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Sales Management
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Go to page: [ 1 ] [ 2 ] [ 3 ] ... [ 6 ] [ 7 ] [ 8 ] [ 9 ] [ 10 ] 3 Ways to Increase Your Sales (25 Aug 2006)
What is marketing? Learn what marketing really is, and the three most important things to do to increase your sales.
Increasing Business Through Distributors (25 Aug 2006)
You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?
Is Your Sales Trust Factor High Enough to Win Against the Competition? (25 Aug 2006)
How high is your sales trust factor?
We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success (25 Aug 2006)
Bill, the vice president of sales reflected on his past. For a brief moment he was back in the jungle on the outskirts of DaNang, Vietnam. He made a speech that day too, a much more important speech. He peered into the eyes of those men he had to lead also. Young men, young warriors, young marines that looked up to him as their platoon sergeant. He looked at them and told them he believed in them. He made them a promise that day. He promised he would take them back, take them back home.
Set Yourself up for Trade Show Success (25 Aug 2006)
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started...
SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows (25 Aug 2006)
YIKES - There you are with great sales resistance, which
you could overcome if you knew what to do. This fellow is
asking for you to give up client info - and you don't know
what your client will say.
Back-to-School List - 10 Tips for Trade Shows (25 Aug 2006)
This is a great time to review your trade show program in
the same way you prepare for school.
Five Steps to Maximize Success in Targeting For Growth (25 Aug 2006)
The primary purpose of targeting and goal setting is to keep Territory Managers focused on the strategic objective of becoming the Supplier of Choice. The Target Growth Account platform can be used as a flexible guide to successful growth through targeting, goal setting and action planning.
Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)? (25 Aug 2006)
Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.
How Exhibitors Can Move More Attendees Closer to Buying (25 Aug 2006)
After giving seminars for exhibitors at over 100 conferences with tradeshows, I've honed these 26 tips to support your success. If you are a conference planner, consider visibly supporting your exhibitors' success by giving them this Tip Sheet in their welcome packet and/or via email before the show.
Investing in Your Sales Team (25 Aug 2006)
During times when both business and training budgets are tight, management often asks what can be done to improve the return on the company's investment of training dollars.
6 Common Mistakes in the Sales Hiring Process (25 Aug 2006)
It is so easy to hire a "salesperson" ... but so difficult and costly to find out you have made a mistake! Take a moment to review these six sales hiring mistakes and minimize your probability of hiring the WRONG sales person!
Sex, Drugs, & Rock-n-Roll at Trade Shows (25 Aug 2006)
You're at a trade show. Out of town. It's probably an
unfamiliar city. Maybe an exotic locale. Lots of strangers.
There's a client or two. A couple of buddies. Lots of
opportunities to do business. Lots of opportunities to get
yourself in a bind. What's standard at the office, applies
away from the office. If you don't know your company
policies, ask before you go.
How to Develop a Proactive, New-Business Sales Team! (25 Aug 2006)
I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and "up for it!" In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team...
The Differences Between A Commercial Collections Agency & Lawyer (25 Aug 2006)
If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.
When Its DUH? Time at Trade Show - 3 Little Words Save the Day (25 Aug 2006)
Think you're ready for the show? Maybe. But now you're standing in the booth and it's Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to really know?
The Hidden Competition: Avoiding the 2 Most Common Competitors (25 Aug 2006)
There are really only two types of competitor:
Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies (25 Aug 2006)
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
Sacking Clients: Brand Power Wheel (25 Aug 2006)
Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired...
Rotten to the Core: The Story of How the Best and Brightest can be Ruined (25 Aug 2006)
• Can your core culture be damaged by over motivation?
• Can recognition drive the wrong behaviors?
• Can incentives become counter productive?
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