Inventory controls: want more business next month?

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Effective inventory control helps businesses maximize sales, speed turnaround and meet consumer demand during high volume sales peaks. Holiday sales peaks - namely Christmas and Thanksgiving - account for as much as 40% of annual revenues for small businesses. What do we do on holidays? We … [Read more...]

Bankrupt: 3 takeaways from the demise of Oreck

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  Distribution and Sales Oreck chose to distribute and sell its vacuum cleaners through a chain of 96 retail stores it wholly owned. Reports are surfacing that former CEO Doug Cahill left the company in March over his disagreement with this approach. One has to ask, in the era of Amazon.com … [Read more...]

Language Hacks of a Good Salesperson

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"There's figures on this... it's 70% how you look, 20% how you sound, 10% what you say." - Comedian Eddie Izzard Conventional wisdom tells us that how you say something counts at least as much as what you're saying. But how do you unlock the linguistic magic that will turn a dry or unimpressive … [Read more...]

Sales make the (small business) world go ’round

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  Every company, regardless of product or service, is driven by sales. Sales can come from a variety of sources, and in the past few decades marketing trends have been greatly impacted by digital/electronic presence. But there’s no doubt that personal communication and presence will … [Read more...]

What is the value? Where is the value? Who perceives the value?

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You have been making value perceptions and value judgments your entire life. You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. It’s the … [Read more...]

Drill or hole? What are they buying – and what are you selling?

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A guy walks into a hardware store and says to the clerk, “I need a drill.” Clerk says, “Well, not really. You want to make a hole.” If you’re in retail and your customer comes in and says, “I need a drill,” or “I want a drill,” or “Where are the drills?” you, the salesperson, begin some … [Read more...]

Creating an internal sales mastermind to make more sales.

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Calls not getting returned? Prospects telling you your price is too high? Prospective customers asking for three bids? Unable to get to the real decision maker? Do you think you’re the ONLY salesperson facing these issues? Come on, really now?! My bet is every one of your colleagues has … [Read more...]