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Information
How to Prospect - Common Sense Isn't So Common
I have been teaching sales people Prospecting skills for over 25 years. With all the advances we have experienced in business during that time I thought sales people would have "wised up" to what is required to be successful. But it doesn't seem like it.Read more…Sales Prospecting and a Targeted Selection Process
What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. It can be as simple as choosing an industry, picking a company name out of the yellow pages, understanding the appropriate level of contact to call on, and investigating a name that goes with the title.Read more…Proposed Business Opportunity Rules and Mandatory Disclosures
All franchise companies have mandatory pre-sale disclosures to all buyers and in many states there are required disclosures for Business Opportunities, but not all states. The Federal Trade Commission (FTC) is proposing separating the “Franchise Rule” and have a special category for Business Opportunities and in these new proposed rules Business Opportunities no matter if their states has no disclosure rules would have to disclose certain information to all buyers.In the FTCs proposed rule making official report they have come up with what they believe will be fair to all consumer buyers of Business Opportunities (Biz Ops) and below is an excerpt;“Reduced Mandatory Disclosures”“The proposed Business Opportunity Rule contains five mandatory disclosures pertaining to earnings claims, lawsuits, refund policy, cancellation and refund requests, and references.Read more…Responding to Bird Flu Pandemic Readiness From Customers
Soon large corporate clients will be asking you if indeed you will be able to manage incase of a Bird Flu Pandemic. They will want to know if indeed your company will still be around to supply them in the event there is a Bird Flu Pandemic? What will you tell them?Read more…Is Your Company "Selling"?
Every single day, we are all in midst of a revolution that keep shaking the business foundation. No, it’s not about the stock markets news, large scale corporate announcement that you are watching on television.The revolution we are talking about is the very basic and the prime connections of business existence.Read more…The "References Checks Are A Waste Of Time" Myth
Many sales managers and business development officers find that checking an applicant's references is a futile activity. They say to themselves, “why should I waste my time calling the references given to me by a candidate for a sales position, when it is obvious that the applicants only list people on their resume that will give them a positive recommendation”. So, they talk themselves out of employing one of the most effective screening tools available to them.Read more…The "Hire Someone With Product Knowledge" Myth
Hiring a candidate for your sales position who has “product knowledge” seems on the surface to be a smart move. Don’t believe it! Product knowledge is highly overrated by most sales manager and has little to do with a representative’s ability to close sales.Read more…How to Recognize Your "True" Sales Performance Competencies
Let’s first define what we mean by a “core competency.” We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success.The term Core Competencies refers to those essential elements in the sales process that most directly impact your success.Read more…The Vital Few
Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto's ratio, known as the 80/20 rule or the Pareto Principle, says that in most cases, 80% of production comes from 20% of producers.Read more…Avoiding the Customers You Don't Want: The 10 Warning Signs of Trouble
The truth is, not all customers are equal. It's common knowledge: to succeed, we must concentrate our marketing efforts on the customers who are most profitable.I believe that the obverse is true, too.Read more…Sales Effectiveness: How to Raise Performance of Your Sales Staff
A survey of 44 US firms found that an outstanding salesperson (earning an average of $41,777) sold $6.7 million. Compare that with an average performer selling $3 million.Read more…How To Generate Pre Qualified Leads For Your Sales People
One marketing guru explained the situation of lead generation by telling me I can't give you 1 marketing route that can get you 30 new leads, but i can give you 30 new marketing routs that can get you 1 new lead.This is the great secret of sales process. The process once established will keep churning the market potential for you.Read more…Sales Appointment Planning
This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate. They normally have a planning day to make appointments, follow up quotes and catch up with any paper work.The appointment making is the part where they come unstuck.Read more…B2B Sales Lead Generation Investment: Match Your Demand Generation Programs To Sales Needs
Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation. Billions more dollars are spent to fulfill and follow up on marketing responses, and to determine which sales leads are qualified and ready for sales attention. Unfortunately, much of this investment in B2B sales lead generation is wasted.Read more…How to Develop a High Performance Sales Team
The basic elements of sales have remained the same for decades, for example prospects still buy on emotion, they may use logic to back up or reinforce the decision they have made, but they always buy on emotion. Everything a human being is involved with including purchasing whether privately or in the course of their daily work life is based on emotions. How did it go last time I did this?Read more…Top 10 Attributes of Successful Sales Managers
The Five Cs of Trust Character Competence Confidence Credibility CongruenceThe Five Points of Presence Charisma Enthusiasm Optimism Empathy VisionWhy do you suppose that the first major category deals with trust? The ability to gain and keep trust is a vital factor in being able to influence your team. Research has shown, time and time again, that trust is always a contributing factor in the ability to influence others.Read more…How to Sell Your CFO on Sales Training
Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they know they’re wasting at least half their sales training budget dollars; the problem is they don’t know which half. And from a sales management perspective, if you don’t use your training budget, you’ll lose it.Read more…Auto Sales Training
If you're a salesperson whose dealership has recently gone online, you're probably wondering about the best way to handle online customers. This new breed is entirely different, and dealerships everywhere are incorporating internet sales techniques into their existing auto sales training programs as a result.The internet buyer is much more discriminating than their offline counterpart.Read more…Are You A Model Role Model?
Sitting in hotels and airports provides ample opportunities to observe the world around you. As I sat in the lobby of a very nice resort, I couldn’t help but overhear the General Manager tell his staff to “have a great day and make everyone you contact have a great day too.” Make no mistake, that same discussion happens in nearly every hotel and resort in the world.Read more…Magic Number Calculator - A Diagnostic Approach to Sales Performance
We discussed the most overlooked Key Performance Indicator is the "magic number," which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal. In early 2000 I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years.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.