Saleswise | Promotional Consultant

Saleswise

Winning In Sales Can Be Habitual
Author: Troy Harrison (January 2012)
Let’s talk about habits. Specifically, let’s talk about your prospect’s annoying habit of not buying from you. What salespeople...Full Article

Tips And Tools To Conquer Your Day
Author: Bobby Lehew, CAS (December 2011)
Years ago, I read an industry article about a million-dollar sales rep who, when asked about the contributing factors to his success, rated organization as one of the top three reasons for his sales growth...Full Article

Seven Deadly Sins Of Sales Management
Author: John Treace (November 2011)
I have been part of many business turnarounds in my career, and in every situation, I have noted errors consistently made by sales management, all of which negatively impact team morale and sales...Full Article

High Tech Leads To High Touch
Author: Peter Zeiger, MAS (October 2011)
In today’s business world, you are being researched before you even walk through the door to make your presentation. The modern buyer wants to know everything about you and, just as they research their purchases, they are also researching you...Full Article

Four Rules For Ultimate Sales Success
Author: Milly R. Sonneman (September 2011)
What’s the one word sales professionals try to never, ever say? This single word unlocks all of the four cardinal rules to achieve ultimate sales success...Full Article

A Buyer Talks Trash--Literally
Author: Clare Innes (August 2011)
When you want to get rid of something, I’m the one who ends up with it. Not literally, of course, but wherever you live, whatever...Full Article

Pump Up Sales With These Self-Promotion Ideas
Author: Tina Berres Filipski (June 2011)
With the economy starting to turn around, now’s the time to get your company’s name out there and rev up sales. And who to better...Full Article

Bump Up Creativity To Boost Sales
Author: Tina Berres Filipski (June 2011)
How much creativity did you expend the last time you contacted a new client? If you don’t give much thought to your approach—you should...Full Article

Building Relationships Through International Business And Gift Giving
Author: Ted Dennison, CAS (May 2011)
With the current business environment, many of our clients may choose to do business in foreign lands where the customs and practices may be quite different than what we’re used to at home...Full Article

Bewildered About Social Media? Start Here.
Author: Bryony Zasman (April 2011)
Should you “friend” your customers? Can you really track a sales uptick back to your Facebook postings? It’s vital for distributor salespeople to have a presence on the social media sites to stay in front of customers and build relationships...Full Article

Four Ingredients To Success
Author: Danita Johnson Hughes, Ph.D. (March 2011)
We live in a microwave society where most expect to get what they want instantly, or at least in less than a minute. We’re tricked into believing that fame and success can be achieved overnight if we’ll only work harder, longer and faster...Full Article

Ahead Of The Curve
Author: Christopher Jenkin (February 2011)
The world around us is changing, including the ways in which people interact with each other. Yet, in many ways, we are still selling the same way we always have...Full Article

The Changing Face Of The Selling Game
Author: Lenann McGookey Gardner (January 2011)
Doug Jones was excited. Today was the big day—his chance to meet with a prospective client he’d wanted to know for years. The guy had agreed to a conversation over lunch...Full Article

Becoming An Inner Winner
Author: Jack Singer, Ph.D. (December 2010)
Traditional sales training techniques ignore the biggest obstacle to sales success: Not recognizing and taking control of the internal critic that lingers within every salesperson...Full Article

How Would Your Customers Rate Your Service?
Author: John Boe (November 2010)
Rendering exceptional customer service is both a responsibility and a smart business decision. Unfortunately, far too many salespeople view customer service as an administrative burden that takes them away from making a sale...Full Article

Effective Questioning Combats Centuries-Old Selling Problem
Author: Weldon Long (October 2010)
Since the dawn of mankind we have been buying and selling. And, over the centuries a predictable pattern has developed between buyers and sellers...Full Article

Are You Wasting Your Customers’ Time?
Author: Dave Kahle (September 2010)
In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago...Full Article

Follow The Money
Author: Jay Arthur (August 2010)
Every top cop show on television has one cardinal rule for solving the crime: Follow the money. The same is true in business. Crimes are committed every day in business that siphon cash flow, threaten profitability and cause customer dissatisfaction...Full Article

Customize Your Presentation Style
Author: John Boe (July 2010)
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people. In...Full Article

Influential Sales—Are You Hungry for More?
Author: Sam Palazzolo (June 2010)
Five techniques you can implement today to increase sales tomorrow In business, nothing matters more than selling your products or services...Full Article

Remember Hard Work?
Author: Jon Gordon (May 2010)
Why this old-fashioned virtue can lift you out of the recession and propel you to the top If you’re like most people, you’ve probably spent the first half of the year fretting: about the economy, the stock market, the job market, the future...Full Article

The Ripple Effect
Author: John Boe (April 2010)
“Whoever renders service to many puts himself in line for greatness—great wealth, great return, great satisfaction, and great reputation.”...Full Article

