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CBIA survey finds sales and profits up, but pessimism remaining strong

CBIA President Joe Brennan said, "State policymakers must acknowledge these very real concerns."

Houlihan Lawrence’s report shows weaker luxury home sales

For Westchester, the second quarter of 2019 was the third consecutive quarter that luxury homes sales in the $2 million and higher category went down.

Andi Gray: Getting new salespeople off the ground

Use social media, email and events to connect, engage and build up relationships with the right opportunities for new salespeople to mine.

Andi Gray: Effective sales meetings must generate results

Increase the productivity of your sales meetings by using them for what meetings are best at: sharing information with a group of people.

Andi Gray: Become an expert at ERP

ERP stands for enterprise resource planning. That’s a fancy way to describe the various software systems that a company relies on to execute the work of the company.

Andi Gray: What’s market share all about?

We don’t have a clue what is our market share. We are in several vertical markets, but we don’t know how much just comes to us from each of those markets, and how much we have to fight to get.

Andi Gray: Diagnosing and correcting a sales downturn

Push hard on the sales and marketing accelerator and turn things around as quickly as possible.

Greenwich to debut townwide retail sale promotion

First Selectman Peter J. Tesei said the event will help businesses "as they adapt to an electronic commerce challenge."

Andi Gray: Setting a new salesperson on the path to...

A smart sales rep knows she’ll do better with someone looking over her shoulder, ready to offer suggestions on how to get over hurdles.

Andi Gray: Building an effective sales and marketing plan

When it comes to sales, you want to define what’s supposed to happen. Creating a marketing plan can be a bit more complicated given the number of options available.

Harvey Weinstein sells off remaining Westport properties for $16M

Weinstein’s adjacent properties at 26 and 28 Beachside Ave. sold for $10 million and $6 million, respectively, with Westport real estate investor Andrew Bentley acquiring both homes.

Andi Gray: Filling the pipeline

Define your pipeline, starting with a universe of opportunities. Build a standard profile for each stage of the pipeline. And then do the numbers and track activity.

Andi Gray: Some tactics to speed up closing the sale

You have to break through the clutter. Ask the buyer to clarify what has to happen to get to a decision and what to do if there’s an obstacle at any step along the way.

Ask Andi: Figuring out if we’re having an OK year

A plan is just that — a plan. Turning a plan into reality takes skill at forecasting, buy-in from everyone in the company, and a drop of luck.

Who’s right for sales?

When it comes to sales positions, there is no one size fits all.