Sales  

Generating and transforming a life insurance sales lead into actual sales has never been an easy task. It involves a lot of strategic planning, time and energy. Producing a life insurance sales lead through infinite cold calls and door-to-door approaches is not a good solution to the problem. Devising industrious ...read more

It’s the question I’m sometimes afraid to hear from my wife: “Oh, you’re going to the store? Could you pick me up some [detailed, miscellaneous items]?” Forget about the extra trip down an aisle or spending a few more bucks. The real problem is getting the ...read more

The sun was peaking its head above the horizon as I walked my dog along the river. I wondered if my dog enjoyed the serenity of the early morning as much as I did. Abruptly, my peaceful thoughts were punted like a football as my dog spotted a ...read more

I was reading a recent blog entry by Seth Godin about receptionists. It made me wonder, can a receptionist sell? Should a receptionist sell? The receptionist is usually the gatekeeper, the first point of contact for most clients in your organization. Perhaps a little sales training for the receptionist might ...read more

One of my heroes in life is Bill Levine, the founder of PIP Printing. It was almost 40 years ago that he found himself at the front of the line in an industry. That industry has changed significantly since he opened his first instant printing operation. It began with an ...read more

Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never ...read more

As the hot days of summer continue to push toward fall, we’re approaching that special time of year that spells relief for bored kids and worn out parents everywhere. It’s almost time to go back to school.

There’s no doubt retailers are already stocking up for the magical month when kids ...read more

When they consider sales materials, most people think only of a brochure. For high-tech products, different materials can help with a variety of marketing situations. The guidelines presented here will help you choose the right materials for typical technology marketing challenges.

Launching a New Product

The launch of a new product can ...read more

Wanna sell a car to a man? Try getting through to him via his wife!

This is the general theme of Rick Spence's idea for off-target marketing. If you're a salesperson, don't aim for the target; aim beside the target.

Rick Spence is a writer for Profit Magazine and in his latest ...read more

One of the biggest challenges facing salespeople when prospecting is that few, if any, new contacts become long-term possibilities for sales or networking. This is due to the fact that an initial contact usually ends at just that – an initial contact, and nothing more.

Could you imagine how much ...read more