Sales Focus, Inc. Sales Outsourcing, Sales Consulting and Sales Training -- Priceless sales tips to improve sales training and business development. Generate cash flow quickly through higher quality referrals, better sales management and techniques.

December 19, 2006 - 2007 The Best Year Ever
This is going to be a great year! You need to believe in your team, your product and yourself. Whether you are a manager or a sales person, believe in yourself and your product. Get focused because 2007 is going to be your best year yet!

October 13, 2006 - Is Your Sales Program on Target to Meet Revenue Goals?
You are hard at work developing a new sales market or expanding your existing market reach. You also have an aggressive revenue target and P&L responsibility. Whether you are meeting your revenue targets for 2006 or not, time is short and you need to provide sales results, as well as planning properly for 2007 success.

September 15, 2006 - Market Expansion into Europe Has Become Easier
There is plenty of opportunity to expand your business into Europe, and yes there are challenges. Gain a partner who is already there and the right implementation knowledge to speed your market entry and make it successful in growing your business.

September 1, 2006 - Personality Profiling and Interpersonal Skills Training
Studies have shown that personality profiling skills increase your ability to win access to important prospects, influence others, and position your business solutions in a way "that has real value in the eyes of the decision makers."

August 11, 2006 - My Sales Team's Production Must Improve!
But what type of training do they need? And who in my sales force should I train to obtain the best results?

July 28, 2006 - Creating High Performance Sales Organizations
Is your Sales and Revenue Engine running on all eight cylinders? Sales Focus will help your organization develop the processes, behaviors, and skills required to be successful on a strategic or business unit level.

July 14, 2006 - Selling to "The Gap"
As Sales professionals and Senior Executives we are always looking for ways to differentiate ourselves from the competition. One of those ways is to utilize Existing Situation/Desired Outcomes Documents or Discovery Agreements.

June 29, 2006 - Do You Have a Customer Service Plan in Place?
Studies have shown that companies that keep 10% more of their existing customers are 100% more profitable. So. . . are you interested in HOW to keep more of your customers loyal?

June 16, 2006 - Round Table "Sales Focus Workout" Session
Sales Focus has developed a proven method to find out what's really behind your lackluster performance - a one-day "Sales Focus Workout" that will make you sweat!

June 2, 2006 - A Presentation That Sells: The Presenter
When giving a presentation the most important piece is the presenter. The salesperson (presenter) has already established enough common ground with the prospect in order to secure their interest in a presentation...

May 5, 2006 - A Presentation That Sells: Setting the Stage
The first step in making a sale is to set up a meeting with the prospect. Once this is done, the rest is up to you to make the sale happen...

April 21, 2006 - Is Your Sales Program on Target to Meet Revenue Goals?
You have been given an opportunity to develop a new sales market or expand an existing market. You also have an aggressive revenue target and P&L responsibility. Time is short and you need to provide sales results. Do you have a plan to reduce your sales ramp-up-time and demonstrate your ability to grow the business?

April 7, 2006 - Selling Products Vs. Services
To better reach your ideal client and meet their needs, determine upfront which category your offering falls within, products or services.

March 24, 2006 - Know Your Competition
When preparing to meet with prospects do you think about how your competition is addressing the same prospect and other prospects in your target market?

March 10, 2006 - Multi-cultural Selling
Have you thought through the many considerations before entering the multi-cultural selling environment, or like most, all of a sudden found yourself in it? The key is not only to understand the company you're selling to, but also the culture of the decision makers and their target markets.

March 3, 2006 - Energy Value Proposition
Sales Focus, Inc. works with business leaders of organizations that require speed to market, scalable sales solutions, new market development, new product launches and faster revenue attainment, while offering cost effective solutions.

February 24, 2006 - Sales Partner Value Proposition
Are you a successful business owner or sales executive looking for a new opportunity to significantly increase your revenue with a recurring sales base in a growing and emerging market?

February 10, 2006 - Goals to Help You Sell
The daily objective will become easy if you have the RIGHT prioritized goals set to achieve each day, week, month, year, and even 5-year timeline. But if there are no goals, then no objective, you may not know where to begin when stepping foot into the office.

January 27, 2006 - Surviving the Slow Time
Every industry experiences times of slow demand or lull periods. Take advantage of this opportunity so that when demand does pick up, you will stand out amongst the competition.

