Sales Lead Management Association announced the results of the voting for the Most Influential People in Sales Lead Management in 2011, and yours truly is 14th of most votes received. I am grateful to all of you who voted me into the top 15 of the list for 2011. Thank you! James W. Obermayer, executive director of [...]

In a world dominated by email and e-commerce, direct mail marketing may seem like an outdated way to reach customers. However, consider that the average consumer receives 16 emails for every one direct mail piece, according to Big Commerce. A well-designed and targeted direct mail campaign can be a very effective way to bring in [...]

If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can find companies they are on the market now, or you can put them in [...]

Few months ago I did a little investigation to see how salespeople succeed in arousing interest. I was standing in the sunglasses store one evening and watching sales people in action. A woman walked up to a girl and asked:  – “Do you handle ladies’ sunglasses?” – “Yes,” she replied. – “I would like to [...]

Many salespeople have yet to learn that it is far more important to start selling right than it is to begin calling on prospects right away. The salesperson who is prepared for his first meeting or call with the buyer has taken out the best policy of insurance on his own success at selling. Action [...]

Today I am sharing with you my Daily Sales Tip #28 titled: “Hit or miss does not work in selling.” Hit or miss does not work in selling. Many sales are lost because salespeople assume they know what the customer wants. This does not mean you should not use your instincts and training well. But [...]

No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining. On five great historic occasions Uncle Sam went out with his money [...]

How many of us have dreamt of being able to brag about our achievements, openly and honestly, showing off our trophies for all the world to see without the risk of being sidelined for lewd behavior? Well, with selling you absolutely can! If you have it, you get to flaunt it and let people know [...]

You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks [...]

In sales you’ll always know where you stand. No longer do you have to torment yourself with the question of your performance. At the end of the day, your sales figures will be the yardstick that indicates how well you’ve done in selling. You’ll always know how your performance was for that day, for each [...]