What The Bleep Is A Green Turtle?
Author: John Boe (March 2010)
Several years ago, when I was managing an insurance office, I interviewed a prospective sales rep who I felt had great potential as an agent...Full Article

Step Ahead Of The Class: Gain The Upper-Hand In The Selling Game
Author: Jim Meisenheimer (February 2010)
Upper-hand selling strategies--sounds evil, doesn’t it? Well it’s not meant to be. The buying and selling process is seldom a 50/50 proposition...Full Article

The Human Side Of Doing Business
Author: Joe Calloway (January/Expo 2010)
The Acme Widget Company needed to increase revenue and profits, so it launched a new advertising campaign and offered special deals to first-time buyers...Full Article

How To Train Cats And Salespeople
Author: John Boe (November-December 2009)
Which do you think would be harder to train, a cat or a salesperson? While it’s true that cats have a well-deserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople...Full Article

Get To The “Working” Part Of Networking
Author: Mike Beckman, CAS (October 2009)
For most small businesses, networking is the key to new and increased sales. The multitude of networking events and opportunities that exists is evidence enough that networking is a necessary function and that it works...Full Article

Prosper During Tough Times
Author: John Boe (August-September 2009)
How to Boost Your Sales in a Down Market “Tough times never last, but tough people do!” —Robert H. Schuller As a professional...Full Article

Three Ways To Start A Conversation And Finish With A Sale
Author: Michel Neray (June-July 2009)
Stop Selling And Start Having Real Conversations Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed positioning statement to yourself...Full Article

Forget The Economy
Author: Nathan Jamail (May 2009)
Making 2009 your best year in sales is easier than you may think. Many companies are having a good start and are choosing not to participate in the recession...Full Article

Adjusting Your Focus
Author: Dave Kahle (April 2009)
Honing The Skill Of Asking Powerful Questions Focus, focus, focus. That’s the phrase I find myself repeating constantly in every sales seminar that I present...Full Article

Move Prospects Up Or Out
Author: Nathan Jamail (March 2009)
These days, many companies are coming to the same conclusion: In order to make their sales numbers, the sales team cannot rely merely on existing databases, but must go out and get new business—in some cases, a lot of new business...Full Article

Survey The Landscape
Author: Roger A. Shapiro (JAN-FEB 2009)
David really can tackle Goliath. But when it comes to selling promotional products to global corporations, sometimes you need a helping hand...Full Article

Show And Tell
Author: John Boe (DEC 2008-EXPO 2009)
One of the most critical yet overlooked principles in the selling process is the power of self-discovery through customer involvement...Full Article

Sales Benchmarking
Author: Mike Drapeau (OCT-NOV 2008)
The past several decades have served as backdrops for the rise and fall of one improvement effort or another. The 1980s...Full Article

WDYDFAL?
Author: Anne Lardner (AUG-SEP 2008)
WDYDFAL? In an industry full of acronyms, this one seems particularly appropriate—it stands for: “What do you do for...Full Article

Watch Those Speed Bumps!
Author: Paul Cherry (JUN-JUL 2008)
Not all sales interactions run smoothly; even the best salespeople will hit a bump in the road. Maybe you’ve hit that bump because you unwittingly mishandled a situation, or because your customer had conflicted feelings about a sale...Full Article

Recruit Your Way To The Top
Author: John Boe (APR-MAY 2008)
A sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of...Full Article

The Value Of Mentors
Author: Brian Tracy (DEC 2007-EXPO 2008)
Benjamin Franklin once said, “There are two ways to acquire wisdom; you can either buy it or borrow it.” By buying it, you pay full price in terms of time and cost to learn the lessons...Full Article

Danger Signals And Warning Signs
Author: Maura Schreier- Fleming (OCT-NOV 2007)
Life is filled with danger signals and warning signs. If you pay attention you can avoid the potholes and the problems that they cause...Full Article

Sales Acceleration
Author: Dan Coughlin (JUN-JUL 2007)
Imagine you’re an NFL head coach and you have one week to prepare for a playoff game. You don’t have time to focus on player development or installing a new offensive or defensive system...Full Article

Extreme Qualifying
Author: Jeff Thull (FEB-MAR 2007)
For many sales professionals, prospecting and qualifying are two of the least favorite aspects of their job. In the rush to dig...Full Article

How To Be A Promotional Expert
Author: John Storm (NOV-DEC 2006)
Do you consider yourself a promotional expert? There’s lots of talk these days about experts and expertise. You’ll find plenty of people claiming to be experts in nearly all areas of life...Full Article

Are You Legitimate?
Author: Bob Pierce (JUL-AUG 2006)
Are you a promotional consultant, or do you push cheap, plastic gimcracks from the trunk of your car? Are you seriously into “lots...Full Article