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Articles by Sam Manfer

Browse published articles attributed to Sam Manfer, with full-archive search.

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By Sam ManferRecently published1 topic

Creating a Targeted Prospecting Strategy

Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for their research and efforts. Over the next several articles, I will share with you my suggestion of how you should handle these current and prominent selling issues/ challenges. I also encourage you to read their report and their insights.

Primary topic: Sales Management Training

Sales Management Training

2,061 views

By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Gaining the Confidence Required for Selling High

It's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence. Confidence is a sales person’s biggest asset. It enables a sales person to feel s/he belongs with top decision makers. Confidence enables a sales person to ask penetrating questions to everyone s/he meets, and confidence enables a sales person to ask for what s/he wants.

Primary topic: Sales Management Training

Sales Management Training

2,028 views

By Sam ManferRecently published1 topic

***C-Level Selling During This Recession - The Low Price Issue

I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn. As I introduced ...I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn.

Primary topic: Sales Management Training

Sales Management Training

2,015 views

By Sam ManferRecently published1 topic

Sales Management III - What Works

“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III) A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) and deal with it.” Whatever this bad apple is doing is working and you want to keep him going. The point: Don’t mess with what’s working well.

Primary topic: Sales Management Training

Sales Management Training

2,003 views

By Sam ManferRecently published1 topic

Sales Management II – What Managers Should Do for Off the Charts Selling

Sales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do”

Primary topic: Sales Management Training

Sales Management Training

1,971 views

By Sam ManferRecently published1 topic

***Good Work Won’t Win the Next Sale

When people buy from you they expect good results. So when they get what they paid for, it’s really nothing special. Therefore, when it’s time to buy again, those same people will consider you because you delivered. But they won’t necessarily buy from you, because again, it wasn’t anything special. On the other hand, if there was a problem of any sort, you’re remembered as a problem, even if you corrected it. Consequently when it’s time to buy again your chances are slim.

Primary topic: Sales Management Training

Sales Management Training

1,966 views

By Sam ManferRecently published1 topic

Sales Management I / III – A Better Way to Motivate Sales People

Sales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move

Primary topic: Sales Management Training

Sales Management Training

1,957 views

By Sam ManferRecently published1 topic

***Sales Management in This Recession - Improve Your Sales Team’s Performance

We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster. Back to the two ladies I talked ...We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster.

Primary topic: Sales Management Training

Sales Management Training

1,950 views

By Sam ManferRecently published1 topic

***5 Tips for Getting Meetings with Corporate Leaders

C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected. Worse yet, of the ones fortunate enough to get meetings, most are never able to ...C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected.

Primary topic: Sales Management Training

Sales Management Training

1,917 views

By Sam ManferRecently published1 topic

***C-Level Relationship Selling: Selling at the Executive Level -The 5 Elements - Part II - Focus

Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives. So this five part series is intended to ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives.

Primary topic: Sales Management Training

Sales Management Training

1,914 views

By Sam ManferRecently published1 topic

***C-Level Selling - The Great Customer Experience Happens When C-Level Executives Are Satisfied

How much time do you spend with the senior staff of you customers? I’ll bet not much – that’s not good. I’ll also bet that if by chance you do know them, you check-in to only say hello and see if there is anything they can give you – that’s not good again. And if you don’t know them, you only try to gain access to them when there’s something you want – that’s really not good.

Primary topic: Sales Management Training

Sales Management Training

1,907 views

By Sam ManferRecently published1 topic

***C-Level Selling -- The First Rule for Handling Gatekeepers and Blockers

Always assume you'll be blocked and rarely will you be incorrect. Suppose you meet with someone -- your initial contact – and you get along well. She or he likes what you have to say. She or he sees the benefits. Everything seems fine. What typically happens next? Well, you might ask for the ...Always assume you'll be blocked and rarely will you be incorrect.

Primary topic: Sales Management Training

Sales Management Training

1,887 views

By Sam ManferRecently published1 topic

***If You Want More Sales, Then You Need Advanced Sales People

Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you. I hear every ...Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you.

Primary topic: Sales Management Training

Sales Management Training

1,830 views

By Sam ManferRecently published1 topic

***Sales Management Training: Differentiating Your Business during This Recession

It’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales. ...It’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales.

Primary topic: Sales Management Training

Sales Management Training

1,826 views

By Sam ManferRecently published1 topic

***7 Reasons C-Level Relationship Selling Eliminates the Need for Low Price Bidding

1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like. 2. The other thing I learned ...1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like.

Primary topic: Sales Management Training

Sales Management Training

1,815 views

By Sam ManferRecently published1 topic

***Sales Management: More, Better, Faster Requires Change

I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster. However this is the classic ...I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster.

Primary topic: Sales Management Training

Sales Management Training

1,792 views

By Sam ManferRecently published1 topic

***C-Level Selling: Fear Is a Sales Person's Biggest Challenge

Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other statements about this executive, ...Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected.

Primary topic: Sales Management Training

Sales Management Training

1,782 views

By Sam ManferRecently published1 topic

Sales Management II – What Managers Should Do for Off the Charts Selling

Sales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do”

Primary topic: Sales Management Training

Sales Management Training

1,774 views

By Sam ManferRecently published1 topic

***Networking Works Part II – The Message That Makes Networking Work

Your words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ...Your words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ways.

Primary topic: Sales Management Training

Sales Management Training

1,763 views

By Sam ManferRecently published1 topic

***Accurate Sales Forecasting

Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost. The simple system ...Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost.

