Sales Management Information

Sales Management Information

Not Enough Fresh Sales Leads? Marketing is the New Sales


Your sales are down and leads are rare. The phone's not ringing.

Getting Off The Advertising And Sales Rollercoaster


Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store.

Increase Your Sales - Accept Credit Cards


Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.

Increase Your Sales Accept Credit Cards, Part 2


In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank.

4 Marketing Myths Threaten Your Sales


These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.

The Sales Carpenter


I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.

Transforming Your Sales Force by Creating Specific Expectations


I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission.

Raise Concern About Sales Competition, Not About Yourself


As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now.

Speed-up Your Sales Cycle


This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter.

Sales Tactics to Beat Your Competition


This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.

Discounting Your Way Into Sales Oblivion


I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen.

Sales Plan? Whats a Sales Plan?


In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details.

10 Things to Help Your Business When Sales Are Slow During the Holidays


Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don't have to do them all. Even doing just one will get you another rung higher on your business ladder.

3 Steps To Getting A Sales Meeting


The best way to get a new customer is to clearly identifywho you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like and alsoexamine any data or statistics you might have.

How To Use A Powerful Leadership Tool To Step Up Sales Results


Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase.

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08/12/2017 10:58 AM
Make More Sales By Being Contrary
Our thoughts shape who we are, and more importantly, what we do. Want to improve your business sales game? Because they run contrary to what most people do every day. The key to being successful in sales is in understanding what needs. On this article you will know what are the good things of being Contrary.
07/02/2017 10:49 PM
Principles of Hypnotic Writing
Well over a decade ago I bought and devoured an expensive course called "Hypnotic Writing" from Joe Vitale. If I remember correctly, it cost $1,000 and arrived in a heavy box with tons of CD's and two thick manuals. And it was perhaps one of the best investments I ever made in learning not just good, but great copywriting that converts like crazy.
06/28/2017 12:14 PM
How To Make Money By Giving A Free Course
There's a lot of strategy where you can offer a free course for a period of time, and because that course is free, it will likely attract a lot of new students or participants. At some point, students or participants will decide to convert that free course to a paid course and when it becomes a paid course, you can offer some promotional emails.
06/27/2017 12:08 PM
Forgotten Tips for More Sales
The more sales training material you've received, the more likely that you've forgotten the most important sales technique of all. Since in the very first marketing strategies, you've got more and more training materials on how to manage your business and times goes by many coaches and business experts shares their knowledge on this. In this article, you can see what are those tips that were forgotten to boost more sales of our business.
03/20/2017 11:38 AM
A Recipe For Success For The New Year
The Recipe For A Great 2017 - There is a great old story that pretty much predicts the kind of year you'll have in 2017. It's about a woman in a wheel chair who was moving into a retirement center. Her children had all moved away and her declining health made it impossible for her to live alone any longer.
02/17/2017 10:53 AM
How and When To Hire A Sales Agent in 6 Steps
When you're ready to spur sales, you may be ready to hire a sales agent, representative, or team. Growing pains are very real for all small businesses, so it's important that you be ready to bring on hired help and the repercussions of making this big decision. If you're thinking about having a sales agent sell your services on your behalf, consider these helpful tips to know how and when is the right time to pull the trigger: 1) Know your business backwards and forwards This may seem obvious, but your sales reps will only...
12/22/2016 02:16 PM
Sales Manager Responsibilities - Your First Goal Is To Know Your People
You've worked hard. You've achieved targets. As a sales person you're at the top of your game.
12/09/2016 09:12 AM
Three Questions to Ask Before Becoming a Sales Manager
Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.
12/05/2016 02:19 PM
Practical Decision Making: Getting It Righter
We limit our decision making practices to a search for 'good data' and a 'rational' choice. Yet this focus ignores the human factor: our subjective biases limit our search and adoption.
10/26/2016 02:34 PM
The Sales Script Flipped: Secrets of the Buying Process
In 2012, the global research and advisory firm Forrester Research reported that regarding B2B sales, business clients are now totally in the driver's seat and those with products and services to sell have much less influence over purchasing behaviors than was enjoyed a decade or two ago. The sales process has evolved and we have entered the era of the buying process. Business owners, professional services providers and sales professionals historically would strive to present ourselves as "trusted advisers," who expected to guide our clients through the sales process and influence their choices, ideally for mutual benefit. But now that the buying process rules, we say goodbye to all that.
