& Advance Graduate Level Business Students.
The information in these libraries were written awhile back, in the early 1980's when I was in middle to upper management positions and responsible for things that made the senior level VP's, presidents, and CEO's look successful.
I was the key person behind the senior executives especially for those things that increase sales revenues and profits. I was continually in professional workshops and trainings on numerous subjects getting the most up-to-date knowledge as to what works and what does not work; and then coming back to my job to implement major programs that increase sales revenues and profits.
Looking at these libraries today, I think that maybe I should re-write them to read better and possibly insert additional information; but I believe that there is a tremendous amount of valuable information in them as they are.
The more current information is offered in the FREE articles section.
The small cost for the libraries is just to help pay for the professional management of the website and continually updating with new information.
Both sections are valuable to you, though. |
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Online Library Database Our entire library of sales and marketing information is available for only $1495. Take your time and read through all the libraries at your leisure. Your access will be good for an entire year (plus you will get access to any additional libraries when added).
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Click on the links to read more about each of the Doctor's Libraries:
- A special section just for small service & trade businesses & small home based businesses.
- Business Development: Increasing sales & profits.
- Increasing sales & penetrating more markets with independent sales representatives, dealers & distributors.
- Incentive & commission programs that produce results
- Operation's growth & improvement. Evaluation staff's skill levels, training, personal development & staying up-to-date.
- Marketing communications, lead generation, telemarking, utilizing trake shows to product results.
- Strategic selling & strategic marketing.
- The Importance of Training at all Levels To Prevent Businesses FromFalling Into the Horrible Business Situation.
- Business development for attorneys & the legal market.
- Up-selling and cross-selling for fusiness development.
- How leadership affects business development.
- Evaluation possible acquisitions ~ Purchasing businesses ~ Evaluating starting a new business.
- Sales techniques, methods & strategies.
- Summary of business development fundamentals.
- If business develpopment is so important and fundamental, then why is it difficult to achieve, and why do so many businesses fail at it?
- "Cold Calling" for Developing Sales, New Customers and New Markets
- Why closing the sale can become difficult.
- How to get back into an important business or sales opportunity once you have been eliminated.
- The winning combination of education, training & experience + "creativity", "innovation", "out of the box thinking".
[Top]
| A SPECIAL SECTION JUST FOR
SMALL SERVICE & TRADE BUSINESSES
& SMALL HOME BASE BUSINESSES |
The doctor will answer...
- How can we get more customer referrals?
- How can we increase sales & get more business from current customers?
- How can we get more customers to know more about what we can provide?
- How can we get our customers to be more loyal to us & prefer us over our competitors?
- How can we advertise more but cost effectively?
- How can we attract more new customers & do so cost effectively?
- How can we find out about how we compare to our competitors to determine if we are keeping up with them, are ahead of them, or if we have fallen behind them, with what they are doing?
- How can we create a better business image so more people will want to do business with us?
- How can we book more business from the many quotes that we do?
- How can we become more "creative" and do more "outside of the box thinking" to help grow our business?
[Top]
BUSINESS DEVELOPMENT:
INCREASING SALES & PROFITS
The doctor will answer...
- How can we find potential new customers?
- How can we motivate new potential customers to talk with us?
- How can we work as a team to land new customers & increase sales from current ones as well?
- How can we evaluate our current customers & implement effective programs to communicate better with them to increase sales?
- How can we create value added services & products to help keep our current customers & increase sales?
- How can we find & evaluate other services & products that can help increase sales?
- How can we find & establish important business alliances to help increase our sales?
- How can we get more customer referrals?
- How can we find small niche markets to expand our sales into?
- How can we find out what our competition is doing so we can stay ahead of them?
- How can we evaluate what is holding us back from growing?
- How can we meet & exceed our goals that we set?
- How can we build a sales & marketing team that works well together to increase sales & market share?
- How can we get our staff to be more "creative" and do more "out of the box thinking"?
- How can we get our direct sales staff to be more productive?
- How can we get our marketing staff to be more productive?
- How can we manage our list or database of current customers & potential new ones, to increase sales?
- How can we utilize our staff to build a "Think Tank" within our company to help us grow & increase sales?
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INCREASING SALES & PENETRATING MORE MARKETS WITH INDEPENDENT SALES REPRESENTATIVES, DEALERS & DISTRIBUTORS.
