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Transforming a cold prospect into a hot one who is ready to buy can take considerable time, effort and marketing dollars. So why wait? To increase sales now, choose marketing tactics that will reach your hottest prospects and successfully convert them into customers or clients. Tactics that reach hot prospects are vitally important to every effective marketing program because they balance out the longer-term efforts required to move cold ...

If building relationships is the key to sales success, then trust is the foundation. Ask any top sales performer what factors contribute to their success, and you will hear that building trust is vital in their dealings with customers. But how do you build trust? Usually, it is the little things you do over time that make the difference. I call this establishing the T.R.U.S.T. factor. The following five ...

Every business has problems, and the best businesses are constantly in a problem-solving mode. But there are right and wrong ways to solve problems. Let me tell you about one technique I have learned that will help you solve the types of business management problems you encounter every day. When companies first encounter a problem they need to solve in order to grow or improve, they have to figure ...

Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won't have many of the sad stories to tell. Sales Killer #1: ...

The 10 Strategic Driving Forces Product or service concept The company has tied its business to one product or service. You maintain your competitive advantage by cultivating excellence in product or service development. Examples: General Motors, Boeing, Coca-Cola. Areas of Excellence: Product and process development, sales, customer service. User or Customer Class The company anchors its entire business around a describable and specific category of end users or customers. The Company then tries ...

Stay Energized When Selling Everyone gets burned out at times, but you can take steps to recharge. By Barry Farber Entrepreneur Magazine - December 2006 MarketplaceTired? Depressed? Lost that energy and spark you had in your business? Feel like you have been spinning your wheels? We all feel that way sometimes. We all want to be excited about what we do and how we feel every day, but sometimes we ...

Customer Forensics Overview By Peter Stamos, Principal Velocity Sales Consulting, LLC Successful companies invest valuable time, energy and capital in acquiring new business because they understand that customer acquisition is the lifeblood of any sustainable business model. Without a steady steam of new customers, the growth engine of even the most successful companies would grind to a halt. The warp speed pace of business today, however, often prevents ...

10 Signs Your Strategy Doesn't Work By Andrew J. Birol, President, Birol Growth Consulting, Inc. It is getting late; do you know where your company's strategy is? In spite of all your meetings, strategic planning efforts and company groupthink, are you sure your company has a clear business strategy? If not, your company is squandering its resources on the wrong efforts and missing good opportunities to grow. But, if your strategy ...

Before you try to sell, make sure you know what buyers want. Some people are saying 2005 will be a big year for acquisitions. Most owners have grossly inflated notions of what their companies are worth. Inc. 500 companies are prime examples. Of the 20 applicant companies to the Inc. 500, randomly chosen from the list, about half reported asbsurdly high valuations. Most of the others were just ...

Dec. 2, 2004 -- When you're an entrepreneur, it ain't the stuff you fear that will kill your company, but the stuff you believe. I just returned from the annual Silicon Valley comes to Oxford event at the Said Business School. The event, now in its fourth year, has become something of an institution for the MBA program there. And, since its genesis was an invitation to me ...