January 13, 2006 - Applying Organization to Sales
There are many products and books as well as television shows centered on organization. There is something very important about running an organized life, and that is the ability to think clearly.

December 29, 2005 - Happy Holidays and a Prosperous New Year From Sales Focus
Achieve success through the New Year by meeting and surpassing goals that you set for yourself. Sales Focus, Inc. offers some goals that you should strive to meet.

December 16, 2005 - Planning for the New Year? Gain a Fresh Perspective
Trying to see the forest through the trees is a difficult task. If you find yourself not meeting 2005 revenue objectives, you may need a fresh perspective before heading into 2006.

December 2, 2005 - Selling Through the Holiday Season
Through the holiday season is a critical time to follow through on a sound strategy that will keep your sales not only stable, but gaining in momentum.

November 18, 2005 - No One Owes You a Living
Some business and sales professionals think that their mere physical presence and presentation of services or products entitles them to the sale.

November 4, 2005 - The 12 Commandments of Prospecting
Prospecting is something that sales people know is good for them, and if done well, will produce excellent and predictable results.

October 21, 2005 - How to Eliminate Tension and Establish Trust
Before selling can begin, tension and fear of the unknown must be greatly reduced or eliminated. Prospects must come to feel that you are a trustworthy and creditable person, that you have something important to say to them, and that they might ultimately benefit enough to justify the time they invest in listening to you.

October 7, 2005 - Say Thank You with a Gesture
Businesses need to show appreciation to clients or they could walk away and potentially harm your brand image.

September 23, 2005 - Dress Up Your Sales Message
The salesperson should always be well prepared for the sales meeting. By including certain materials in your sales meeting, you will help the prospect gain a clear picture of what you are offering.

September 9, 2005 - Planning is the Key
An effective and well designed plan can be the key to reorganization success. Sales Focus, Inc. provides tips for helping your reorganization go smoothly.

August 26, 2005 - Sales Ethics
It may be tempting to bend a few ethical rules to close a sale, but think about the potential end result of your sales techniques.

August 12, 2005 - Time to Change Your Sales Talk
If you are having problems closing sales through calling prospects and leads, it might be time to try something new.

July 29, 2005 - Personalize Your Sales Efforts
To leave a lasting impact on your prospect, personalize your sales efforts. Your prospects, and your customers, receive countless messages, emails, and phone calls per day. To make sure that your contact is remembered, focus it on the prospect, not on yourself.

July 15, 2005 - Motivation
Understanding personality types and what drives individuals will influence the proper form of motivation. In today's job market, it's not just money that matters. Companies need to develop new forms of motivation and reward to attract and retain quality employees. For more on motivation, click here.

July 1, 2005 - The Power of Motivation in Sales
Understanding what motivates you can help you to better motivate the prospect to purchase. For motivational techniques, click here.

June 17, 2005 - Client Retention
Keep your current clients coming back for more by making their decision to purchase easy, keeping in touch and keeping them satisfied.

June 3, 2005 - The Client: The Best Resource
Your clients are valuable in so many ways. They can help you make new sales and build new relationships.

May 20, 2005 - Sell to Your Ideal Client
If you are getting mixed signals from various types of prospects, you may not be focusing your selling methods on the right type of client for your business.

May 6, 2005 - How to Build Customer Loyalty
There are many ways to improve customer loyalty. There may be room for internal and external improvements that increase client loyalty.

April 22, 2005 - Be Generous With Praise
There are many opportunities for a salesperson to bestow praise. From the time they leave their home in the morning until they arrive back home at night, there are countless times when they can improve somebody's day by complementing them.

April 8, 2005 - Stick to Your Sales Message
The sales message is so important because it communicates to the customer what your product is, and most importantly, how it will affect their business. In order for the prospect to gain complete knowledge of the offering, the salesperson needs to reinforce the sales message.

March 25, 2005 - After the Sale...
Do you get to know your clients? Are you at the top of their list of salespeople to contact when they have a need? Would they recommend you to others?

March 11, 2005 - A New Definition of Sales
Is your current definition of selling solely based upon probing, presenting features, establishing rapport, closing percentages, or earning commissions? If so, it may be time to change your selling model.

January 21, 2005 - Sales Partnership Opportunity
Are you a successful sales person, now ready to start your own business or take your current business to the next level?

January 14, 2005 - Tackle The Tough Ones First
The tough prospects usually turn out to be the best customers.

