151 quick ideas to increase sales / by Linda Sparks.
2006
HF5438.25 .S675 2006eb
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Details
Title
151 quick ideas to increase sales / by Linda Sparks.
Author
ISBN
9781564149152
1564149153
9781435659308 (electronic bk.)
1435659309 (electronic bk.)
9781601639158 (electronic bk. ; Adobe Digital Editions)
1601639155 (electronic bk. ; Adobe Digital Editions)
1564149153
9781435659308 (electronic bk.)
1435659309 (electronic bk.)
9781601639158 (electronic bk. ; Adobe Digital Editions)
1601639155 (electronic bk. ; Adobe Digital Editions)
Imprint
Franklin Lakes, NJ : Career Press, ©2006.
Language
English
Language Note
English.
Description
1 online resource (192 pages)
Call Number
HF5438.25 .S675 2006eb
System Control No.
(OCoLC)243598522
Summary
Sales is the lifeblood of the vast majority of companies. Without the influx of new business, most organizations would wither and die. So sales must be successful, not just once in a while but constantly -- every month, every week, every day. Because we constantly need more sales we also need new ideas for identifying and contacting our prospects, for understanding and meeting their needs and most of all, for inspiration to fight the good fight. This book will be a wise and ambitious member of your sales team, a one-time investment that will pay for itself over and over again. No commissions required! 151 Quick Ideas to Increase Sales is all about increasing the return on the investment you make in your organization's business development program. It will break down the walls between the sales function and the other promotional elements in a typical marketing mix, allowing for a more synergistic approach to sales. 151 Quick Ideas to Increase Sales shows you proven sales tactics from a variety of business models and how to put them to work in your own programs. Tactics such as: -Branding Your Products -Creating Cross Promotions -Letting direct mail deliver -Selling More to Existing Clients -Reaching Out to the Community These ideas will allow you to leverage the assets and momentum present in your existing system, and use your skills and knowledge to get exactly what you need and want more sales! Linda Sparks has spent more than 25 years in the field of sales. She began her career as an outside sales representative, learning to unearth customer needs then sell products and services to meet those needs. In 1990, Sparks founded Performance Development Company, a business consulting and training firm, where she served as president for 10 years. For the last five years, Sparks has worked as an independent consultant, helping her clients take a more integrated approach to business development. She is the co-author of Business Development is Everyone's Business. She and her husband Jim live in Tucson, Arizona.
Note
Title from title screen.
Includes index.
Includes index.