09/30/2016 08:30 AM
Health Literacy: A Strategic Marketing Asset And Corporate Social Responsibility
Health literacy can be defined as people's competencies to access, understand, appraise and apply information to make health decisions in everyday life. It helps individuals make healthy choices in times where the boundaries between work and life aren't so clear anymore. When people fall ill, they seek the best treatments possible. But, how could they know about those treatments if they aren't provided with easy-to-understand information in the first place?
09/02/2016 09:39 AM
Give Your Business the Benefits of Automation and Grow the Revenue
The landscape of business has seen a massive transformation over the years, particularly after the arrival of cloud computing. Earlier, options were not there to run, control and manage operations and executive plans from outside the office premises.
08/09/2016 12:14 PM
Reliable Solutions to Plan Inventories
People hear about operations planning and sales. The whole thing is covered by many online websites who keep a count on all the essentials. The supply chain around the optimized inventor buffers can be enabled if required.
07/13/2016 01:56 PM
The Features Of Good Call Center Software
Whether you are in mortgage lending, insurance, brokerage, retail banking, telecommunications or the transport industry, you will need a call center software product that has all important features to help you effectively and smoothly run the call center. Besides efficiency in running the center, the software also needs to help you lower your operating costs within the center. There are lots of software solutions designed specifically for call centers, but the effectiveness all comes back to the features of the one you choose.
07/01/2016 10:19 AM
Use Salesforce CRM and Streamline Business Processes
It's important for businesses to have the privilege of being run from anywhere. They must not bother about investing in hardware or software to run or manage their operations. In a sense, they should leverage the cloud and get enriched with the best of cloud, mobile and social.
06/17/2016 10:45 AM
Reasons You Should Rotate Your Seasoned Sales Manager
Complacency can be a big problem for a sales program. When the sales team does well, it's easy to ignore them, to let things go along like normal and not think about changing anything. This can often be a mistake.
05/24/2016 04:25 PM
Does Your Business Need a CRM? See If You Recognise These Five Signs
In the lifecycle of every business, there comes a point where you need to take the leap and invest in business enabling technologies. CRM stands for Customer Relationship Management - and most business with more than a handful of staff and customers will grow to a point where they need it. Do you?
05/13/2016 01:28 PM
How a Mobile CRM Platform Improves These Five Facets of Your Business Operations
A Mobile CRM enables businesses to manage these elevated-level service requirements. It provides a greater utility tool for handling a modern-day business. Here we analyze five aspects of business, which has been probably changed forever through Mobile CRM.
05/09/2016 02:09 PM
A Case Study: Increasing Sales With Something Different
As a sale manager or business leader, I know you're thinking about your business goals for the coming year. In the spirit of fulfilling your purpose and achieving your goals, I wanted share with you a case study that shows how meditation can help you accomplish your sales goals!
05/04/2016 12:18 PM
How to Win Business in Any Market at Any Time
As a sales leader in an organization, you have the responsibility to keep your people focused on what it takes to win/sell in any market, any environment. Just like in a sport of any kind, stuff happens. No matter what happens, you cannot win just playing defense; you must have a good offense.
04/25/2016 04:47 PM
How Contextual Document Management Ensures Practical Utility to Your Data
With data being heralded as the pillar stone of all businesses, collecting and managing organizational data has become a science of its own. In a practical scenario, most business struggle to find the best purpose and utility of their data. At best, the data need to optimally fit into their existing business, aiding a normal process and structure.
03/01/2016 12:07 PM
5 Traits of an Outstanding Salesperson
There are some basic traits that all sales people need in order to be effective. If you have these traits, then sales might just be your niche.
02/24/2016 12:39 PM
5 Goals You Should Have During a Government Debriefing
Every government contractor should know about the debriefing process. This process follows a proposal loss and is key to understanding what you did right, what you did wrong, and how you can improve your proposals and offerings for future proposals. Companies that take advantage of the debriefing process typically double or triple their win rate on future proposals. This article will outline key concepts that you need to understand in order to take advantage of the debriefing process.
02/17/2016 10:44 AM
Surprising Sources of Sales Leads
Do you periodically reach out to failed sales and former customers? If not, you could be ignoring viable prospects. It's easy to think of a lost customer as lost forever. That might be true, but if you don't stay current with former customers, you could be sealing your fate unnecessarily.
