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Articles by Sam Manfer

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By Sam ManferRecently published1 topic

***Sales Management - 7 Selling Tips on Handling Price, Price, Price

Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, as in, “Get us the best deal.” Price could be in this range, or within my budget, or what I can afford. Price could be, “We’re big and we know we can squeeze you.” So here are some tips to handle price.

Primary topic: Sales Management Training

Sales Management Training

4,063 views3.2/5 (40)

By Sam ManferRecently published1 topic

***Your Next Sale Is the Game of Your Life

Today's sale, this month's target, your yearly quota -- this is the game of your life. Why, because you're only as good as your last accomplishment. If you win, you're praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you to your next phase -- your new status, your new income, your new office, your new job. So what are you doing to prepare for the game of your life? Sales managers, what are you doing to prepare your team? They are your only game in town right now?

Primary topic: Sales Management Training

Sales Management Training

2,392 views3.5/5 (37)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels

A CEO is working with a lot of papers on his desk. Unde eath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed because it has left an ugly mark. He calls his admin and she’s also distressed. The VP of Sales is next door and he calls her over to look. She’s no help. Then the admin says, let’s call maintenance. George the maintenance guy comes up. He gets some Old English Polish, applies it, and the scratch disappears.

Primary topic: Sales Management Training

Sales Management Training

2,568 views3.5/5 (20)

By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alte ative. Better in an area of importance to someone is worth more money. Keep in mind, doing nothing is an alte ative and many times, your biggest competitor. Showing you’re the best of the choices available is called differentiation. You separate yourself, your company and/or your solution from the others.

Primary topic: Sales Management Training

Sales Management Training

2,488 views3.4/5 (21)

By Sam ManferRecently published1 topic

***Relate Immediately with People by Matching Your Chemistry

Put People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The fastest and easiest way to do this is to match your style to theirs. All people feel most comfortable when your style is similar to theirs.

Primary topic: Sales Management Training

Sales Management Training

3,776 views3.8/5 (8)

By Sam ManferRecently published1 topic

***Create the Confidence Necessary to Win-Over C-Level Executives

Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence.

Primary topic: Sales Management Training

Sales Management Training

3,374 views4/5 (6)

By Sam ManferRecently published1 topic

***Relationships Networking – How to Meet the People or Person of Your Dreams

Networking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these contacts for this task. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Primary topic: Sales Management Training

Sales Management Training

3,192 views4.5/5 (4)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships

Credibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you. So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the time to think about how you’ve done it. You meet someone and you do your thing. Well here’s what to focus on while you’re doing your thing – respect, trust, and results.

Primary topic: Sales Management Training

Sales Management Training

2,685 views3.4/5 (11)

By Sam ManferRecently published1 topic

***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred

It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that sneaks-in under the radar that will be yours. For those projects that have to be bid, you’ll know when they are coming down the pike. You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.

Primary topic: Sales Management Training

Sales Management Training

3,321 views4.3/5 (3)

By Sam ManferRecently published1 topic

***7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”

Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.

Primary topic: Sales Management Training

Sales Management Training

2,360 views4.8/5 (4)

By Sam ManferRecently published1 topic

***6 Sales Management Drills for Relationship Selling to CEOs and Top Executives

Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you realize the advantages, you’ll start focusing on getting to CEOs, profit center leader, or top officials and their immediate staffs.

Primary topic: Sales Management Training

Sales Management Training

2,790 views4.7/5 (3)

By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt

Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mea C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too smart either. Senior executives are a well protected and scary bunch. To win them over, one must have a confident resolve and a strategy to sail into their waters. Intimidation is an anchor.

Primary topic: Sales Management Training

Sales Management Training

3,881 views3.5/5 (4)

By Sam ManferRecently published1 topic

***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales

Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling.

Primary topic: Sales Management Training

Sales Management Training

4,109 views3.3/5 (4)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide

“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. It may look something like, “You’ve got a problem you need to solve as it relates to …. You’re probably looking for solutions and you’re trying to find someone to help you. I’m curious what you see as your problem and what your concept of a solution for it is?”

Primary topic: Sales Management Training

Sales Management Training

3,640 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Sales Management -- Helping Salespeople Handle Gatekeepers and Voicemails

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have discussions with each before upcoming sales calls and pursuits. It should go something like this. "Who’s your prospect? "Who will you be meeting or calling on today? " "What will you be prepared to say when this person resists introducing you to others?