The doctor will answer...
- How can we expand an independent sales representative or dealer/distributor network, nationally?
- How can we expand an independent sales representative or a dealer/distributor network internationally, including Mexico & Canada?
- How can we find good independent sales representatives?
- How can we evaluate an independent sales representative to make sure that we are hiring the right one for us?
- How can we work with independent sales representatives to increase sales & market share?
- How can we increase sales in several different markets utilizing independent sales representatives?
- How can we get our direct sales staff to work as a team with our sales channels to increase sales & market share?
- How can we expand our sales channels into other markets without creating channel conflict?
- How can we handle sales channel conflict better?
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INCENTIVE & COMMISSION PROGRAMS THAT PRODUCE RESULTS
The doctor will answer...
- How can we evaluate our current commission & bonus programs for our direct sales staff to determine if the programs are helping us reach our goals?
- How can we evaluate our current & future commission & bonus programs to determine if they are encouraging problems, conflicts, & problem issues?
- How can we evaluate our current commission programs for our independent sales representatives to determine if the programs are helping us to reach our goals?
- How can we creatively improve our commission & bonus programs to reach or exceed both our sales & marketing goals and prevent problems?
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OPERATION'S GROWTH & IMPROVEMENT
EVALUATING STAFF'S SKILL LEVELS
TRAINING, PERSONAL DEVELOPMENT & STAYING UP-TO-DATE
The doctor will answer...
- How can we find & keep skilled, hard working staff?
- How can we get our staff to work together as a team better?
- How can we utilize our staff to significantly improve all aspects of our company?
- How can we utilize our operations staff to work with our sales & marketing staff to increase sales & help grow the business? How can we turn our organization into a "lean & mean selling machine"?
- How can we motivate our staff to truly put out the effort needed to help grow the company?
- Why do the same issues & problems seem to keep coming back? How can we get rid of some of these things once & for all? How can we get out of our "fighting fires" & constantly "reacting to problems" and advance to becoming proactive and having time to be more productive?
- How can we communicate better with our own staff & employees?
- How can we develop a "Think Tank" within our company utilizing our staff to help us grow & increase sales & profits?
- How can we creatively utilize "Bartering" to obtain products & services at significantly reduced pricing or at no cost at all?
- How can we evaluate our staff's skill levels & attitudes, to make sure we have the right people in the right positions?
- How can we evaluate what type of training is needed to help our staff be more effective?
- How can we develop a cost effective training program for our staff?
- How can we motivate our direct staff to want to improve their skills & want training?
- How can we use skill development & training as a positive reward & incentive?
- How can we creatively offer skill development & training to our independent sales representatives, dealers & distributors?
- How can we incorporate skill development in our product training?
- When we do some of our own training, what are some do's and don'ts that we need to watch out for?
- With my busy day, how can I keep up with my own skill development & keep current with important business issues?
- How can I get personally networked with professionals that can help me keep up with handling current business issues & challenges?
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MARKETING COMMUNICATIONS, LEAD GENERATION, TELEMARKETING, UTILIZING TRADE SHOWS TO PRODUCE RESULTS
The doctor will answer...
- How can we cost effectively develop sales support literature?
- What type of sales support literature do we need?
- What needs to be in our sales literature to be effective to increasing sales?
- What needs to be in a company literature to create a good company image?
- What other ways are available besides literature can we use to communicate our company, products, & services?
- What are some creative ideas on how to cost affectively advertise & get our company name out there?
- How can we creatively & cost effectively produce sales leads?
- How can we develop & implement a lead generation program that meet your goals?
- How can we find quality sales leads in areas that we never thought of before?
- How can we pre qualify sales leads cost effectively?
- How can we reduce sales leads down to higher quality leads?
- How can we get our sales staff to follow up on qualified sales leads?
- How can we get our independents sales representatives, dealers & distributors to follow up on qualified sales leads?
- How can we get qualified sales leads turned into sales?
- How can we utilize our own staff to strategically telemarket & actually increase sales?
- How can we utilize outside firms to do our telemarketing?
- How can we develop a telemarketing plan to integrate it into our business & sales plan?
- What type of creative partnering programs can we develop to get our independent sales representatives, distributors or dealers, to telemarket for us to help increase sales?
- What type of telemarketing programs can we develop to increase sales from our existing customer base?
