Sales Management/Business

1. Net companies will have to reach a broader market to survive — 25.11.03
   Only 6% of the worlds population is actually online which includes email facility only, or; web presence AND email facility combined. Amazingly enough though, only 0.16% of the worlds population are advanced, with the ability to establish their own web presence. If the Internet use ... »
   
    
2. To Your Credit — 04.11.03
   When a customer requests credit, do you: A. Turn to your previously developed credit policy for the answer, or B. Stammer and wonder what to do next? For those of you who selected the latter, heres some tips from an entrepreneur with over 35 years experience in credit and ... »
   
    
3. Look where no ones looking… and then be prepared for the 10 ps. — 09.06.03
   The other day I had an interesting conversation with a friend, who questioned my statement that in order to be a successful leader, you have to look where no one's looking. My proclamation was based on something I read in Gary Hamel's book "Leading the Revolution," in which Hamel ... »
   
    
4. Make Your Sig File Work for You — 02.04.03
   You're probably familiar with e-mail signature (or 'sig') files - they're the few lines of contact information that many of us put at the bottom of every e-mail we send. Most e-mail software programs allow you to create and use sig files - even the newer versions of AOL. I've heard some ... »
   
    
5. The Incredible, Edible Subhead — 26.03.03
   Of course youre familiar with using *headlines* to call attention to Web copy, brochures, articles, or documents. But *subheads* can be just as effective in bringing out key points for your readers. And they also help make any document easier to read, because they break up long blocks of ... »
   
    
6. Its a Numbers Game — 20.02.03
   Three years ago, Paul left his corporate job to launch his freelance writing career, and he's done relatively well. He has a group of regular clients that keep him going, and they are happy with his work. When he first called me, he expressed concern over the sustainability of his ... »
   
    
7. Building Value — 02.09.02
   Organizations are continually in a quest for Value: a seemingly simple destination, but one that remains illusive for many executives, business owners, community leaders and not for profit directors today. The definition of value gets redefined by "gurus" offering the "next, great ... »
   
    
8. Raising Capital in Today’s “New Economy” — 31.07.02
   We’ve helped a number of clients develop business plans and raise capital from “angel” investors, corporate entities and venture capitalists during the last 6-8 years. It’s always a daunting process that can be full of pitfalls and require a tremendous amount of work – but it can be ... »
   
    
9. Why Researching Your Market Can Pay Big Dividends — 28.03.02
   Over the years I have seen a lot of companies waste a lot of money on market research. In many cases they commissioned the research simply because they had allocated a budget for it. In some cases they didn't even know why they were doing the research, but just wanted to know more ... »
   
    
10. ASPs Offer New Mechanics for E-World — 24.09.01
    Finding companies that work on content for Web sites is basically easy. Finding companies that can launch a firm into the world of e-commerce is a different matter. These companies are much more than consultants with a group of techies that know how to implement little else. Application ... »
    
     
11. 13 Platinum Quality and Service Concepts for the New Decade — 30.05.01
    The year was 1982. It was the year Quality really came to life. That was the year Peters & Waterman and their book In Search of Excellence took business by storm. WorldWide. That was the year Lee Iacocca told us the New Chrysler Corporation was building a quality product. Finally. ... »
    
     
12. 10 Commandments of Prospecting — 17.05.01
    Prospecting can be much like going to the health club. Its something that you know is good for you and will produce excellent and predictable results, yet is something that most sales people always seem to avoid. The Ten Commandments of Prospecting is a proven success formula for ... »
    
     
13. Market your services without feeling like a slimeball — 20.03.01
    When it comes to marketing and promoting your services as an independent professional, you may wonder how you can manage it with authenticity and integrity. After all, to market and sell yourself you need to stretch the truth a bit; you have to promise a little more than you can deliver; ... »
    
     
14. The "Best" Test — 19.03.01
    I spoke to a group of salespeople in Kansas City last week as they kicked off their new team. It was exciting to see them get excited about making a difference through their work. The topic they assigned me was Simply the Best. So as I prepared, I asked myself, What characteristics ... »