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Information
Be A More Effective Sales Manager
The customer forms his opinion of an organization based on the people that he works with and sees. For a company, this is the salesperson. The salesperson shapes and structures the customer’s view of the company.Read more…Do You Have An Effective Follow-up Strategy?
Customers and prospects have a great deal on their plates today. They have the demands of their customers, bosses, fellow staff members, suppliers and a variety of organizational, government, financial, department and industry issues that take a great deal of their time and energy.When salespeople call on these busy prospects or clients they must realize that what they are selling is not the most important thing in that prospect’s life.Read more…Top Speaker Says: There Are 5 Reasons Selling Comes First & Customer Service Second!
Why there is a nearly unlimited budget available for pampering salespeople, while the customer service department suffers budget cuts and downsizing at the first signs of a business slowdown or recession?There is a simple, brutal and realistic answer to this question.Salespeople are more valuable to their companies than customer service personnel.Read more…Is Phone Sales Skill a Lost Art?
We all know ‘sales’ is full of slippery slopes and if something can go wrong, it probably will. After all, the sales process consists of sales prospecting, sales presenting, closing the deal, sales paperwork, order provisioning and order fulfillment. All of these elements have an opportunity for a breakdown of sorts that will always come back to us; the sales person.Read more…Top Sales Speaker Says "On-Base-Percentage" Beats "Batting Average" Time and Again
Sales literature can be so quaint, resembling some of those old cars like the Packard, the once elegant nameplate that stopped being minted in the 1960’s.The advice from most selling gurus sounds as if it has been chewed over far too many times; much like the rubber chicken at a chamber of commerce mixer from that era.For example, in sales books and articles, there is still an inordinate emphasis being placed on “closing” deals.Read more…Failing to Manage Your Sales Staff Will Eventually Manage to Sink Sales
Sales Management is a necessity in any company that wants to hit its target goals for income, sales and or profits for the fiscal period. If you fail to manage your sales staff correctly then it is quite evident that this will manage to sink sales. How do you set up a sales management program if your current sales management is lacking or basically non-existent?Read more…Managing Sales at a Wholesale Diamond Retailer
Many people love to get a good deal and those who wish to buy diamonds are no different. In fact many Diamond Retailers, will put the words wholesale diamonds on their signs simply to attract those wishing to get a good deal. This of course does not guarantee that the diamonds are a super good deal at all, but it gets people in the door and perhaps they have some very good discounting there as well?Read more…Consistent Sales Success Requires Passion
A friend of mine was hired as President of a building supplies distributor in the Midwest. The company was profitable but they seemed to have run into a brick wall once they reached the fifty million dollar mark in sales. This can be quite a challenge for any management team.Read more…Are You Proud to be a Salesman
Sales in wholesale distribution is really an honorable profession. We are selling business to business to other professionals within our field of expertise. However, not every sales position discussed in this country is considered an honorable profession.Read more…The Real Cost
Have you ever wondered what the real cost of mediocrity within your organization might be? Has there ever been a time when a mess-up by someone internally, proved to be quite costly in both money/resources and time/energy? Has there been a time when a mess-up by someone in your organization caused a huge toll on an outsider, i.Read more…Praise Others Daily
Sincere praise and compliments can have a powerful effect on people. Praise boosts one's self-esteem. When you genuinely give praise, it releases energy in the other person.Read more…Bigger and Better
Peace and satisfaction will never come because the looming possibility of something or someone bigger and better coming along will always exist. One relishing their position at the top of the hill can never rest easy for too long. Pride is a false sense of accomplishment because it is not based on true or pure motives.Read more…Don't Skip The Details
Don’t Skip The Details - I’m sitting in a room on the 10th floor of Paramount Plaza, NYC. I have a bag of cash on the floor in front of me. Four hundred thousand dollars at last count.Read more…ABCs Of Buyer/Seller Relationships
There are basically three levels of buyer/seller relationships. The first and most common relationship level is Adversarial. This is the traditional win-relinquish relationship where you, the buyer, squeeze your supplier for the very last bit of a discount.Read more…It Is Not Done Yet!
You mean to tell me another time extension is needed to get this done. Haven’t you already had two extensions and increased budget for this project asks the president.Yes we have and there have been all kinds of problems that have come up, we are not getting the support from the other departments or executives and the team is not pulling together retorts the manager.Read more…Do You Talk Too Much?
One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT.When you make these mistakes, you will tend to turn off most potential customers or clients.Read more…In A Slump?
Sooner or later, every salesperson experiences a down period of sales results. These periods, where your continued activity seems to yield less than satisfactory results, are normal and to be expected. None of us can keep up a pace of 200 miles per hour day after day, month after month, year after year.Read more…Effective Teritory Management Is Not Rocket Science
Many salespeople today will waste a great deal of time calling on poor prospects – trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.One of the key characteristics in more effective territory management is doing a better job of qualifying prospects prior to giving them your time, energy or corporate resources.Let’s look at a few ways to better manage your resource of time and territory management.Read more…Are You Giving Customer Focused Sales Presentations?
The average attention span of the average adult is 12-14 seconds. If your sales presentation lasts more than 1 minute, don’t flatter yourself thinking that most prospects hear or remember what you say.In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation.Read more…Non-Verbal Messsages Are More Important Than What The Prospect Says
Effectively reading non-verbal messages can dramatically improve your sales relationships, as well as your sales results.Everyone communicates on two levels. Verbally and non-verbally.Read more…
Most Recent Articles in Sales Management category
- 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. - What are the key areas where sales consulting can improve your top-line performance? - By: David Regler
For companies seeking to improve top-line revenue performance, a sales consulting company can provide a fresh perspective on the issues at hand. Whilst it may be easy to "blame the sales team", sales consulting companies will tell you that it is seldom so simple. Sales performance can suffer because of many reasons, both external and internal to a company.