Web Exclusives - Sales/Marketing
Right place, right bait—and you’ve got a sale
By Tom NinnessSelling is a lot like fishing. To be successful, you have to know where to dangle your line and what type of bait your intended “fish” is looking for.
A couple of years ago, my son gave me a popular Christmas gift called a “fish finder.“ This inexpensive gadget rigged…
08.31.2010The layer cake of sales knowledge
By Mark FrancischettiHow does the sales team leader maximize his diverse team? What tools or knowledge is needed to give the team what is needed and how much?
The first step is to understand a bit about sales mentality. People who enter sales are cut from a certain cloth. They are outgoing,…
08.30.2010Executive wheels: Toyota’s still got it
By Jeff Rundles2011 TOYOTA CAMRY HYBRID
I know, I know, Toyota has had a tough year and the bad news keeps coming and everyone is pretty much down on Toyota. Not me. Many people know I am an auto reviewer and they like to…
08.30.2010Sharing the profits
By Randi AbelsFreeWave Technologies gave its employees another cut of the profits this summer.
The Boulder-based company, which makes high-performance radios for the oil and gas industry as well as military markets, has been profit-sharing since 1995, and does it every six months. The employees get 11 percent of the profits split…
08.25.2010Confidence sells
By Liz WendlingConfidence sells! Sales self-confidence is freedom from doubt - belief in yourself, your product and your abilities. Confidence has an enormous impact on how your customers perceive you. The reality is, the more you have, the more likely it is you’ll succeed in sales.
Those who sell (i.e., everyone who…
08.24.2010Emerging growth opportunities: part 2
By Mark Francischetti(Editor’s note: this is the second of two parts. Read part 1.)
The discussion to this point will leave some CEO and entrepreneurial readers at a decision crossroads. OK, if I’ve made the case that it’s time to turn attention back to growing sales and increased attention to marketing,…
08.17.2010Go for the “no” in sales
By Liz WendlingHow can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their dreams.
What if you could…