02/11/2016 09:11 AM
2016 New Year's Sales Management Resolutions
Here we are, once again at the start of a new year. As you look ahead, what are your goals? What are the goals for your team and what concerns you most? Here are my 6 suggestions for New Year's Resolutions that, if implemented properly, will eliminate many or most of your sales problems.
02/03/2016 03:06 PM
Three Tips for Developing a Sales Forecast
Are you looking to develop a sales forecast? Follow these steps to help you understand how to do forecasting.
02/02/2016 02:24 PM
For B2B Sales Growth - Do Not DO This First
Most research shows that the most important goal, stated by almost all B2B businesses each year, is to get more new clients. But I am telling you - DO NOT go after new accounts until you do this first. This should not be your most important goal until you understand the following. WORK WITH YOUR CURRENT CLIENTS FIRST.
01/27/2016 04:16 PM
Five Attributes That Guarantee Superior Sales Results
Everyone wants a powerful Sales Team. Here are 5 Salesperson attributes that guarantee exceptional results.
01/27/2016 02:22 PM
ROI Benefits of a CRM for Your Business
Are you guilty of still using an excel spreadsheet to manage your leads, customers and sales pipeline? Think a CRM is too costly or not appropriate for your small or medium business? Wondering why you fail to grow your revenue? Customer Relationship Management (i.e. CRM) have been a key enabler technology for many successful business and have a very appealing ROI.
01/20/2016 09:16 AM
What It Takes to Select the Ideal Salesforce Consulting Partner
Several aspects have to be considered before selecting the right Salesforce Consulting Partner as partnering with the wrong Salesforce Consulting Company can incur losses for your organization than profit. Let's take a close look on some of the best strategies to follow while selecting the most desirable Salesforce Consulting Services provider.
12/28/2015 12:21 PM
The Sales Manager's Performance Cycle
Background - I first worked with the client back in 2011 when they were a fledgling firm with only a handful of salespeople. They took the plunge to expand and up-scale their operation during 2013 and 2014, and I received the call from them last week.
12/11/2015 07:41 AM
How To Convert Customers To CLIENTS
Business owners and managers are often confronted with being able to differentiate between obtaining customers, as opposed to maintaining and servicing clients. Basically, a customer is someone who purchases something, or uses some service, without commitment or serious consideration of maintaining any type of serious commitment or allegiance. On the other hand, a client generally feels a greater kinship and connection, and therefore, often becomes the type of word - of - mouth ambassador, who is usually one's greatest source of referrals and references.
12/10/2015 04:04 PM
Hire Salespeople Who Sell
At my keynotes, the question is always "How do I hire better salespeople?" Unfortunately, there is no simple answer to this question. One thing you must recognize is that your recruiting process is perfectly designed for the team you have today. So, if you need more productive salespeople, you will need to change your recruiting process. So, where do you start?
12/10/2015 10:15 AM
Raising the Bar For Sales People, Part 2
Holding sales people consistently accountable to higher standards is difficult because it requires the discipline of regular inspections and tough conversations. You must classify them in one of the four following categories relative to their performance and and have the corresponding discussion.
11/06/2015 07:49 AM
Metamorphosis From Sales to Management
In the world of Sales, many salespeople go to bed on Friday nights and are mysteriously transformed after three sleeps; emerging on Monday mornings as fully formed Sales Managers. Caterpillars and butterflies look and behave differently because they are totally different, even though in some species they retain latent characteristics of their former selves. Salespeople emerging over a weekend into Sales Managers look and behave the same as they did on Fridays because they are the same person - apart from being richer, wiser, and a good deal happier.
11/02/2015 10:48 AM
It's The Manager Stupid
I learned a long time ago is that sales success has less to do with the individuals in the sales team than it has to do with the person managing the sales team. Whenever I've asked senior management 'what's the difference between that high performing team and that low performing team' the short answer has always been 'the difference is the manager'. It's the same in football - when you change the manager you change the luck of the team (apart from NUFC!).
10/14/2015 01:12 PM
Why You Don't Get the Sale
I've read that a Solopreneur consultant's main competition is not another Solopreneur consultant who provides similar services. The real competitor is the client. As the less than stellar economy grinds on, enriching primarily the top 1% of the population plus a few lucky folks in the (shrinking) middle class, that statement gains more credence every day. Prospective clients have a boat load of excuses to enable them to slide away from a contract, or cut back what was originally promised. Do you ever wonder what could possibly be on the minds of clients and prospects who promise you the moon and then either disappear or offer up a very paltry version of the original proposal?
09/14/2015 01:47 PM
3 Strategies to Improve Sales Forecast Accuracy
The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let's look at two ways this core issue is typically handled.