Primary topic: Sales Management Training

Sales Management Training

1,738 views

By Sam ManferRecently published1 topic

***C-Level Relationship Selling - 10 Tips For Developing C-Level Relationships

Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously. 1. Use your ...Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously.

Primary topic: Sales Management Training

Sales Management Training

1,721 views

By Sam ManferRecently published1 topic

***C-Level Relationship Selling During This Recession Requires More tha Getting People to Like You

Getting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling. Hopefully this will clear up why liking doesn’t make a relationship nor put money in ...Getting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling.

Primary topic: Sales Management Training

Sales Management Training

1,696 views

By Sam ManferRecently published1 topic

***Slaying The Gatekeepers: How To Get To The Leaders And Win The Sale

“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward. It’s ...“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward.

Primary topic: Sales Management Training

Sales Management Training

1,691 views

By Sam ManferRecently published1 topic

***Developing Positive Self Esteem and Confidence

Lack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that. But ...Lack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that.

Primary topic: Sales Management Training

Sales Management Training

1,671 views

By Sam ManferRecently published1 topic

***C-Level Selling - A Sales Person's Best Resource

Up and out -- that is my motto. Whenever I'm pursuing a contract, project or deal, I find out who all the top level people are in the organization. Then I focus on how I'm going to spread like a virus in an organization and get to them. But the leaders who are always the most helpful are those in the sales department. No matter what I've been selling -- automation equipment, warehousing equipment, electronics, or consulting services, the selling organization always seems to be the easiest to get to, and provides the most insights about the organization.

Primary topic: Sales Management Training

Sales Management Training

1,668 views

By Sam ManferRecently published1 topic

C-Level Selling: What’s in Your Solution Portfolio?

You sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but they are very poignant and constantly sought after. Your Solution Portfolio

Primary topic: Sales Management Training

Sales Management Training

1,646 views

By Sam ManferRecently published1 topic

***Getting Hired During A Recession

Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to ...Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to none.

Primary topic: Sales Management Training

Sales Management Training

1,634 views

By Sam ManferRecently published1 topic

***C-Level Selling: Move From Vendor To Preferred Supplier by Relationships Selling Corporate Leader$

Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account. The sad truth is that most sales people believe they are high ...Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account.

Primary topic: Sales Management Training

Sales Management Training

1,618 views

By Sam ManferRecently published1 topic

***Eliminate 2 Common And Critical Selling Mistakes by Using C-Level Relationship Selling

The New Account Syndrome The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new technology or new services to new accounts. ...The New Account Syndrome

Primary topic: Sales Management Training

Sales Management Training

1,602 views

By Sam ManferRecently published1 topic

***The Most Important Selling Tip

Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really want to know is if I have an easy button or a ...Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy.

Primary topic: Sales Management Training

Sales Management Training

1,561 views

By Sam ManferRecently published1 topic

***Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better

How would you rate the skill level of each of your sales people? What are you doing to improve each person’s skill level? In other words are your sales people as good as you think they should be and if not, what are you doing about it. Sales goals are made or missed because of management. Good managers keep their fingers on the pulse of business. They know what to expect and if those standards are not being met, they takes actions to make their salespeople better. Better means selling more, but selling more requires improving sales people’s selling skills.

Primary topic: Sales Management Training

Sales Management Training

1,549 views

By Sam ManferRecently published1 topic

***Lead with “You” For Proactive Relationship Selling

What do you say when you call on potential buyers or the top executives of your clients organizations? If you’re like most, you’ll do some chit chat and then say something similar to, “I just wanted to check on how we’re doing with the XYZ project.” Then probably before you leave, you’ll say, ...What do you say when you call on potential buyers or the top executives of your clients organizations?

Primary topic: Sales Management Training

Sales Management Training

1,530 views

By Sam ManferRecently published1 topic

***Capturing C-Level Quality Leads

Quality leads, especially those of C-level executives, generate sales. These leads will come as the result of effective passive and active marketing. Part I -- Passive Marketing Since we live in an Internet world, if you don't have Internet presences, you're behind your competition. Actually, today, if you don't have a Web 2.0 presence you're even further behind. So every sales person needs to develop their own (not their company’s) Internet presence. Level I - Website, E-news, Blogs

Primary topic: Sales Management Training

Sales Management Training

1,523 views

By Sam ManferRecently published1 topic

***Sales Manager Coaching

If you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are. First, does your sales manager know where his/her sales will come from by account, by product / service for 2008? Or is it about, “Here is my number, ...If you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are.

Primary topic: Sales Management Training

Sales Management Training

1,501 views

By Sam ManferRecently published1 topic

***Sales Management: Avoid Motivational Bankruptcy, 6 Tips for Exciting Your Sales Team

The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.

Primary topic: Sales Management Training

Sales Management Training

1,499 views

By Sam ManferRecently published1 topic

***6 Actions To Get You Prepared For Networking

When prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem People lose motivation and waste time making cold calls. They get nowhere slowly. Even worse, the ... When prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem

Primary topic: Sales Management Training

Sales Management Training

1,493 views

By Sam ManferRecently published1 topic

***The Best Market Strategy for This Recession

It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down. I was at an association networking event the other night and as was talking with some people a ...It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down.

Primary topic: Sales Management Training

Sales Management Training

1,436 views

By Sam ManferRecently published1 topic

***More Market Share Is Two Questions Away

The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area.

Primary topic: Sales Management Training

Sales Management Training

1,423 views

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