Sales

How Your Business Can Land a Lucrative Government Contract

Business Matchmaking, federal contracting, Government, government contracting, Sales, Small Business Contracting, Veterans /

Entering the world of government contracting or corporate contracting to big businesses can take your small business to a whole new level. A government or corporate contract provides regular business, burnishes your reputation, and can also be incredibly rewarding. However, landing a contract doesn’t come easy. Even experienced small business owners can struggle to decipher […]

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How to Get a New Salesperson Up and Running Quickly

employee manual, new hire sales success, Sales, sales manual, Sales Training, Staffing & HR /

A sales manager once told me he only hired salespeople who could sell; he provided no sales training. You could say that “sink or swim” was his motto—and I’ll bet most salespeople he hired sunk. Let’s banish this myth that anyone can sell without guidance. Here’s what sales managers should do if they want their new

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46% of Salespeople Missed Their Quota in 2018 – Here’s Why

Sales /

There’s some new research out that says for the second year in a row, many salespeople aren’t hitting their numbers. CSO Insights, the research division of Miller Heiman Group, recently released their Annual Sales Performance Study, “Selling in the Age of Ceaseless Change,” and it showed that only 53% made quotas in 2018. Why Sales

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Don’t Be Fooled! Role Playing WON’T Improve your Sales Growth – Here’s Why

Sales /

Role playing is an ancient practice used by sales managers in an attempt to identify how skilled their team was at selling. Unfortunately, it just doesn’t work. The sales manager can not learn how good a sales associate is by having her stand up in front of her peers and pretend. Any sales person will

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5 Sales Strategies Not Found in How-to Books

2019, Anticipate, anticipatory leader, Anticipatory Organization, anticipatory sales, Burrus, Burrus Research, customer needs, Daniel Burrus, future, Golden Rule, Hard Trends, needs, presolve, Progress, sale, Sales, Sales Management, sales technology, Selling, Solutions, Technology, Tips, trends, trust, wants /

As a salesperson, you’re trained to ask customers what they want in terms of your product offerings. That’s wise advice but it’s incomplete. If you only ask customers what they want and then give it to them, you’re missing the biggest opportunity that has ever come in front of you – the chance to sell

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You Can Use Marie Kondo’s Decluttering Principles to ‘Tidy Up’ Your Business

Company Culture, KonMari, Marie Kondo, organizing, Running the Office, Sales /

Everyone is talking about Japanese organizing guru Marie Kondo and her “KonMari” home organizing method dedicated to the “life-changing magic of tidying up.” Kondo has authored an international bestselling book of home organizing advice, and is also the star of a new Netflix show called Tidying Up With Marie Kondo. Perhaps you’ve seen your own friends and

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9 Ideas for Transforming Your In-store Checkout Space

Sales /

Is the in-store checkout counter becoming obsolete? Doing away with cashiers altogether is pretty extreme. However, in a recent survey by Zebra, 80% of retail decision-makers and 49% of retail associates believe new technology is making the traditional checkout area less necessary than it used to be. Cloud-based point-of-sale systems that run on tablets and

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