09/11/2015 12:07 PM
5 Sales Coaching Questions to Better Qualify Forecasted Deals
There's no more frequent conversation between a sales manager and a sales rep than one that starts, "What are you going to sell this month?" And all too often, the rep's projections come up frustratingly short of forecast. Here are five questions you can ask your salespeople to help you evaluate how much trust you should place in the accuracy of their forecasts. These questions will also help your reps focus on actions they can take to improve the odds of closing their deals.
07/10/2015 04:27 PM
The Pareto Principle - How It Can Help in Your Business
What businesses need to strive for are the right customers. Applying the Pareto Principle can easily define who the right customers are for your business.
06/15/2015 10:40 AM
Are Managers Using the Wrong Incentives With Their Salespeople?
The assumption that too many organisations still make is that the way to improve performance, increase productivity and encourage excellence is to reward the good and punish the bad. Sometimes this carrot and stick approach works but many times it doesn't. So what do you need to do, raise the rewards and get tougher on the punishments?
06/01/2015 10:56 AM
GROW to POWER
Whilst the GROW model is a very good first step in acquiring basic coaching skills, the POWER model is more effective in a business environment. POWER seeks to build on basic coaching skills and to move those involved in improving the sales performance of salespeople to the next coaching level.
06/01/2015 10:39 AM
How to Alienate Your Sales Team
After 50 years in business, most of which has been in sales related roles, it seems to me that there is a great appetite by many sales managers to alienate their sales teams. This article will help you do this quickly.
05/12/2015 12:27 PM
Improving Customer Attrition Requires As Much Heart As Smart
Sales managers typically attempt to resolve their customer attrition challenges from the marketing perspective by generalizing customer priorities, profiling customers into pre described types, and driving to a quick fix solution in the name of a profound desire to be known as one who executes. This article posits the need for soul in conducting a customer attrition strategy. Spreadsheets and formulas are smart solutions but only heart will produce a sustainable, winning result.
04/24/2015 02:58 PM
Defeating the Most Common Mistakes With Distributor Agreements
You can increase odds of a distribution partnership succeeding by paying attention to and defeating the common mistakes made in distribution agreements. This article identifies eight of the most frequent mistakes in distribution agreements, and recommends how to defeat them.
04/24/2015 08:37 AM
Perks Of Using Specifically Designed Pharma CRM Software
Things need to be carefully tracked in order to maintain the record of the performance of the company and the individuals, like representatives and managers, associated with the company. Nonetheless, maintaining and securing the records of hospitals, nursing homes, and clinics, where the drugs and services of the company are supplied is also a great challenge for the management body of a pharma company.
04/21/2015 12:53 PM
Irrelevant Leads Vs Canvassing for Prospects - Make or Break or Blame?
And so it begins... you pick up that phone, you dial a number and YES, you get an answer... at the other end of the line an angry, tired from a difficult morning at work individual, who registered on your website because he saw a promotional banner that he doesn't remember, doesn't know what it is that you do and has no interest whatsoever in spending any European, American or Japanese currency on your offering.
04/20/2015 03:34 PM
The Sell Side of Things
Exploring the unseen support behind the sales team. There have been countless number articles on sales and how to sell. A sale is not a single transaction by a single person as is generally perceived. It is a strategic process...
04/13/2015 10:54 AM
7 Reasons Why Your Sales Team Is Not A Sales Force
One of the top gripes companies have on a consistent basis is that their sales team is not selling. To fix that, you need to ask a clarifying question, "Do we have a Sales Team or a Sales Force?" Sales Teams wait around for the sales to happen. Sales Forces generate sales. There is a fundamental difference between these two sales ideologies, and it will affect the overall predictability of your business revenue. If you are waiting around for a client to call and give you a sale, it is impossible to predict when and how much. We see this time and again and when those numbers don't come in, there is an awful lot of pain that goes around. You need a force of sales professionals that smash the market with productive revenue generating activity. If you are salivating and wondering how to make this happen, you first need to understand why your Sales Team is not a Sales Force. Through a wealth of experience, we've found that these are the top 7 reasons why the Force isn't with you.
04/13/2015 10:46 AM
Culture: The Sales Driver Or Sales Killer
Have you ever walked into a business, looked around at the drained energy in the office and wanted to ask, "Who died?" You just walked into a culture catastrophe. Culture is one of those elusive factors of business success that most organizations can't seem to get their hands and minds around. Sales culture is even more elusive and to create it, you need everyone indoctrinated from the janitor to the CEO. So what is sales culture? Let's look at two different stories to answer this question.


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