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National Accounts -- How Do You Create a Program That Really Works?
This article is intended to help everyone gain a better understanding of National Accounts Programs, including the motivation for creating one and the steps toward a successful process. While it is not intended to definitively answer every question...
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rating : 0.00, 0 votes. Author : Rick Johnson
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Is Sponsorship Right for My Company?
Trade shows are a bonaza of sponsorship opportunities. Talk with any show organizer, and they’ll be more than happy to explain how you can make sure your company’s name and logo are plastered all over the arena, on the program guide, over the hosp...
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rating : 0.00, 0 votes. Author : Susan Friedmann
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Higher Prices Lead To Higher Profits
I know at first glance this sounds obvious, but it may be worth it for you to think about your prices. At least just for a moment.
How did you decide on your current pricing? Did you conduct market research to understand what prospects would pay? ...
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rating : 0.00, 0 votes. Author : Paul Lemberg
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Just What is a Broker?
In most circumstances a broker is a third party to an agreement to purchase a commodity, the item being bought and sold is neither owned nor controlled by the broker who simply acts as an intermediary and is normally paid on completion of an agreem...
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rating : 0.00, 0 votes. Author : John Buckle
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Sticky Conversations
Can you just feel the sickness in your stomach right now? That feeling when you know that you have to have a conversation that you are NOT looking forward to, but know you need to have. It plagues you for days before you have to face the inevitable...
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rating : 0.00, 0 votes. Author : Mary Gardner
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How to Genuinely Double Your Sales in 30 Days -- Without Advertising
Individual sales people, as well as sales managers and business owners, all share the same concern. How to sell more without burning everyone out, or paying too much for marketing.
That’s a dilemma that has certainly been solved, quite scientifica...
0 reviews,
rating : 0.00, 0 votes. Author : Christine Sutherland
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Appreciate to Motivate (Five Keys to Successful Team Building)
Mary Kay Ash, founder of Mary Kay Cosmetics, once said,
“There are two things people want more than sex and
money…recognition and praise.” Time and time again the
one motivating factor that production and is at the top of
most employee lists is ap...
0 reviews,
rating : 0.00, 0 votes. Author : Ed Sykes
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Does Six Sigma Need to Have the Support of Upper Management?
The short answer is, “Yes!”
The longer answer is, “Yes, and here’s why.”
Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for qua...
0 reviews,
rating : 0.00, 0 votes. Author : Peter Peterka
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Lead Management Software
Efficient lead management is the cornerstone to good sales. Without some sort of lead management system, keeping track of follow-up calls, meetings, and details relating to prospective clients can be nearly impossible. With proper lead management t...
0 reviews,
rating : 0.00, 0 votes. Author : Halstatt Pires
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The Three Most Common Mistakes Sales Managers Make
In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the...
0 reviews,
rating : 0.00, 0 votes. Author : Dave Kahle
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Grow Any Small Business by Paying Attention to Critical Activities
Do you start your day at the workplace at full steam? When you get to your workplace do you have a dozen phone calls and emails to reply to? If you do, how many of those correspondences are business related that generate revenue? How many are new...
0 reviews,
rating : 0.00, 0 votes. Author : Casey Sung
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How to Work a Trade Show to Find Companies to Buy
Often the more “creative” you are to find companies to purchase
the quicker you’ll find the “right” deal. “Working” trade shows
offers an extraordinary opportunity to find and quickly qualify
acquisition opportunities. To take maximum advantage of ...
0 reviews,
rating : 0.00, 0 votes. Author : Mark Smock
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Contact Existing Customers To Increase Business Sales
One of the best ways to increase your sales and one that
won't cost you a lot or take a huge amount of time is by
selling more to your existing customers. This can be a
lengthy process and expensive to win over a new customer.
between advertising, ...
0 reviews,
rating : 0.00, 0 votes. Author : Abe Cherian
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T.L.S. Part II: Maximizing Tier Level Selling Through Incentives
This article takes the Tier Level Selling (T.L.S.) program to the next level by introducing sales force incentives to maximize the program's results. The T.L.S. program is detailed in Part I. It focuses on segmenting and targeting customers based o...
0 reviews,
rating : 0.00, 0 votes. Author : Rick Johnson
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Beat Your Competition Just Being the Same
I think I have your agreement to say that two people aren't exactly the same. More or less, they must look differently, think differently, love different things and so on. Following this way of thinking, it's simply not possible for two business to...
0 reviews,
rating : 0.00, 0 votes. Author : Valerian Dinca
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Kiss the T.O.A.D. for Sales Effectiveness
There is a fairy tale told about the Princess who kisses a FROG. An ugly FROG. In fact, it was so ugly, most people believe it was really a TOAD. The fairy tale explains that once the Princess kisses the TOAD he turns into a Prince because her kiss...
0 reviews,
rating : 0.00, 0 votes. Author : Rick Johnson
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Rx for Sales Effectiveness ----- The Purple Pill
The “Purple Pill”
If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-e...
0 reviews,
rating : 0.00, 0 votes. Author : Rick Johnson
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Dont Land Your Plane (or Business) With The Wheels Up!
Recently I had the pleasure of being a passenger in a small private airplane. The pilot, the owner of the airplane welcomed me then instructed me to just sit in my seat while he went through his pre-flight check list that was printed on a laminate...
0 reviews,
rating : 0.00, 0 votes. Author : Larry Galler
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Is Your Credit Policy Working?
If you don’t have a credit policy, everyone will want to buy from you. This can result in unpaid and past due invoices on your books.
A new book explains how you can avoid and prevent this from happening to you and your business. “Become the Squea...
0 reviews,
rating : 0.00, 0 votes. Author : Michelle Dunn
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How Important is a Credit Policy?
“Know your customers”. Every business owner knows how important it is to keep your customers happy and coming back for more.
In “Become the Squeaky Wheel,” Michelle Dunn explains how a credit policy is relevant to their customers. “If they don’t ...
0 reviews,
rating : 0.00, 0 votes. Author : Michelle Dunn
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How to Make More Money Extending Credit
Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these.
“Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must f...
0 reviews,
rating : 0.00, 0 votes. Author : Michelle Dunn
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What Credit Policy Tools Are You Missing?
Did you know that a credit policy is a channel where you can control your bottom line, sales and income? By tweaking your credit policy you can make more money instantly.
A new book, “Become the Squeaky Wheel” by Michelle Dunn describes credit po...
0 reviews,
rating : 0.00, 0 votes. Author : Michelle Dunn
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How to Turn Prospects into Credit Approved Customers
There are powerful strategies that business owners can use to dramatically improve their sales, income and bottom line.
In a brand new book, “Become the Squeaky Wheel” by Michelle Dunn, she describes these strategies at length. With her ideas in h...
0 reviews,
rating : 0.00, 0 votes. Author : Michelle Dunn
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Client Relationships Are KEY to Your Business Success
MISS THE FALL
Did you read about it in the news? Big company 100 years old
goes "belly-up" without warning. Was it a major Surprise? Probably
not, but it made good media coverage. It happens all the time.
Was there a problem? Usually it's poor ma...
0 reviews,
rating : 0.00, 0 votes. Author : Don Monteith
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