Sales

May 21 2002
There are 10 ingredients to a successful sales team. Read the following 10 items to see if your sales force measures up. 1. Think First — Plan Your...
Apr 12 2002
Whom you hire is an important decision. The right candidate will bring sales and profits to your company. The wrong one can mean serious losses and...
Mar 26 2002
Many of us are looking for that new gadget or gimmick that will make sales happen. Maybe it’s a laptop, maybe it’s a video notebook. The truth is...
Feb 26 2002
  Starting and running a business without a marketing plan can be like trying to fly an airplane without radar—you might know what your...
Feb 26 2002
Getting Paid to Listen Is there a job out there where you get paid big bucks to listen? I mean sitting with someone over a coffee and...
Jan 23 2002
Have you ever done a great demonstration only to find that the customer just isn’t interested? We all have that happen occasionally, but...
Jan 23 2002
Recent market research showed that more than 73 percent of consumers prefer to consult with a water treatment professional when dealing with arsenic...
Dec 20 2001
Recently, several salespeople and managers told me they don’t believe a reasonable person can average a minimum of two demos per day as we recommend...
Dec 4 2001
This article is a salute to those who think outside the box and an invitation to us all to try the unusual and unique to see if it helps us...
Nov 9 2001
Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a...
Oct 12 2001
Many of us went into sales because we were good with people and bad with paper work. As a result, many of us have shied away from changing technology...
Oct 12 2001
Historically, the economy improves only when people are convinced that it is improving. Apparently, the Bush Administration hasn’t been all that...
Sep 10 2001
If you don’t believe in testing water, you’ll never make what you should be making in our industry. Despite this fact, many salespeople...
Sep 10 2001
Despite the regulations set for treatment plants, the general public will find itself focusing on the negative and seeking additional treatment from...
Jul 30 2001
I believe I have discovered the two most important jobs of a sales manager: recruiting the right number of great salespeople for the team and calling...
Jun 10 2001
There are two pillars to success in our industry that some salespeople overlook. They make a big difference to sales and profits and deserve some...
May 9 2001
The phone is ringing. Your advertising brings in another call. But, don’t you hate it when the caller wants just a price? You give it and they say, "...
May 8 2001
With so many water treatment technologies and ways to apply them, a major challenge to our industry is to develop online configurators that allow the...
May 8 2001
Sometimes we all do things that snatch failure from the jaws of success. Sometimes we are so close to the sale we can taste it until we do something...
Mar 13 2001
Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the...