December 3, 2004 - Planning for the new year? Gain a "Fresh Perspective"
Trying to see the forest through the trees is a difficult task. If you find yourself not meeting 2004 revenue objectives, you may need a fresh perspective before heading into 2005.

November 19, 2004 - Smart Versus Knowledge
Knowledge is a splendid thing but will be of limited value without imagination, an open mind and a belief that anything is possible. The sales professional needs to be smart, much more than just possessing knowledge.

October 22, 2004 - What are you doing now to get ready for 2005's sales goals?
We all live by the same calendar. The question is, "Are we proactive with planning and scheduling our milestones and achievements, or reactive to the passage of time and deadlines we should have been better prepared for?"

September 24, 2004 - The Art of Getting Referrals
The power of word of mouth has never been stronger. Prospects are relying on personal referrals and testimonials of people they know to help them make buying decisions. The "Public Pulse" reports that more often than not, buyers say they rely most on their business network for information on a variety of issues.

September 10, 2004 - Who are the Players?
In athletics, politics and other physical activities, the phrase "the thrill of victory and the agony of defeat" is often heard. The toughest are more likely to survive. Selling has the same kind of survival test. The salesperson that can think clearly, is imaginative, and one who can act decisively hits the gold.

August 13, 2004 - Why Outsource?
Industry experts acknowledge that outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll etc. can save you as much as 20%. What if outsourcing your selling functions could save you 20% in cost...and increase sales revenue and profit margins?

July 16, 2004 - Round Table Workout
Selling in today's market requires a new set of specific management traits and decision-making abilities. You must be more strategic to be successful within such a volatile economic environment.

June 18, 2004 - How to Survive and Thrive through Reorganization - The Key is in the Planning
An organizational redesign often starts with high hopes for spectacular results, an energized workforce, and improved profitability. Sadly, that's not always how a redesign plays out. How can you plan for growth and successfully achieve it? Proper planning is the key to success.

May 28, 2004 - 6 Key Ingredients to Success in Today's Economy
Are you focused on sales? Really focused on sales, and what it takes to serve clients well and grow in today's economy? Here are 6 key factors you must consider for corporate and sales success.

May 14, 2004 - Repairing Your Sales Engine: Moving Forward and Saving Money!
Selling is a profession. It is a combination of knowledge, methodology, process, and people. Particularly within the past 20 years, relationship selling has become very important. But it takes a company to win business, not just a sales executive. If you think you can just walk into a customer's office, lay down your business card, and win a job, you're mistaken. Professionals who work through a correct process will build new customers and maintain loyalty with existing customers.

April 30, 2004 - How Much Does it Really Cost to Hire? or Not to Hire?
Calculate and know the true cost of hiring, but then calculate the true cost of not hiring. What are the straight costs and what are the opportunity costs of hiring or not hiring?

March 26, 2004 - 30 Important Points on Building Your Business
Whether from a legal, financial, or marketing perspective, there are critical points to building your business correctly for a profitable future. Here are 30 short, but important business building points, from the experts at Sales Focus.

March 12, 2004 - Round Table Workout
What are the obstacles? What are the opportunities? If you don't know them, make an appointment to discover them now. You can not conquer what you don't understand.

February 13, 2004 - Sales Focus, Inc. Introduces Virtual Sales Program
Weekly and monthly reports, Sales Strategy, Personal References, Sales Process, Sales Training, Lead Generation, Client Materials, Ideal Client Profile, Client Training Manual, Reporting and Policies, and Inside Sales Executive Evaluation Forms. What could be a more perfect Sales Toolkit? Oh yes, and actual sales too. Want to grow your business. Click...then call..to find out more...and get started with your commission only virtual sales program.

January 30, 2004 - Be an I-10! It's All in the Attitude
Discovering yourself, and continually reevaluating and improving upon your strengths and what gains you inner satisfaction is one of the most exciting journeys in life. Be an I-10!

January 16, 2004 - Your Sales Management Road Map for 2004
Boost productivity, trim costs, yet expand on what works well. It can be done if you concentrate on the most important competitive edge! Here are just a few important tips we've implemented with success for our clients.

January 5, 2004 - Gain a Fresh Sales Perspective for 2004 - Take Two
Welcome to 2004! Make it your most successful, enjoyable, and profitable year by being proactive and working hard now. Working hard and smart now will make future quarters easier. Smart enough to bring an expert alongside of you? Check out our 1-day sales boot camps, or sign up for a longer term commitment right away to take full advantage of our proprietary Sales Methodology. It works! And it's guaranteed!

