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If you have salespeople in the field, chances are that you have a firm sales goal in mind as to how much sales you would like to see each of them make every week, every month, or every quarter. You might even be thinking, “How hard can it be to close two sales a month? Why not just do it?”
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I've been wondering a lot about added value recently. We all talk about it, I've written about it, but often I think we misuse the concept. Read More

* What challenges do businesses face today with online conversion?
* You’re really competing with yourself, not your competitors
* Classic book on entering the shopping cart: “Don’t Make Me Think”
* Shopping cart abandonment
* ROI for online conversion is usually high and on going Read More

Here is part 1 of 5 parts of an interview with Mark Rodgers, the author of Accelerate the sale. Learn some excellent techniques to help you gain more sales. Read More

How an employee handles a telephone call can make or break a business relationship. Essentially, you need to treat your clients better than the way you want to be treated when on the phone. And when your business is home-based, your communication skills need to be close to perfect.

The following Read More

After repeat clients, referrals are the bread and butter of any business. Here are some tips to help you getting more business referrals. Read More

Have you ever looked at your funnel, or that of one of your people (if you are a manager)--on the surface, it looks healthy.  You have the right number of Read More

I've maintained the value the sales team brings to the customer is the most under-appreciated, yet most differentiated and sustainable aspects of a value proposition. Sales people don't get it, consequently don't get their customers to appreciate and buy it. Read More

When starting a small business, entrepreneurs should brush aside any prejudices, and hit the phones. Effective cold calling can set businesses apart from competitors. Read More