Formatted Contents Note
Intro
Contents
How to Use This Book
Introduction: Putting Sales Into Perspective
1. Business Development Is the Bottom Line
2. Marketing 101: Lots of Ways to Influence Sales
3. The Three-Phase Business Development Process
4. Trust- and Rapport-Building-It's Still Sales
5. The Formal Sales Cycle: Parts Are Parts
6. They May Be Clients Already-But It's Still Sales
7. Clarify What You're Really Selling
8. Understand the Lifetime Value of Your Customers
9. Understand the Impact Business Goals Have on Prospecting
10. Understand How YOU Add Value
11. Inventory Your Business Development Assets
12. Round Up Collateral Materials
13. Get More Customers-the Good Kind
14. Uncover Your Path to Sales
15. Dump the Dead Weight
16. Do You Have Brand?
17. Share Your Bounty With the Community
18. All Roads Lead to Sales
19. Advertising Has a Place
20. Public Relations Are Rich in Paybacks
21. They Call It Earned Media for a Reason
22. Publicize Your Publicity
23. The Media Is Your Friend-Not Your Mother
24. The Community Wants to Know and Love You
25. Websites Are More Than 24/7 Brochures
26. Pricing Strategies Are Way More Than a Discount Program
27. Cross-Promotions Can Help You Make New Friends
28. Let Trade Shows Show You the Way
29. Direct Sales Aren't Always Direct
30. Cold Calls Can Warm Things Up-or, "The Cracker Jack Moment"
31. A Territory Management Approach Lends Perspective
32. Direct Mail Still Delivers
33. Publishing Your Ideas Increases Exposure
34. Cause Marketing Takes It to Heart
35. Speak and Grow Rich ... in Prospects and Sales
36. Customer Referrals Are Rare Birds
37. Event Marketing Is a Hot Property
38. Find the Synergy Inherent in Your Own Programs
39. Develop Sales Objectives for Improved Performance.
40. Identify the Most Efficient Strategic Approach Ideas
41. Selling More to Existing Clients
42. Going Beyond the Transaction
43. Quicker Closes Equal More Time for More Sales
44. Organize a Collaborative Workplace
45. Innovation Gets Attention
46. Time Organize Your Business
47. Momentum Markers
48. Sales: It's Not About You
49. Create an Opportunity-Focused Strategic Account Profile
50. Go Wide and Deep With Key Contacts
51. Mission Possible-Mission Profitable
52. Market Position Matters
53. Be a Budget Bandit
54. Are You Speaking Their Language?
55. Customer Satisfaction Connects Us All
56. Knowledge of the Competition Inspires Confidence
57. Industry Insights Shine a Bright Light
58. When Opportunity Knocks, Who Will Get the Door?
59. Income and Expense Streams Mean Business
60. Staffing Gaps Cut a Wide Path
61. Interesting Fellows
62. Short-Term Goals Are Golden
63. Big Red Truck
64. Tap Into the Momentum Present in the Universe
65. Referrals Come Easier With Celebration
66. Regulate This!
67. Patriotism Serves Up American Consumers
68. It's Fair to Say
69. Partnering With Worthy Causes Helps You Make New Friends
70. A Mother's Day Makeover
71. Information Overload Meets Relevant Intelligence
72. Be Bold: Stand for Something
73. Be Real: Share Yourself and Your Stories
74. Be Kind: Show Genuine Interest and Concern
75. Talk Easily About Money: Pricing
76. Talk Easily About Money: Add-On Projects
77. Talk Easily About Money: Invoicing
78. Understand the Value of a No-Sale
79. Retail Stores Put Up a Good Front
80. The Principle of the Loss Leader
81. Convenience Stores Give You Gas
82. Popular Brands Use Celebrities to Strengthen Credibility
83. So Many Choices, So Little Time.
84. Inventors Use Infomercials to Tell a Complex Story
85. Big Tickets Get Big Thanks
86. A Chocolate on Your Pillow
87. Independent Consultants Go One-on-One
88. Consultants Live Their Work
89. Home Builders Do the Work
90. Big Business Inspires Big Ideas
91. Marketing Is a Hard Number
92. Coffee Shops Invite Us to Hang Out
93. Free Cell Phones Aren't Free
94. A Web-Based Business Thrives on Visitors
95. Converting From Free to Fee
96. Affiliate Programs Multiply Your Efforts
97. Events Accomplish Success With Grassroots Efforts
98. Events Rally Corporate Support
99. Not-for-Profits Get People to Help Them Sell
100. Galleries and Museums Host Special Showings
101. Do You Want BBQ With That Windshield?
102. Bloggers Stir the Water
103. The Bookstore Bonanza
104. Scrip Bank Multiplies the Love
105. Media Outlets Take Their Own Medicine
106. Retirement Communities Give Away Vacations
107. Harley Davidson Builds Community
108. You Can Do It, We Can Help!
109. Organizations Have Long Memory
110. Real Estate Agents Do Open Houses
111. Buffet Style Feeds the Masses
112. Assisted Living Assists Future Prospects
113. More People Selling Is Better
114. Make Sure Everyone Knows What You Sell
115. Keep Employees Engaged
116. Develop Your Corporate Information Bite
117. Suppliers Can Help You Sell
118. Customers Can Help You Sell
119. The Community Can Help You Sell
120. 100 Percent Participation in Intelligence-Gathering
121. An Attitude for Business Development
122. Skills for Business Development
123. Everyday Things That Impact Sales
124. How to Lose a Customer
125. Product Category Makeover
126. Microwave Customers
127. Target Market Overview
128. Plan Ahead to Keep Them Talking
129. 5 Levels of Deep.
