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Information
Influence Mapping - How to Sell to Corporates
Influence MappingINTRODUCTIONWe have all worked in large organisations and the larger they are, the more a knowledge of the internal politics and unofficial communications systems is of value in surviving and making progress.For people outside the organisation who are trying to get things done within the organisation, the situation is twice as bad because they not only have to figure out the official hierarchy and communication channels, but also the unofficial ones.Most good sales people develop an instinct for how to learn the politics of a client organisation, but once they get beyond a certain size it is very difficult to be properly effective unless you practically live in the client organisation and this is particularly so if your interaction with the client needs to be of a complex or widespread nature.Read more…The Process (Not the Quick Fix)
There are many examples of things we want to attain in the shortest amount of time possible and with the least effort possible, but it rarely happens that way. Exponential success is a process and not a quick fix. Progress comes in steps and the foundation first has to be laid.Read more…3 Reasons Why Sales Professionals Need a Life Coach
No matter how well you’re doing in your sales career, I guarantee that a life coach can help you rise to an even greater level of success – a life coach could probably even double your income this year alone. That may sound like a bold statement, but I’ve seen results exactly that dramatic time and time again. So, if you’ve never heard of a life coach, or are familiar with the concept but aren’t really sure how they can help you grow as a sales professional, let me fill you in.Read more…Sales Management Techniques That Can Bring Results And Keep A Sales Manager Focused
The position of sales manager often comes with multiple responsibilities. Each of which has a direct affect on the success of the organization.The sales manager is frequently an active sales person, as well as an administrator.Read more…Sales Strategy 101 - Are You Confusing Your Customers
"Option Overload" is a serious problem that can negatively affect your businesses' bottom line. That's why you must understand and avoid it.So just what is option overload?Read more…Is Anyone Really Managing Sales in Your Organization?
Or, are your salespeople pretty much on their own to meet the company’s sales and gross margin objectives?In too many companies I observe, salespeople are hired, thrown to the wolves and pretty much left to their own devices to “make it or break it.” When you think about it, this is a pretty nonchalant sales management philosophy, especially in relatively slow periods when your company really needs more business.Read more…Handling Interruptions And Feeding Monkeys
Where Do Interruptions Come From?The Boss• Who often has the power when it comes to setting prioritiesSubordinates• The more accessible you are, the more they’ll use/abuse youFellow workers• Interrupt for many reasons from social to work-relatedClients and customers• These you can’t ignorePhone• Sounds familiar?Dealing With Interruptions:When you’re interrupted, ask yourself what’s more important: the interruption or what you’re working on?Read more…Turning Customer Complaints Into Customer Referrals
It’s a mistake to think that because a customer has expressed dissatisfaction with your product or service they will not come back to you.They won’t return if you handle the situation badly. However, some of your most vociferous complainers could become your most loyal customers, because you handled the situation well and treated them with respect.Read more…How To Conduct Meaningful Meetings
Too many meetings, too little time. When the true cost of holding just one meeting is accurately calculated, it should provide sufficient motivation for us to want to ensure that all of our meetings are meaningful, necessary and can be justified.I am sure you have heard the one about meetings?Read more…#1 Selling Perspective for Revenue Driven Firms: Across All Industries, Revenue is King
I listen to talk radio, particularly sports talk. One of the hottest topics, if not the hottest is whether the San Francisco Giants should bring back Barry Bonds. For the two people on the planet that don’t know, he will be a free agent once the World Series is over.Read more…Motivation with Direction
Motivation empowers performance. Motivation with direction empowers positive performance. It can be easy to generate enthusiasm amid success.Read more…Sales Managers: Boost Your Credibility & Sales by Updating Your Database
I’ve been driving a Porsche Cayenne for more than two years, yet my leasing company keeps sending me letters imploring me to trade in my Mercedes SUV.They should know the Mercedes is long gone because they bought it from me!That’s how I got into the Porsche to begin with.Read more…Revenue Flat? Sales Stagnating? Get Inspired and Take Action!
Your sales team is working really hard, chasing every lead, making lots of customer presentations but sales continue to be flat. You can’t work any harder, yet revenue isn’t growing and you can’t seem to get at the real problem. You’re not alone and finding the right answer is feeling maddeningly impossible. And that’s because the truth is that there is no one answer. Read more…Want Sustainable, Profitable Customer Relationships? Practice Great Account Management!
Do you define success by the length of your client list? Are you content with low margins per account? Does high customer turn over make your day? I didn’t think so. Despite the obvious undesirability of these account characteristics, you may still suffer from one or all of them. So the question becomes, how to create profitable customer relationships that then become long-term customers? One answer is through superior, account management. Read more…Sales Consultants - how hiring sales consultants can add value to your business
Today, companies ranging from start-ups and small businesses to international organisations are turning to sales consultants to support sales growth. The attractiveness of engaging sales consultants, rather than recruiting sales people, often comes down to 5 core issues.Read more…Secret Mystery Shopping Can Be More than Point of Sale Evaluation
A company thinking of employing the services of a mystery shopper may well not be aware of the long term benefits that can be gained by operating a long term campaign. Secret Mystery Shopping can obviously tell the client company many things about its initial point of sale performance but this is far from the whole picture.Read more…Sales Consultancy - why sales is the new consultancy discipline
Rapid change in selling (and buying) processes is impacting sales in unprecedented ways, providing a driver for companies to engage a sales consultancy to re-shape their sales operations.Read more…What are the key areas where sales consulting can improve your top-line performance?
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.Read more…What are the options for outsourcing your sales force?
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.Read more…How an outsourced sales company can help your small businesses grow
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.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.