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17. Focus on procastinators. Early sales and promotions can be interesting, but ultimately they’re not all that big of a factor.
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Tara Gentile's newest e-book, The Art of Earning, helps creative entrepreneurs escape the paycheck prison and realize the true worth of their output. Read More

To my mind, the sole reason sales managers exist is to manage performance. It's to assure each person on their team is achieving the highest levels of performance and reaching their full potential. It's to assure their people can achieve their goals and objectives. There is simply no other reason t Read More

Part of me hesitates to post this post because it’s point is so obvious. Read on and you’ll see why I decided to go ahead.

Let’s say you’re in the process of buying a car …or a boat …or a refrigerator. You ask the sales rep what value their company provides to their customers. The answer you Read More

I’m often asked, ‘How can I grow my business?’ The answer can be simple. To grow, we know we need more profit. That profit can come with more customers; more orders placed or even larger orders. So, how do we grow these numbers? Read More

I recently read a great article by sales trainer Geoffrey James and wanted to share it with you. As small business owners, we are all too familiar with the “It Costs Too Much” objection from a client and most of us don’t quite know how to handle it effectively. We are uncomfortable and unwilling t Read More

I asked him what concerned him most. He responded, with some frustration, The customer just can't seem to get their act together, they keep slowing down my sales process! Read More

Selling guru Zig Ziglar believes that preparing for sales calls is critical. “If you don’t know where you are going, you will probably end up somewhere else,” he writes. “You have to have goals."
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Asking for a referral from your customers or clients can be tricky. Here are the do's and don'ts for how to ask and how to ensure you get one from your customers. Read More