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A hurricane of data

Marketing Management Analytics of Wilton helps companies answer the question, “Is my marketing investment paying off?”

Invigorating your sales team

Recognize that as a sales manager, you are measured on the results of your team – if it’s not working, you’re part of the problem until you’re part of the solution.

Hoisting sales

The forecast is looking better for sales, says expert Ron Volper. But to navigate some still choppy waters, businesses are going to have to extend themselves to customers and, yes, even spend a few bucks.

Accurately forecasting sales

Develop a strategy to help salespeople build an accurate sales-forecast system to improve the probability of closing.

Handouts, good will key to getting neighborhood leads

There are many ways to make prospects aware you’re in the neighborhood. Some can be handled by your field crews. Some require the skills of your sales force.

Service agreements add to overall value

Service agreements add to your company’s revenues and also factor into its sale value.

Know your odds of making a sale

Reduce the frustration associated with selling by qualifying prospects early on. Know when to move on.

Getting organized in sales

In order to get organized in sales, you must begin to share information, strategically pick and pursue accounts and document what’s going on and who’s doing what.

Groupon hits home with consumers, businesses

Groupon Inc., the largest online coupon provider in the U.S., filed for an initial public offering in the first week of June and has demonstrated explosive growth since the beginning of this year.

Prioritize prospects to close more deals

In a down economy, business owners must focus on closing more sales deals and closing the right kind of business.

Prioritize prospects to close more deals

In a down economy, business owners must focus on closing more sales deals and closing the right kind of business.

Field staffers can help generate leads

Set a goal to increase your company’s revenue and number of customers by being more proactive in the field.

Field staffers can help generate leads

Set a goal to increase your company’s revenue and number of customers by being more proactive in the field.

A plan to replace a lost contract

When you unexpectedly lose a contract, flexibility, speed of response and attention to detail will all contribute to future success.

Gearing up staff for new business development

The transition from account support to growing sales opportunities is a big one and it takes practice to develop your staff’s skills.