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» 5 Smart Decisions to Selling Success

By Tony Cole | Published 05/15/2009 | Sales | Unrated

Looking at your selling scorecard at the end of this month will indicate that you are either at plan, behind plan or ahead of plan. Obviously, behind plan = failure to succeed, at plan = meeting expectations, ahead of plan = selling success. But, looking at your current selling scorecard information is what we call a “lagging indicator”. Similar to the way that all mutual fund companies have the disclaimer, “Past results are not a guarantee of future returns”, your current results are no guarantee for future success.

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» Stop Quoting - Start Qualifying

By Tony Cole | Published 04/15/2009 | Sales | Unrated

Sometimes we need to remind a salesperson that “You are not a Quote Jockey. You don’t make commissions on quotes. So, stop quoting and start finding sales prospects that fit the profile of your ideal client. Start qualifying these prospects for “severe mental anguish”- the motivation to buy your product or service. Start qualifying them for their motivation to leave their current vendor relationship. Start qualifying them for their sense of urgency and ability to invest the resources required to buy.

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» Consistent Sales Growth

By Tony Cole | Published 04/15/2009 | Sales | Unrated

I'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consistent? Is it predictable? Is it at the level that you projected when you did your budget last year? Is it enough to overcome an unexpected loss of revenue from accounts, drop in rates, etc.? One of the problems about total revenue that I'm hearing this year is that "we're on target with new sales, but revenues are down because…? Well then, the reality is that new sales may be on target with what was budgeted, but they are not on target given your new adjusted budget deficits.

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» Trade Show Marketing - Part 2

By Cidnee Stephen | Published 03/23/2009 | Target Market , Marketing Materials , Advertising , Marketing Tools , Sales | Unrated

You should have multiple ways to capture leads at your booth. By far the most common tool used is the draw. While the draw will provide lots of leads, they may not be the most qualified. Plenty of people simply love to win and go booth to booth entering absolutely every draw!

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» Trade Show Marketing - Part 1

By Cidnee Stephen | Published 03/23/2009 | Marketing Materials , Advertising , Marketing Strategy , Sales | Unrated

Trade shows are what I like to term a high investment marketing strategy. By this I mean they require a significant amount of money and time to execute. While pricing of the actual space may seem reasonable, once costs for display booths, signage, promotional material and manpower are tallied up - it is a pricier lead generation option to undertake. That being said, I still find it to be a fantastic way to generate a large number of qualified leads.

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