- What type of telemarketing programs can we develop to increase sales in potential customers?
- How can we find trade shows in our market niches?
- How can we develop a trade show plan & strategy that meet our goals?
- How can we get more out of attending trade shows whether just attending or having a booth?
- What are some creative alternatives to being in the large professional trade shows that we can utilize without all of the higher expenses?
- How can we utilize trade shows to increase sales & grow the business without actually having a booth in the shows?
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STRATEGIC SELLING & STRATEGIC MARKETING
Implementing these two fundamental approaches to selling & marketing will significantly increase your sales quickly.
The most successful well known businesses utilize these simple approaches.
Don't be scared.
No matter of the size of your business or company, whether a larger, medium or small size business, you can easily master and implement these.
The doctor will answer...
- What are these?
- Why skilled staff is essential for strategic selling and strategic marketing to help the company to grow?
- How these should work together to produce sales and business growth.
When you have completed reading and studying this, you will find it to be common sense and wishing you knew of this a long time ago.
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The Importance of Training at all Levels To Prevent Businesses From
Falling Into the Horrible Business Situation
The doctor will answer...
- What is 'The Rule of 10' and why is it so horrible for a business?
- Why is it important to have upper management participate in training and upgrading their skill sets?
- How can we upgrade staff's skill sets via training, cost effectively?
- How can we motivate staff to be enthusiastic about training and upgrading their skill sets?
- How can we utilize training & increasing skill sets as an incentive and reward?
- How can training & improving skill sets be made part of a company's culture, contributing to a business's growth?
[Top]
BUSINESS DEVELOPMENT FOR ATTORNEYS & THE LEGAL MARKET
The doctor will answer...
- What do many attorneys say about business development?
- Why any attorney should shed their misconceptions about what business development truly is?
- Why any attorney should understand the need for obtaining the right expertise and skill sets to develop business?
- What is business development?
- How to easily set up a business development program?
- Why is there a need for continual business development?
- What are the communications & sales tools critical for business development?
- How to measure & monitor business development results?
- How to barter and trade legal services for critical business development tasks & efforts, to reduce costs and expenses?
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UP-SELLING and CROSS-SELLING FOR BUSINESS DEVELOPMENT
The doctor will answer...
- What is Up-selling and Cross-selling?
- What are some examples of this around you in every day life?
- How to integrate Up-selling and Cross-selling into your business development program?
- How to utilize a team approach to extend your effectiveness and achieve more results?
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HOW LEADERSHIP AFFECTS BUSINESS DEVELOPMENT
The doctor will answer...
- How the skill level of an organization's leaders affect other management levels
- What is the importance of a flat management organization
- How to prevent the situation of "Jack of All Trades and a Master of None" from hindering business development but utilize it effectively
- Why utilize external professional services to supplement staff.
- Where leadership skills come from
- What leaders need to keep in mind when making decisions
- What is business development
- How to utilize the phenomenon of "Selective Perception" to help focus on business development
- How to set up a working culture and environment to encourage business development
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EVALUATING POSSIBLE ACQUISITIONS ~ PURCHASING BUSINESSES ~ EVALUATING STARTING A NEW BUSINESS
The doctor will answer...
"Caveat Emptor" which is Latin for "Buyer Beware"
- How to obtain important information for your evaluation on the purchase of a new business or company, beyond the traditional approach and avoid falling into "the money trap"
- How to uncover the details that will cost you significant money later.
- How does the economy affect the number of people looking to buy a business or start new businesses
- Why are so many people considering starting new businesses
- Why are so many companies looking to purchase other businesses
- How to look at a new business opportunity in a little different manner.
- How to evaluate the potential of a business opportunity
- What strategies can be used to select businesses or companies to purchase
- How to approach a possible new business opportunity
- How to gather critical information beyond the financial reports to help determine a fair value for purchasing
- How to find a business to purchase
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SALES TECHNIQUES, METHODS & STRATEGIES
The doctor will answer...
You will get answers to all of these questions. . .
- How does your sales technique and method affect business development?
- How does your sales technique and approach affect your company's image?
- How customers judge your company and sales staff by your sales approach?
- How can customers become offended or 'turned off' from a sales approach or technique?
- What is a more affective sales approach to business development; nurturing current customers which is often called "The Farmers Approach" or aggressively seeking out new customers which often is called "The Hunters Approach"?