Primary topic: Sales Management Training

Sales Management Training

3,342 views4.5/5 (2)

By Sam ManferRecently published1 topic

***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates

Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is that sales people believe this nonsense and then feel it is now unnecessary to get to the top people. All committees or delegates do is gather information (leg-work) and past their thoughts upward for the final decision.

Primary topic: Sales Management Training

Sales Management Training

2,845 views4.3/5 (3)

By Sam ManferRecently published1 topic

***Executive Reluctance: 5 Tips for Overcoming Fear and Making the Sale

What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success. Most sales people quickly boast ...What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.

Primary topic: Sales Management Training

Sales Management Training

2,775 views4.3/5 (3)

By Sam ManferRecently published1 topic

***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships

It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have relationships – good ones and weaker ones.

Primary topic: Sales Management Training

Sales Management Training

3,051 views4/5 (3)

By Sam ManferRecently published1 topic

***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears

Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these people over. It works for both business and personal relationships.

Primary topic: Sales Management Training

Sales Management Training

2,899 views3.8/5 (4)

By Sam ManferRecently published1 topic

***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business

What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an account is the people. This means the account plan is made up of relationship plans for the profit-center leader and his or her staff of how you and each of them will continues working together for the benefit of each other.

Primary topic: Sales Management Training

Sales Management Training

3,570 views4/5 (2)

By Sam ManferRecently published1 topic

***C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers

Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they don’t want you to go past them.

Primary topic: Sales Management Training

Sales Management Training

3,060 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Selling Tip 12 – Level to Level Selling Is a Myth

CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title credibility only lasts until the titled person opens his or her mouth. Transferred Credibility

Primary topic: Sales Management Training

Sales Management Training

2,823 views3.4/5 (5)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More

Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are also people in associations, consultants, and within your own organization that have benefited from working with you. These are people you can use to make introductions for you to hard-to-see executives.

Primary topic: Sales Management Training

Sales Management Training

2,735 views5/5 (1)

By Sam ManferRecently published1 topic

***C-level Selling Tip 7 – Leveraging Your Golden Network

Get support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out.

Primary topic: Sales Management Training

Sales Management Training

2,719 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations

The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do all the talking and executives like to do all the talking. 3. Answering your questions will let you know the executive’s thoughts feelings and desires, and this is what you’ll build your presentation around.r

Primary topic: Sales Management Training

Sales Management Training

2,588 views4/5 (3)

By Sam ManferRecently published1 topic

***Presentation Tactics to Make Your C-Level Audience Buy into You

Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control.

Primary topic: Sales Management Training

Sales Management Training

2,706 views5/5 (1)

By Sam ManferRecently published1 topic

***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle

You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final approval. The term delegate basically means, “You do the legwork and report your finding back to me.”

Primary topic: Sales Management Training

Sales Management Training

2,704 views3.5/5 (4)

By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications

Win-Over C-Level Decision Makers with Effective Communicationsr Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations

Primary topic: Sales Management Training

Sales Management Training

3,079 views4/5 (2)

By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives

Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly.

Primary topic: Sales Management Training

Sales Management Training

3,749 views3/5 (3)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection

How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final decision. It’s not to say that C-levels and other executives aren’t busy. However, if this sale is a go project, it will affect this C-level and his status with the company. Therefore, he will want to know what’s going on to be sure his expectations are going to be fulfilled.

Primary topic: Sales Management Training

Sales Management Training

2,440 views4/5 (3)

By Sam ManferRecently published1 topic

***C-Level Selling - The Most Powerful, Yet Least Used Sales Questions

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this, "Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why. Another common occurrence, "What’s the price?" Then there's some discussion and or negotiation, and finally the customer says, "Okay, I'll buy it," in so many words.

Primary topic: Sales Management Training

Sales Management Training

2,522 views5/5 (1)

By Sam ManferRecently published1 topic

***C- Level Selling: Increasing Your Chances of Winning Competitive Bids

The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline.

Primary topic: Sales Management Training

Sales Management Training

2,282 views5/5 (1)

By Sam ManferRecently published1 topic

***Sales Training: 8 Steps To Close Sales Quickly

"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts. 1. How Do You Get the Order? Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.