130. Study Solutions to Your Customer's Problems
131. Build Memorable Sales Presentations
132. Daily Nourishment Essentials
133. Stay in Front of Your Clients Every Week
134. Invest in Yourself
135. Become an Expert (It's Easier Than You Think)
136. Keep Your Promises
137. Use the Buddy System
138. Go on Retreat
139. When You Feel the Pull
140. Changing Places
141. Reality Check 101: Income
142. Reality Check 102: Target Market
143. Reality Check 103: Approach
144. We Manage What We Measure
145. Leading and Lagging Indicators
146. Measure What Matters to Customers
147. Measure What Matters in Your Business
148. Say Thank You-Often
149. Live Thankfully
150. A View of Abundance
151. Celebrate and Reward Success
Appendix
Index
About the Author.
Contents
How to Use This Book
Introduction: Putting Sales Into Perspective
1. Business Development Is the Bottom Line
2. Marketing 101: Lots of Ways to Influence Sales
3. The Three-Phase Business Development Process
4. Trust- and Rapport-Building-It's Still Sales
5. The Formal Sales Cycle: Parts Are Parts
6. They May Be Clients Already-But It's Still Sales
7. Clarify What You're Really Selling
8. Understand the Lifetime Value of Your Customers
9. Understand the Impact Business Goals Have on Prospecting
10. Understand How YOU Add Value
11. Inventory Your Business Development Assets
12. Round Up Collateral Materials
13. Get More Customers-the Good Kind
14. Uncover Your Path to Sales
15. Dump the Dead Weight
16. Do You Have Brand?
17. Share Your Bounty With the Community
18. All Roads Lead to Sales
19. Advertising Has a Place
20. Public Relations Are Rich in Paybacks
21. They Call It Earned Media for a Reason
22. Publicize Your Publicity
23. The Media Is Your Friend-Not Your Mother
24. The Community Wants to Know and Love You
25. Websites Are More Than 24/7 Brochures
26. Pricing Strategies Are Way More Than a Discount Program
27. Cross-Promotions Can Help You Make New Friends
28. Let Trade Shows Show You the Way
29. Direct Sales Aren't Always Direct
30. Cold Calls Can Warm Things Up-or, "The Cracker Jack Moment"
31. A Territory Management Approach Lends Perspective
32. Direct Mail Still Delivers
33. Publishing Your Ideas Increases Exposure
34. Cause Marketing Takes It to Heart
35. Speak and Grow Rich ... in Prospects and Sales
36. Customer Referrals Are Rare Birds
37. Event Marketing Is a Hot Property
38. Find the Synergy Inherent in Your Own Programs
39. Develop Sales Objectives for Improved Performance.
40. Identify the Most Efficient Strategic Approach Ideas
41. Selling More to Existing Clients
42. Going Beyond the Transaction
43. Quicker Closes Equal More Time for More Sales
44. Organize a Collaborative Workplace
45. Innovation Gets Attention
46. Time Organize Your Business
47. Momentum Markers
48. Sales: It's Not About You
49. Create an Opportunity-Focused Strategic Account Profile
50. Go Wide and Deep With Key Contacts
51. Mission Possible-Mission Profitable
52. Market Position Matters
53. Be a Budget Bandit
54. Are You Speaking Their Language?
55. Customer Satisfaction Connects Us All
56. Knowledge of the Competition Inspires Confidence
57. Industry Insights Shine a Bright Light
58. When Opportunity Knocks, Who Will Get the Door?
59. Income and Expense Streams Mean Business
60. Staffing Gaps Cut a Wide Path
61. Interesting Fellows
62. Short-Term Goals Are Golden
63. Big Red Truck
64. Tap Into the Momentum Present in the Universe
