Why You Need Well-Defined Sales Processes

Making sales is not a matter of luck or sheer charisma—it is a process. With a consistent, methodical sales process, you will get better results than with a slapdash approach. Even the most persuasive, charming sales people still need to use well-organized processes to continually sort, rank, and follow up with various sales leads throughout […]

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Let Your Customers Expand Your Business

Adapted from One More Customer by Fran Tarkenton and Scott Miller Businesses often get funding in order to expand. The great Sam Walton certainly did that, but he didn’t do it until he had proven his business model and proven he could get a lot more people to come back more often to buy more. Many others […]

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Provide Relevant Benefits to Your Customers

You get your customers to come back more often to buy more and occasionally pay more by constantly providing them with relevant benefits (through your products, your service, and the total customer experience with your business) that are differentiated from all competitive options. That’s it. That’s how to succeed in business. Relevant needs drive half […]

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Incorrectly Pricing Your Product or Service

Most new business owners tend to undervalue what they charge for their work and services in order to compensate for not being as established as their competitors. As long as you have a top notch customer service experience and offer a product or service that’s similar or better than a competitor, you shouldn’t devalue yourself. […]

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Adapting to Changing Buying Habits

There’s only one constant in the world: change. Technology change. Popular trends change. And your customers’ buying habits change, too. So the question is, are you adapting to those changing buying habits? If not, you could be in big trouble. Retailers in particular have long been concerned with changing buying habits as customers shift from […]

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Pricing Your Products with Discounts

Discounts are a popular way to bring in new customers, giving them an opportunity to try out your products or services at a lower price. But while that is a pure win for the customer, it can be a little more complicated as a business owner. Are you discounting so much that you can no […]

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GSB TV: Making the Most of Sales Promotions

A promotion is a short-term offer used to generate sales, roll out a new product, and do many other things. On this session of the GSB TV Sales & Marketing Show, Chris Barnes and Tyler Schmidt briefly look at different types of promotions and how they are best used. They also discuss the difference between […]

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You Don’t Need Super-Salesmanship

For years, ever since I played football, people have come to me to say, “I’ve got this great idea, if only you would be willing to sell it for me.” But the honest truth is, I’m not a great salesman. That doesn’t stop people from coming to me and telling me we could make millions […]

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The Power of Recurring Revenue

In the late 1980s, I discovered infomercials. Bill Guthy and Greg Renker started Guthy-Renker in California after they got the idea for creating and running infomercials, and even though I had no idea what an infomercial was at the time, I joined them. We started out by doing an infomercial with Tony Robbins—the first infomercial […]

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Consultant’s Corner: How Do Government Contracts Work?

Q. What does it take to win government contracts? Government Contracting Pros and Cons Government contracting can be a reliable and profitable revenue source for a business; however, there a various considerations with government contracting. For example, the paperwork and other administrative burden and extended payment terms are unattractive to many businesses. To help determine if […]

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