December 8, 2003 - Planning for the New Year? Gain a Fresh Perspective
If you find yourself not meeting annual revenue objectives, you may need a fresh perspective. Most sales managers find themselves "face down" trying to close deals or constantly putting out fires. They may lack the time to focus on internal deficiencies that may cause sales to suffer. Now is the time to step back and evaluate how you did this past year, what areas work, and what areas need improvement.

November 21, 2003 - Building a Sales Force that Sells
In managing sales professionals, a company must maximize the efficiency and effectiveness of its sales staff. Clearly one of the most critical duties of management is to hire the right sales professionals. Hiring can be critical to your company's success.

November 7, 2003 - The Keys to Motivation
Understanding personality types and what drives individuals will influence the proper form of motivation. In today's job market, it's not just money that matters. Companies need to develop new forms of motivation and reward to attract and retain quality employees.

October 24, 2003 - Sales is NOT Sales When You're Selling Outsourcing!
Not everyone call sell outsourcing services. Selling outsourcing services is unlike selling products or services; it is unique in its approach and methods. The key to successfully selling outsourcing services is Business Knowledge!

October 10, 2003 - Tackle the Tough Ones First
Let's say a salesperson has six prospect calls to make in a certain week. Two of the prospects are really tough; the other four are much easier. What should the salesperson do? The answer: Put the two toughies right at the top of the call list.

September 26, 2003 - How to SEARCH for the Right People
SEARCH methodology helps us develop a picture of what the recruits -- and eventually the new hire -- will look like. The hard upfront work to hire the RIGHT sales person will keep your sales force, revenues, and profits continually improving.

September 12, 2003 - A New Definition for Selling
No matter what type of sales experience you have acquired over the years, your definition of selling determines how successful you are now as well as how successful you will be going forward. The way you define selling is the ground floor on which all other aspects of the sales process are built.

August 29, 2003 - "Your Price Is Too High" Is Not A Question!
Salespeople often hear a question when, in fact, the buyer is simply making a statement. "Your price is too high" is obviously designed to put a tremendous amount of pressure on you. Shift the pressure back to the buyer and they will clarify their statement.

August 15, 2003 - 30 Important Points on Building Your Business
Startups and businesses looking to grow are faced with scores of challenges in today's marketplace. Preparing for the future is the best way to ensure success. Here are 30 ideas to help you achieve your goals for growth.

August 8, 2003 - Why Outsource?
Industry experts acknowledge that outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll etc. can save you as much as 20%. What if outsourcing your selling functions could save you 20% in cost...and increase sales revenue and profit margins?

August 1, 2003 - Even More Sales Success! Case Studies
From managing client acquisition to generating new sources of revenue, Sales Focus can help your sales force get on the right track and produce the results you need.

July 25, 2003 - Repairing Your Sales Engine: Moving Forward and Saving Money!
Many companies rely on their sales force to generate new revenue. But what do you do when the sales force just isn't meeting your objectives? And how do you start a new sales force? Selling is a combination of knowledge, methodology, process, and people. It takes a company to win business, not just a sales executive.

July 18, 2003 - More Sales Success! Case Studies
Sales Focus has special expertise in the health care and IT fields. Even those companies already recognized in their industries can benefit from partnering with SFI and gaining a sales management and business development specialist.

July 11, 2003 - Loyalty is a Two-Way Street
Every company wants loyalty from its customers and employees, and every employee wants loyalty from his or her employer. So what can companies do to recruit and retain high-quality professionals? Build a culture that focuses not only on financial success, but also on individual success and growth.

June 27, 2003 - Eliminate Tension and Establish Trust with Your Prospects
Before you can begin selling, you must greatly reduce or eliminate tension and the prospect's fear of the unknown. Here are two very effective strategies which we have taught to many sales professionals.

June 20, 2003 - Sales Success! Case Studies
Whether you're already an industry leader expanding into new markets, or a startup seeking venture capital and sales for a new service, SFI can develop and execute a successful sales plan.

June 13, 2003 - Sales Ethics
Trust is the basic building block of any business relationship. When you focus on "making a customer", not just a sale, you begin to establish trust.

