Categories
- Arts & Entertainment
- Business
- Advertising
- Bookkeeping
- Branding
- Careers
- Careers Employment
- Change Management
- Communication
- Corporate
- Customer Service
- Entrepreneurialism
- Ethics
- Financing
- Franchise
- Fundraising
- Human Resources
- Management
- Marketing
- Marketing Direct
- Negotiation
- Networking
- Outsourcing
- Partnerships
- PR
- Presentation
- Public Relations
- Resumes Cover Letters
- Sales
- Sales Management
- Sales Teleselling
- Sales Training
- Small Business
- Strategic Planning
- Team Building
- Top7 or 10 Tips
- Venture Capital
- Workplace Communication
- Communications
- Computers
- Culture & Society
- Disease & Illness
- Fashion
- Finance
- Food & Beverage
- Health & Fitness
- Hobbies
- Home & Family
- Home Based Business
- Internet Business
- Legal
- Pets & Animals
- Politics
- Product Reviews
- Recreation & Sports
- Reference & Education
- Religion
- Self Improvement
- Shopping
- Travel & Leisure
- Vehicles
- Writing & Speaking
Information
Sales Managers: DO YOU CARE About How Well Your People Handle Inbound Leads?
I’ve been doing a cold calling campaign to increase my consulting business and to refine my training materials, and it’s nothing less than exhilarating.You might wonder why someone like me, a best selling author of classic titles such as YOU CAN SELL ANYTHING BY TELEPHONE! and REACH OUT & SELL SOMEONE would bother making his own calls.Read more…Major Account Management Is Not A Single Action
In Part Two of this four part series, I identify that Major Account Management is not a single act but a series of actions which link together to produce a powerful, professional and profitable result.There are two ways of looking at this process. One is to examine each element of Major Account Management; the other is to create a model which can be applied flexibly but effectively across a range of situations.Read more…How To Develop An Effective Three Minute Elevator Pitch
What is an Elevator Pitch? Quite simply, a short presentation designed to grab the attention of new prospects in a succinct yet comprehensive wayNobody seems to remember who first coined the term "elevator speech," but I know it's been around a long time and I am often asked to help design speeches for clients.An elevator speech is a short presentation that you could deliver to someone in an elevator as it travels from top to bottom or vice versa.Read more…Breeding Confidence
The greatest common denominator of the ultra-prosperous is that wealthy people are master communicators. Impeccable and masterful communication unarguably leads to wealth. The highest paid and most powerful people on the planet are all master communicators.Read more…Foundational Principles of Persuasion
Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist.Read more…How to Increase Your Confidence
People are constantly looking for someone to help direct them in their lives and to assist them in making the right choices. Demonstrating confidence in everything you do will spur others to put their trust in you. Sometimes we may have to pretend we're more confident than we really are, hence the saying, "Fake it 'til you make it.Read more…People Skills and Public Speaking
You want your people skills to be so polished that they invariably permeate your presentations. You want every audience member to feel like you're reaching her/him individually. The first element of connectivity is attraction.Read more…It Is How, Not What You Say
The words we use and the way in which we use them can have a huge impact on how we are perceived by our audience. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The airline industry has some good examples of creative packaging, too: "delayed" instead of "late" and "flotation device" instead of "life preserver.Read more…Story Selection
In selecting a story that is appropriate for any given circumstance, there are three fundamental questions you must ask yourself. First, does the story fit your audience? How does it support and underscore your main message?Read more…Present with Passion, Compassion and Purpose
Long gone are the days of counting on the subject matter to speak compellingly for itself, compensating for your inadequacies as a presenter. Nowadays, you've got to get inside of your prospects' minds, and you've got to get there fast-before you're even into the heart of your message. When asked what they thought made their managers most effective, 90 percent of all respondents mentioned communication and presentation skills.Read more…Power Pointers for Story Selling
Nothing disarms and invites an audience in more than humor. We are instantly drawn to people we think are funny. We enjoy listening to humorous individuals and hearing what they have to say.Read more…Sometimes Managers Are Just Too Soft
I dedicated my first book: Gross Margin: 26 Factors Affecting Your Bottom Line, to my best-ever boss. He was my best-ever boss not because he was easy to work for. The opposite was the case.Read more…Management’s Mixed Messages: We’re High Achievers, But I Love Average Producers!
I was conferring with a reasonably successful manager in the Banker’s Life system.Within the space of a few minutes, he disclosed two things to me:(1) He is doing everything possible to create a high-achievement culture; and(2) He loves his moderate producers because they are steady and reliable.Of course, as you might detect, these statements are contradictory.Read more…Developing Sales Discipline: Here's What It Means To You!