- How can a company utilize a team approach to enhance their sales approach and business development?
- Why is it critical for sales staff to be trained in marketing and understand it?
- How many sales approaches or techniques are there?
- What is the best sales technique, method or approach?
- What are the dangers and short comings of being trained in one specific sales technique?
- Are there sales techniques or approaches better for specific markets, industries, or types of customers?
- What are the different definitions or types of closing?
- How to understand and apply affectively various sales techniques, methods, and approaches, utilizing a mental image of a diamond turning or rotating?
- Is there such a thing as "a natural born sales person or account manager"?
- What comes first, natural sales abilities or training? (similar to, what comes first, the chicken or the egg?)
- Is sales training needed and if so, how often?
- If sales training is needed, who or what staff should be trained?
- What are the important ways to make sure that sales staff utilize good sales techniques and approaches regularly?
- Is marketing and marketing communications important in successfully using sales techniques, methods, and approaches?
- What are the fundamentals and key factors to a successful sales technique, method, or approach?
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SUMMARY OF BUSINESS DEVELOPMENT FUNDAMENTALS
The doctor will answer...
- What are the critical fundamentals and tasks that business development is comprised of?
- A brief understanding and description of each.
[Top]
IF BUSINESS DEVELOPMENT IS SO IMPORTANT AND FUNDAMENTAL, THEN WHY IS IT DIFFICULT TO ACHIEVE AND SO MANY BUSINESSES FAIL AT IT?
The doctor will answer...
- What are the situations that can hinder or interrupt business development efforts?
- How do these situations differ and range from internal & external controls, to customer dynamics, and then to technology changes?
- Once I understand all of this, what should I do?
[Top]
"Cold Calling" for Developing Sales, New Customers and New Markets
The Business Environment and the New Telemarketing Regulations & Laws Are Changing How You Can "Cold Call"
The doctor will answer...
- What is "Cold Calling"?
- What has changed in the business environment to make the traditional approach of "cold calling" to dramatically be altered and changed?
- With the new changes, why is there a bigger importance in utilizing customer databases, trade shows, professional and trade associations networking, networking groups, distributors, and independent sales agencies?
- What are the dos and don'ts to "cold calling"?
- Why does the average sales staff struggle at "cold calling"?
- Why do companies fail at "cold calling"?
- What are some creative approaches to "cold calling" that some companies are doing which are producing good results?
- What are some important objectives in "cold calling"?
- What are some creative New Approaches to "cold calling" that can contribute to sales and business growth?
- How can "cold calling" be utilized to significantly contribute to business development and sales?
- How to transition from "Cold Calls" to "Warm Calls"
- What is the importance of utilizing the new approaches to cold calling for business development?
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WHY CLOSING THE SALE CAN BECOME DIFFICULT
The doctor will answer...
- The factors that may be causing the difficulties of closing the sale
- The confidential and sensitive things that are rarely uncovered that can be causing the difficulties
- Some indicators and danger signals that the sales opportunity may be in trouble
- How to prevent some of the difficulties
- What "not to do" when closing a sale become difficult
- What "to do" when you are unable to close the sale
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HOW TO GET BACK INTO AN IMPORTANT BUSINESS OR SALES OPPORTUNITY ONCE YOU HAVE BEEN ELIMINATED
The doctor will answer...
- The most common causes of being eliminated from a sales opportunity
- How to avoid being eliminated from a sales opportunity
- How to get back into a sales opportunity once being eliminated
[Top]
THE WINNING COMBINATION OF EDUCATION, TRAINING & EXPERIENCE + "CREATIVITY", "INNOVATION", "OUT OF THE BOX THINKING"
The doctor will answer...
- The importance of obtaining skills and knowledge through a combination of education, training, continual education
- The importance of Creativity in utilizing skills
- The extensive list of skills needed for business development and business management
| You will recieve instant access to all the above libraries for the ONE TIME LOW PRICE of $14.95 Each report is available for download in MS Word or Adobe PDF format, or you can read it on line in your web browser. Report sizes vary anywhere from 5 to 15 pages when printed. You will have access to the above reports, and future reports, for one entire year! |
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Ask the Business DoctorTM
8621 South Erie Avenue ~ Tulsa, Oklahoma 74137