Your Costs Are Rising Faster Than Revenue
Sales have increased by 12%. Operating expenses have increased by 20%. Management celebrates growth, but the bottom line tells a […]
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Your Business Doesn’t Have a Sales Problem. It Has a Sales Management Problem.
Targets are missed. Management blames salespeople. Salespeople blame pricing, competition or marketing. But has anyone examined the system? Review lead […]
Read article →Are You Rewarding the Wrong Sales Results?
A salesperson brings in a large order at a heavy discount. Another secures a smaller order with a healthy margin. […]
Read article →Why Do Customers Keep Saying, “We’ll Think About It”?
Your proposal was received positively. The presentation went well. Yet the customer keeps delaying the decision. Sometimes the real obstacle […]
Read article →More Sales Calls, Same Results
Management responds to weak sales by demanding more calls. But what if the problem is call quality? A salesperson who […]
Read article →The Salesperson Who Knows Everything
One salesperson controls your biggest accounts. They know every customer, every preference and every negotiation history. But almost none of […]
Read article →When the Sales Target Becomes the Problem
The sales target is 20% higher this year. But the market, team size, customer base and sales process remain unchanged. […]
Read article →Customers Buy Once, Then Disappear
Your company spends heavily attracting new customers. But too many never return. Before increasing the marketing budget, examine what happens […]
Read article →Your Sales Team Keeps Asking for Discounts
A prospect shows interest. Your salesperson makes a proposal. The customer asks for a discount. And the negotiation immediately becomes […]
Read article →Why Are So Many Leads Going Nowhere?
Your salespeople are busy. Meetings are happening. Proposals are being sent. Yet orders remain disappointing. Activity is not the same […]
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