You too can increase profits without necessarily increasing sales!

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NewsletterThe “Profits Leak Detective Newsletter” offers regular tips and strategies to help you identify and plug those leaking profits.

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BONUS free report “7 Clues to a Profit Leak”, valued at $47.

How do you know that you should be looking for leaks?

Are there some clues or symptoms that are telltales saying that a
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Possible leaks could be anywhere.

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"Adam, over the past six years, I've had the pleasure of 'bumping into you' on at least three business and marketing related forums. Your contributionsto discussions have always been courteous, astute, incisive and practical,delivered with good humour, and based upon 'real-world' business experience. You are clearly an experienced business professional who actually knows what he is talking about. I wonder if your clients know what a gem they have in you? As one business professional to another, I salute you.

Good Wishes,
John Williamson - The Wealth Coach
www.thewealthcoach.com
www.retaildisplaysecrets.com

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I just LOVED "7 Clues to a Profits Leak".

Steven Walker - Profit Improvement Advisors
Calgary, Canada

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Thanks for the catch-up the other day. It's great to be working with a legend in the small business community.

AJ Kulatunga, BLKMGK ICT

Darwin, Australia

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The 7 Clues is a great.

What I like the most in the Seven Clues report is that it clearly explains that accounting is merely a subset of proper financial management and
that only the business owner can practise financial management. The accountant does the accounting, and in doing so supports the business owner's financial management. And the business owner uses the accountant's information, but relying on the accountant to do full-blown financial management is short-sighted.
The report nicely "grounds" an otherwise complex topic which many business owners are afraid of touching, so they often move ahead in blissful ignorance. The water hose and the soggy soil under the leak makes an excellent and easy-to-comprehend example, upon which the financial management concept is nicely built.

Tom "Bald Dog" Varjan, Organisational ProvocateurDynamic Innovations Squad
Professional Services Practice Development - Dynamic Innovations Squad      
Personal and Firm-Wide Performance Improvement for Management Consulting Firms
Practice Development Services for Management Consulting Firms

Vancouver, BC Canada

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You have played a very important role in my development in business.

You were there with the right information at the right time, I thank you for that.
By adding the next level of systems, and marketing knowledge that you brought to the table we able to identify our objectives, acknowledge the gaps in our business and put in place the planning so as to achieve those objectives. Within 5 years we achieved 9 of our ten stated objectives.  In that same year we won the NT Telstra Small business of the year"

Greg Haigh
Director - Trade Group
Regional And Northern maintenance services
RANms

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Recent newsletters include:

  • How big is your profit gap?
  • How discounting destroyed value
  • Benchmarking for best practice
  • From all customers to some customers
  • How to take the guesswork out of growth
  • Should your USP be based on logic or emotion?
  • How to triple your quotation success rate
  • How to dramatically improve your quotations
  • How to make more effective decisions?
  • How to develop your USP
  • Do you want to make better planning choices?
  • Are youmaking these mistakes in planning?
  • How to use SWOT properly
  • Does your sales conversation balance the scales of justice?
  • The perils of profitless cash flow!
  • So what is more important, cash flow or profit?
  • Are you getting value from your pricing?
  • Do you report to yourself monthly?
  • Follow the money trail!
  • Performance also counts!
  • Get more bang for your buck!
  • Without measurement there can be no improvement!
  • Where would your business be without customers?
  • Using your monthly report to improve your profits
  • Just who is your customer?
  • And what do you know about your customer?
  • How branding can increase your profits!
  • Can branding make you more money?
  • How to balance the value equation
  • Tilting the balance in your favour
  • How to pin the tail on the donkey
  • Are you groping in the dark with your real cost of labour
  • Mastering core marketing principles
  • Building a 5P marketing plan
  • Profit leaking processes
  • Should you be trying to increase or decrease cash flow
  • At times it is folly to hasten
  • 5 steps to create your future
  • What will be the X-Factor in 2009
  • Lies, damn lies & statistics
  • How to use a squad profit leak detectives
  • Confidence leads to action
  • Increase sales - so easy to say
  • So you want to know how to increase sales
  • Is selling a necessary evil?
Which Toxic Sales Assets do you Need to Dump Today? Print E-mail
Written by Jill Konrath   

Action oriented. Forward thinking. Positive attitude.

Sound like you? If so, your financial future may be at significant risk.

With the state of today''s economy, it''s not enough to be an aggressive optimist with an eye on the future. After all, that''s what caused our current economic crisis. Financial firms neglected to do their due diligence - assuming their strategies would continue to be highly profitable.

As sellers, it''s also easy for us to keep our eye on the future while overlooking the present. The truth is that it''s not enough to keep making those calls, working harder and harder, focused only on winning the business.

Instead, you need to know which of your sales assets are working for you. And, you need to know which are dragging you down, making it difficult to capitalize on the opportunities you''ve uncovered.

That''s why it''s imperative for us to take a serious inventory of our personal knowledge and skills on a regular basis.

Here are just a few of the toxic sales assets I see sellers use every single day.

  • Winging It: Failing to adequately prepare for sales calls is enough to get you dismissed or deleted immediately by time-sensitive decision makers.

  • Diarrhea of the Mouth: If you''re doing the majority of the talking, you''re negatively impacting your credibility and connection with your customers.

  • Inadequate Knowledge: Today''s buyers have no tolerance for sellers who refuse to "pay the price of admission" and haven''t researched their organization.

  • Product/Service Dumps: The people you''re calling on don''t care about your offering. Period. If that''s your focus, they''ll tune you out in no time flat.

  • Too Much Too Quick: When you rush the sales or give too much data in one meeting, your prospect gets overwhelmed and pulls back from you.

None of us are immune from screwing up! Last week I shared my blooper in an article called, Oops! Don''t Make These Same Mistakes That I Just Did.

The key is to be ruthless in analyzing your sales assets. What worked for you in the past may no longer be effective. In fact, it may have actually turned into a toxic sales asset that needs to be removed from your portfolio.

After every call, analyze what worked and where you ran into trouble. Be on the lookout for toxic behaviors that cause your customers to throw up objections, tell you they''re not interested or choose another company to work with.

Hanging onto those toxic sales assets of dubious value could lead to lost opportunities, a major meltdown in your pipeline and potentially, the demise of your sales career.

No one is going to bail you out! Dump those toxic sales assets today. Your ability to replace ineffective sales skills with new ones is essential for your ongoing success.

Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She is a frequent speaker at annual sales meetings and association events.

For more articles like this, visit http://www.SellingtoBigCompanies.com . Get a free Sales Call Planning Guide ($19.95 value) when you sign up for the Selling to Big Companies e-newsletter.