Double Your Sales in 2010
Its that time of year… Crunch time. In sales, the end of the year is like what the stock brokers call the “triple witching hour”. You’ve got to wrap up the year strong and beat your quota, you’ve got holiday activities with clients, prospects and co-workers and you’ve got budget meetings planning for next year. Just relax and enjoy the season right? Not for us friends. This is the two month stretch that defines the rest of the year. In time for your 2010 planning, we’re releasing our free eBook, “Double Your Sales in 2010“! This free ebook sh

4 Steps to Attract Quality Prospects to Your Sales Team
If your sales team is doing its own prospects then kudos to you! You’ve got your team doing a number of things and keeping your life simple. When you think about it, finding, making contact with and qualifying new prospects involve a very different set of skills and strengths than preparing proposals, negotiating and closing sales. In the end, the objective is to maximize the dollar volume of sales generated by each sales person. So it makes sense to reduce the burden of the least productive activities they manage and allow them to focus on the most productive. In this case, productive means profitable really. A simple example of this is a business that invests in

Nominate Your Sales Superstar!
Sales superstars close more deals and ramp up business for their companies. Do you know one? AllBusiness and Top Sales Experts want to honor the top-performing salespeople who deliver results in today’s competitive market. You can help make that happen. We need your nomination. The panel of top sales coaches and experts will select one salesperson each mo

The Times They Are A Changin’ - Online Habits and Online Marketing
I thought I would share an article I noticed by Ann Handley, on American Express’ Open website - “Digital Marketing Facts - What’s Working?”. The article compares where we spend out time online in 2009 vs. 2004. In just 5 years, things have changed in more than you might think! Here’s a graph of the survey results from the article -

Cold Calling in the 21st Century: The New Rules
Are you a fan of Glengarry, Glenross? Boiler Room? Ready to get on the phone and sell something? Are you tired of the emails from all these guys going on and on about how Cold Calling is dead? Well then, you’re a real sales person my friend! Hey, I’m not denying the trends going on in marketing and sales driven by the Internet. Heck, I use them everyday! But, I’ve been selling for longer than I like to admit. Long enough to remember when prospecting was very simple - get on the phone and start calling people. I cut my teeth cold calling and I still enjoy it. Granted, I don’t find time to do it myself much any more but, I like to k