65. Referrals Come Easier With Celebration
66. Regulate This!
67. Patriotism Serves Up American Consumers
68. It's Fair to Say
69. Partnering With Worthy Causes Helps You Make New Friends
70. A Mother's Day Makeover
71. Information Overload Meets Relevant Intelligence
72. Be Bold: Stand for Something
73. Be Real: Share Yourself and Your Stories
74. Be Kind: Show Genuine Interest and Concern
75. Talk Easily About Money: Pricing
76. Talk Easily About Money: Add-On Projects
77. Talk Easily About Money: Invoicing
78. Understand the Value of a No-Sale
79. Retail Stores Put Up a Good Front
80. The Principle of the Loss Leader
81. Convenience Stores Give You Gas
82. Popular Brands Use Celebrities to Strengthen Credibility
83. So Many Choices, So Little Time.
84. Inventors Use Infomercials to Tell a Complex Story
85. Big Tickets Get Big Thanks
86. A Chocolate on Your Pillow
87. Independent Consultants Go One-on-One
88. Consultants Live Their Work
89. Home Builders Do the Work
90. Big Business Inspires Big Ideas
91. Marketing Is a Hard Number
92. Coffee Shops Invite Us to Hang Out
93. Free Cell Phones Aren't Free
94. A Web-Based Business Thrives on Visitors
95. Converting From Free to Fee
96. Affiliate Programs Multiply Your Efforts
97. Events Accomplish Success With Grassroots Efforts
98. Events Rally Corporate Support
99. Not-for-Profits Get People to Help Them Sell
100. Galleries and Museums Host Special Showings
101. Do You Want BBQ With That Windshield?
102. Bloggers Stir the Water
103. The Bookstore Bonanza
104. Scrip Bank Multiplies the Love
105. Media Outlets Take Their Own Medicine
106. Retirement Communities Give Away Vacations
107. Harley Davidson Builds Community
108. You Can Do It, We Can Help!
109. Organizations Have Long Memory
110. Real Estate Agents Do Open Houses
111. Buffet Style Feeds the Masses
112. Assisted Living Assists Future Prospects
113. More People Selling Is Better
114. Make Sure Everyone Knows What You Sell
115. Keep Employees Engaged
116. Develop Your Corporate Information Bite
117. Suppliers Can Help You Sell
118. Customers Can Help You Sell
119. The Community Can Help You Sell
120. 100 Percent Participation in Intelligence-Gathering
121. An Attitude for Business Development
122. Skills for Business Development
123. Everyday Things That Impact Sales
124. How to Lose a Customer
125. Product Category Makeover
126. Microwave Customers
127. Target Market Overview
128. Plan Ahead to Keep Them Talking
129. 5 Levels of Deep.
130. Study Solutions to Your Customer's Problems
131. Build Memorable Sales Presentations
132. Daily Nourishment Essentials
133. Stay in Front of Your Clients Every Week
134. Invest in Yourself
135. Become an Expert (It's Easier Than You Think)
136. Keep Your Promises
137. Use the Buddy System
138. Go on Retreat
139. When You Feel the Pull
140. Changing Places
141. Reality Check 101: Income
142. Reality Check 102: Target Market
143. Reality Check 103: Approach
144. We Manage What We Measure
145. Leading and Lagging Indicators
146. Measure What Matters to Customers
147. Measure What Matters in Your Business
148. Say Thank You-Often
149. Live Thankfully
150. A View of Abundance
151. Celebrate and Reward Success
Appendix
Index
About the Author.
Series
151 Quick Ideas Ser.
Available in Other Form
Print version: Sparks, Linda, 1958- 151 quick ideas to increase sales. Franklin Lakes, NJ : Career Press, ©2006
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