May 16, 2003 - Smarts Versus Knowledge
Knowledge is a splendid thing but of limited value without imagination, an open mind, and a belief that anything is possible. It's only when you go to the prospect with lots of questions and an open mind that all the possibilities present themselves.

May 9, 2003 - Inside Sales Programs That Really Work!
Professional Sales people generating quality leads, that's what QuikStart is all about. Don't let your outside sales team waste time making cold calls. It's too expensive and squanders valuable face time that they should spend selling in front of customers.

May 2, 2003 - Quick... What do you Think of When you Hear the Term Salesperson?
As a business owner, you are under enormous pressure to maintain existing client relationships and to continually find new ones. You must continually ask the right questions to know if your sales force needs an adjustment or a completely new plan of action. Here are 5 key questions.

April 4, 2003 - QuikStart Sales: Inside Sales Programs that Really Work!
Sales Focus Inc will dedicate inside sales professionals to generate qualified leads that your outside sales executives can develop into long-lasting relationships...or we can close the business for you!

March 28, 2003 - How to Survive the NEXT Reorganization. It's All in the Planning
How to Survive and Thrive through reorganization and reengineering. Sales and business planning for profitable growth that retains your best sales people and employees, and builds for sustainable success.

February 28, 2003 - Discover Your Identity...It's All in the Attitude
Chasing to the punch line...When you discover this part of yourself and see yourself as this, you will welcome new challenges. You will never feel threatened. You will be excited, delighted and pleased. You will be a human being instead of a human doing. Read, learn how this is possible, and apply. Take the next step forward.

February 7, 2003 - Your Sales Management Road Map for 2003
Will you hibernate, or be bullish and gain market share in 2003? There are definitive methodologies and tactics for thriving in a recessionary economy. It's not as hard as you think. Commit to thriving in 2003.

January 10, 2003 - Be Generous with Praise
Another step in establishing and maintaining trust is to be generous with praise. True, considered praise because fawned praise will not earn you points or give you the satisfied feeling of encouraging and aiding others. Learn sure steps in effective, intentional praise.

January 3, 2003 - How to Eliminate Tension and Establish Trust
Prospects can read you like a book. What is your confidence level, your attitude about selling and toward them, and your personal comfort level with them? Make sure you are comfortable so that you can allow them to be comfortable with you, and if you are, are you still sending the wrong message because you're focused on the wrong agenda? It shows in your eyes, your gestures and movements, and even in your tone of voice. Read on and learn more.

December 6, 2002 - Smarts Versus Knowledge
Knowledge is a splendid thing but of limited value without imagination, an open mind and a belief that anything is possible. The sales professional needs to be smart, much more than just possessing knowledge. It is being smart and imaginative that helps find solutions to "impossible" barriers, the tough buyer and our skillful competition.

November 26, 2002 - Planning For The New Year? Get a "Fresh Perspective"
Trying to see the forest through the trees is a difficult task. If not meeting current year revenue objectives, you may need a fresh perspective. If your company has a viable product or service, now is the time to concentrate on improving your internal sales focus to get on track for 2003.

November 15, 2002 - Who are the Players?
In athletics, politics and other physical activities, the phrase "the thrill of victory and the agony of defeat" is often heard. The toughest are more likely to survive. Selling has the same kind of survival test. The salesperson that can think clearly, is imaginative, and one who can act decisively hits the gold.

November 08, 2002 - Buyers Want Strong Closers
When a salesperson emerges empty handed from a presentation it is often because they did not use strength in the close. This is tragic. Not only is a strong close an important part of the presentation, but the buyer expects it. They are primed for it.

November 01, 2002 - Make Networking a Part of Your Plan
Networking takes time, patience and consistency. It's a long-term process demanding many contacts over months or years to see results. That's why it's important to manage the time and financial resources you devote to networking.

October 25, 2002 - Round Table Workout
You can build it, but if you can't sell it, you might as well trash it! Selling in today's market and volatile economic environment requires a new set of specific management traits and decision-making abilities. Can you identify your company's obstacles to stability, growth and profitability that are keeping you from achieving your desired success?

October 18, 2002 - One Day Sales Training
Insanity is doing the same behavior over and over again, yet expecting different results. The simple truth is that only when behavior changes will the results be any different. The problem is, all behavior is purposeful; that is, it happens for a reason. If you want to change people's behavior in any real and lasting way, you must change the reason that lies behind that behavior.