Primary topic: Sales Management Training

Sales Management Training

2,260 views5/5 (1)

By Sam ManferRecently published1 topic

***Sales Management -- Selling and Business Development in the 21st Century

The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient.

Primary topic: Sales Management Training

Sales Management Training

2,208 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Selling Tips – Keep Competition Out of Your Key Accounts

Competitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about negatively and again vulnerable. If you haven’t stayed in touch reinforcing your ability to assist with opportunities or mitigate threats in their business or job functions, you’re not top of mind when competition promotes how they can be of better service.

Primary topic: Sales Management Training

Sales Management Training

2,206 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Selling - Large Account Plans Require Both Parties’ Participation

Most sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. Second, they don’t hold themselves and the large account’s people accountable for the actionable ideas generated.

Primary topic: Sales Management Training

Sales Management Training

2,149 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation

Approaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is positive projection and preparation. Say to yourself that you are capable enough and smart enough to go face to face with this corporate exec, high government official, doctor, etc. Preparing for this meeting will help you feel more comfortable and confident. Preparing Yourself

Primary topic: Sales Management Training

Sales Management Training

3,161 views4/5 (1)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling Eliminates The Need for Low Price Bidding – A Case Study

Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding. Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.

Primary topic: Sales Management Training

Sales Management Training

2,067 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – How to Differentiate When Selling

It’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different people, different number of installations, different sizes and shapes, different services, different locations, different customers, etc.

Primary topic: Sales Management Training

Sales Management Training

2,058 views5/5 (1)

By Sam ManferRecently published1 topic

***Turn Prospecting Rejection into Future Sales Opportunities

Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity.

Primary topic: Sales Management Training

Sales Management Training

1,993 views5/5 (1)

By Sam ManferRecently published1 topic

***Be Distinct Or Be Extinct

Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes.

Primary topic: Sales Management Training

Sales Management Training

1,928 views5/5 (1)

By Sam ManferRecently published1 topic

***Networking Magic for C-Level Relationship Selling

Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Primary topic: Sales Management Training

Sales Management Training

2,423 views3.3/5 (3)

By Sam ManferRecently published1 topic

***Preparations for C-Level Presentations Make Perfect

Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain.

Primary topic: Sales Management Training

Sales Management Training

1,860 views5/5 (1)

By Sam ManferRecently published1 topic

***The Proactive Recessionary Birds will Catch the Economic Recovery Worms

Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by? The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by?

Primary topic: Sales Management Training

Sales Management Training

1,786 views5/5 (1)

By Sam ManferRecently published1 topic

***The Two Most Neglected Selling Elements

There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.r

Primary topic: Sales Management Training

Sales Management Training

1,785 views5/5 (1)

By Sam ManferRecently published1 topic

***C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut

I can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and $1.35 million for winning the tou ament. The comment by Phil was "Let me get this straight. I shoot a 65 and win $1.3 million and Tiger shoots a 70 and wins $10 million?" That's right. Tiger was consistent over time. Phil had a great day.

Primary topic: Sales Management Training

Sales Management Training

2,134 views3.3/5 (3)

By Sam ManferRecently published1 topic

***C-Level Sales Management - Who’s Ready for More Sales?

“When the student is ready the teacher will appear.” The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? Let me ask you, if you could get more sales, would that help your company's performance?" He of course said, "Yes."

Primary topic: Sales Management Training

Sales Management Training

2,344 views3.5/5 (2)

By Sam ManferRecently published1 topic

***C- Level Selling -- Subtleties Make Big Differences in C-Level Selling

Over the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc.

Primary topic: Sales Management Training

Sales Management Training

2,396 views4/5 (1)

By Sam ManferRecently published1 topic

***Networking Works; Cold Calling Leaves You Cold

Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message.

Primary topic: Sales Management Training

Sales Management Training

1,477 views5/5 (1)

By Sam ManferRecently published1 topic

C-Level Selling Tip 6: Networking, Use Your Resources

If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really know. If you don’t, you’ll say you don’t know anyone. Once you realize all the people you know, then, you’ll have to determine who the right contacts are to connect you with the decision makers you want to meet. Finally you’ve got to know what to say in order to get the right introductions.

Primary topic: Sales Management Training

Sales Management Training

2,066 views3.5/5 (2)

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