expectations. In spite of robust campaigns and aggressive marketing, your products fail to generate high revenues. The ...

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Protecting Your Sales Pipeline

A primary decision to be made by any business owner is how one of the company’s most valuable assets–its sales pipeline–can be protected. Future income rests squarely in the relationships that you and your team have built with customers and prospects. The close dates for those prospects are stretched out ...

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The Sales Manager’s Guide to Greatness

Whenever Kevin Davis speaks to a group of sales managers, he asks them to grade each of their salespeople on two factors: skill and attitude. This exercise doesn’t lead to a report card on their sales people–it’s a report card on themselves as sales managers. If you’re not satisfied with ...

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Artificial Intelligence and the Future of Sales

While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air ...

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Phil M. Jones Talks Magic Words

When selling–as with anything else–there is power in words you use. Getting the words right is the difference between the winners and the losers in sales. Join host John Golden as he explores this vital subject with author, sales trainer, coach and keynote speaker Phil M. Jones about picking the ...

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7 Insanely Easy Ways to Actually Improve Sales Results

Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources. The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating ...

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Motivating Employees: Money Isn’t the Solution

Many employers believe that money is the most effective motivator. The problem is that this method gets expensive and doesn’t work as well as positive, non‑monetary motivators. There are other positive motivators that excite many employees even more than money, such as recognition, prestige, achievement, sincere appreciation, pride in a ...

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