In an earlier article I asked whether selling is more of a skill or a discipline.My take on it: It comes down to about 80% discipline, and 20% skill.Some people took umbrage with my view, probably because they want to glorify this fine occupation of ours, making it seem difficult, and therefore somehow more professional.Read more…Contract & Interim Marketing Management Makes Sense
Many companies over the last 5 years have been forced to cut their marketing staff and eliminate positions that were critical to their operations. Those positions include director, vice-president, and other marketing management positions including product management and product marketing. To counteract this trend and to overcome this shortfall, many companies are increasingly looking to outsource their marketing management functions to firms that can provide contract or fractional marketing managers at different levels of their organizations.Read more…Sales Performance Planning
Does your company have a good sales performance planning process? Are your people on your sales team fully benchmarked against a measurable set of annual goals? Do they understand exactly what it is that they’re tasked with over the next year, to drive revenue growth for your company?Read more…Why Sales And Marketing Recruiting Is Different
Our company specializes only in hiring sales and marketing people, from front line contributors, to mid-level and all the way up to the executive level. We hire sales representatives, account managers, national accounts executives, directors, and vice presidents of sales and marketing. Through that process, we’ve developed a tremendous amount of expertise in these two functional areas that most recruiters don’t have.Read more…What Does It Cost To Make A Sales Mis-hire?
Think about how much time and energy it takes to hire a good sales person. Think about how much it costs to carry a good salesperson on your payroll, and then think about the amount of revenue needed for your company in order to help you accelerate your sales. Finally, add in the opportunity costs for your company if during a given period, particularly a long one, instead of selling a million dollars a year, you have an under performing rep.Read more…Take The Wish And Hope Out Of Hiring Great Salespeople
If you’re like most hiring managers, you may have made the mistake in the past of hiring a sales person because you had too few candidates, and as a result of that, you “wished” and “hoped: that the candidate that you did have would turn out to be a great sales performer. We all know that when we wish and hope that someone is going to turn out to be a superstar, this often comes back to bite us. I’ve experienced this in the past, and I know a lot of other sales managers and vice-president’s of sales who have experienced this in the past as well.Read more…Top Consultant Says: In Sales & Service Training, 4 Stages of Development Are Needed
I was watching a “Candid Camera” video last night that dramatized just how little people pay attention to us when we’re communicating.It features a man who asks various walkers for directions to a local place of interest. He is dressed normally, but he has a bag of golf clubs slung over his shoulder.Read more…
Most Recent Articles in Sales Management category
- Conversion Assessment - helps companies improve conversion rates - By: Naman Jain
Every online company spends money advertising their products and services. To have better return on investment (ROI), it is essential that their conversion rates increase. Conversion assessment services providers can help them effect more sales. - Why are you choosing an Appointment Setting Telemarketing Company? - By: David Regler
Are you looking for a steady flow of appointments with prospects? For many companies, whether they telemarketing, appointment setting is the main goal. I count of the number of times I have spoken with a client and they tell me, "I just need to make before them..." - Moving Average Convergence Divergence (MACD) Momentum Indicator - By: Karen Stephens
If you're serious about developing your daytrading online career, you'll want to learn about the various tools and indicators you have available to you, such as the Moving Average Convergence Divergence (MACD). The MACD is a momentum indicator that is based on moving averages. It helps us determine potential buy and sell points in the trade. Developed by Gerald Appel in the late 1960s, this indicator is widely used as a part of many people's daytrading systems. - MORAL ARMOR'S Economic Warning for Americans - By: Dolly Kapil
MORAL ARMOR'S Economic Warning for Americans For years we've suffered under recession, prompting us to ask, When will it end? My answer is, "It's only the beginning." Historically, recessions are the result of high interest rates, pushed up as the result of loose money policies. Recovery comes when citizens begin to spend more wisely, save money and pay off their debts, but not this time - Know Your Marketing Territory - By: Janice Jenkins
defining your marketing territory or your target market will help your business develop - Shut Up and Sell! - By: Manbeer Singh
Predatory salespeople are everywhere -from the department stores to car sales. Time and time again we've seen these salespeople hunt like hounds trying to get their next sale, the next big commission. "Sell at all costs!" "Don't let them say no!" - Higher Prices Lead To Higher Profits - Part 1 - By: Geet Singh
I know at first glance this sounds obvious, but it may be worth it for you to think about your prices. At least just for a moment. - Developing a Business Plan = Developing a Successful Business. - By: Jagdeep Singh
A detailed business plan could mean your success in business. Consider this. How can you take your company in the right direction, developing the methods you need to succeed if you do not know what you are trying to accomplish? It would be like building a house with no plans and trying to put the roof on first. Yes, you may be successful in building the roof but your house will be missing some essential pieces. You may not miss these pieces at first, but down the line (especially when the winter comes) you are going to be wishing you built those walls too! - How an outsourced sales company can help your small businesses grow - By: David Regler
Hiring an outsourced sales company can be an ideal strategy for small businesses seeking to grow. Many companies today are growing as "virtual corporations", choosing to outsource many functions within their business including choosing to outsource sales. - What are the options for outsourcing your sales force? - By: David Regler
Outsourcing part of all of the sales process is nothing new. Resellers, sales agents and distributors are established methods of sales force outsourcing. However, with the rise of Business Process Outsourcing (BPO), a number of dedicated "Sales Force Outsourcing" vendors have become a strategic alternative to sales agents and indirect channels.