Sales Trax #500 Negotiating 101

This edition of Sales Trax sets a new record for our continuous providing free advice to our friends in sales, management and service; 500 weeks of Sales Trax! In November, The members only Inner Circle breakfast will be held on Nov.11 at the Citrus Club in Orlando,...

Pick a Reward

Which non-financial sales incentive is most effective? If you said “trips,” you’d be in total agreement with the nearly 500 reps responding to a Dartnell survey. We asked reps to rank a variety of popular non-financial incen­tives according to what...

Sales Leadership in a Tough Economy

Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times: 1.    Forget wait and see. Procrastination is the worst trait any salesperson can have in a recession. Salespeople who increase prospecting...

Success or Statistic?

Are you on the path to success, or on track to becoming a statistic?   Every year, enthusiastic and confident men and women start businesses with creative products and services that they sincerely believe address real industry needs.These entrepreneurs are absolutely...

Retaining Customers in Tough Times

Customers today are bombarded with more attractive offers all the time. If they see a better deal based on price, quality or service, they may feel pressure to leave you for a seemingly better offer. It’s critical for salespeople to come up with the specific reasons...