Sales

The way you follow up after a meeting could be the difference in getting the sale.

How to set up a sales campaign to drive business your way.

Patent your ideas or it might cost you!

You've invented something. Great! Now, who is going to buy it?

Getting the technology in place for your SFA implementation is all well and good. But if you don't focus on the human side, argues Jim Dickie, it's all for naught.

What can we learn from the success of Coastal Tool and Supply?

Although return on investment numbers are crucial to determining the success or failure of an SFA implementation, managers are looking harder at intangible benefits of SFA. They may be harder to measure, but intangible benefits are as important in the long run as readily quantifiable cost-benefit analyses.

At some point, you will need to make a presentation of your capabilities. A clear, concise company profile can be a means to get potential clients interested enough to give you a chance to make that presentation.

You got the contract. You're set for the next six months. You work hard. The six months fly by. You get the job done. And before you know it, you're out looking for another contract but nobody seems to need your skills at the moment.

At some point, you will have to make a presentation to your prospect. What you do, what you say and how you say it, how you dress, and how you come across will determine if that prospect wants to see you again.