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Sales Management Training Articles
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Networking – a dirty word? Think again… - By Eugene WhelanDriving yourself to perform: If not you, then who? - By Eugene WhelanWe’re getting ENGAGED… But does it always lead to Happy Ever After? - By Eugene Whelan- Rating Sales Leadership - by Submitted on Jun 12, 2009 from Ken ThoresonEnd-of-year planning and new-year kickoff are the most popular times to reflect on the status of a company—where it is, where it’s headed, what needs to improve, what is successful. But a very tough selling environment calls for more frequent, deeper assessment in the struggle for ...
Views: 920 - Dealing With Employee Terminations - by Submitted on Jul 03, 2008 from Michael BeckIn a recent workshop I conducted on “The Art of Dealing with Difficult People”, we spent some time discussing terminations. If you’ve ever had to terminate someone, you know how difficult and stressful this can be. (Donald Trump excluded!) Over the years, I’ve developed a leadership philosophy ...
Views: 919 - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 915 - ***Hiring Salespeople? Quick Tip on Reducing "Hires Remorse"... - by Submitted on May 07, 2008 from Rod McKinnisOK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys. ...
Views: 912 - The Revealing Secrets of Sales Training - by Submitted on Sep 16, 2009 from Frank O'TooleThe truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step ...
Views: 912(2 votes) - Just Making More Calls Doesn't Guarantee Sales Success - by Submitted on Oct 26, 2010 from Susan EnnsDo you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe ...
Views: 910 - Importance of Channel Data Integrity - by Submitted on Sep 04, 2013 from Walt RobertsonChannel Data Management as well as Channel Partner Marketing are 2 important business distribution as well as sales/marketing procedures. Much like some other channel strategies, both of these elements are of supreme significance for business success. What's Channel Data? Sales data that's ...
Views: 909(2 votes) - Present Your Way To The Top: Selling At The Whiteboard - by Submitted on Aug 26, 2011 from Milly SonnemanWhat if sales presentations were easier, faster and better without slides? What if you could engage your clients, create meaningful conversations and collaborate together—from the start? Find out the 3 secrets to unlock unstoppable results. Selling at the whiteboard revolutionizes what you ...
Views: 908 - Smartening up your message as part of your sales strategy for success. - by Submitted on Feb 16, 2012 from Casey FitzGeraldHow do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days. Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your ...
Views: 905 - Sales Management | How To Be A Flexible Sales Leader - by Submitted on Oct 07, 2010 from Ralph BurnsSales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ...
Views: 903 - What are You Really Saying? - by Submitted on Nov 04, 2010 from Bill SayersWhen you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing? How do you come across? What is it ...
Views: 900 - Sales Big Picture - Top Salespeople Sell Attractively on Purpose - by Submitted on Jul 23, 2008 from Patricia WeberSome salespeople focus intently on just getting the sale. After all, in the end a prospect’s decision to buy from you is the goal! What happens when you focus on “getting the sale” to the extent of being blind that there are other pieces to the process? Sometimes you lose focus of what selling ...
Views: 899 - 5 Steps To Successfully Hiring Salespeople - by Submitted on Jun 27, 2008 from Transform, Inc.Hiring salespeople is more an art than a science, and too often business owners want to know the exact formula for hiring the right salesperson. To be successful, you must devote some time upfront to developing an effective hiring strategy for your particular business. Here are some ...
Views: 898 - Get the Right Opening for your Sales to make the Difference - by Submitted on Nov 19, 2009 from Frank O'TooleOn a recent sales training course, the group were asked to do some role playing of telephone sales. I have to say the results were quite pitiful. All of the opening statements started something like this: Hi my name is Paul and I want to introduce myself and my product to you. My reason for ...
Views: 898(4 votes) - Unselling What You Just Sold - by Submitted on Nov 04, 2010 from Mark HunterI'll never forget the first time it happened to me. The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I had stayed up nearly all night to make sure I had every element covered perfectly in my presentation. For ...
Views: 897(1 vote) - The Four Cornerstones Of Effective Sales Compensation - by Submitted on Jun 20, 2008 from Greg BlysniukEffective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate ...
Views: 893 - Sales Training - Finding Mother Inspiration - by Submitted on Sep 23, 2011 from Henry OkwoInspiration is the brother of motivation, if not at least close cousins. Some would even argue that inspiration trumps motivation. One could simply say that inspiration provides the high octane gas that can fuel your motivational drive. In some circles, inspiration implies a higher calling, ...
Views: 892 - The Selling Year Is Almost Over! - by Submitted on Oct 26, 2010 from Susan EnnsWhen you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales ...
Views: 890 - Adjust Sales Strategy - by Submitted on Sep 19, 2011 from Henry OkwoOrganizations need to keep a watchful eye on not only their overall company sales strategy, but also at the individual sales rep level. Sales reps are the foot soldiers in the field. They are in the trenches every day and well rewarded for it too, however they should also be able to chime in on ...
Views: 885 - Discover Sales Techniques That Will Get Your Customers To Yes Fast - by Submitted on Apr 19, 2011 from A JessenIf you are in business then you need to sell and market products and this means keeping on top of your sales techniques to help close more sales faster. You should continually be asking, why are people buying from company X instead of us and continue to refine your process.The best businesses in ...
Views: 885 - Find Out The Fundamental Truth Behind Sales - by Submitted on Sep 16, 2009 from Frank O'TooleYou are in the middle of a call and you are leading them to their desire to their water but the problem is you can not get them to drink it. In sales training courses we explain to participants that you do not need to make them drink the water you simply want them to realise for themselves that ...
Views: 885(2 votes) - Is Your Sales Presentation In Danger? 5 Top Tips Of Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanCountdown to a big client pitch? Are you struggling to get organized, focus on benefits and answer tough questions? Learn 5 top tips to be a super star sales communicator. If you’ve ever faced an important client presentation with increasing anxiety, there is an alternative. Sales ...
Views: 885 - The 4 Simple Secrets to Selling - by Submitted on Sep 16, 2009 from Frank O'TooleWouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales. 1. You’re Attitude. You may never have though about this ...
Views: 884(3 votes) - Why incorporate Promotional Clothes - by Submitted on Mar 09, 2011 from Simon WilliamsBranding is an essential component in the marketing campaign of the companies. Specific budget has been kept aside for this purpose. However in this world of rapid changing brand recall and brand loyalty from the consumer’s side, companies want to remain at the top position. Promotional clothing ...
Views: 883 - Better Hiring: You Get What You Ask For - by Submitted on Feb 17, 2012 from Patrick MorinMatt got what he wanted. Mostly. After a shaky start in sales, he invested in training, leaned on his work ethic and honed his execution. It paid off with an eye-popping 543 percent increase in sales. He was now the sales manager and part of his new job was hiring new reps to do what he had ...
Views: 882 - Pharmaceutical Sales Individuals Run into Fresh Dilemmas For 2011 - by Submitted on Jul 11, 2012 from Dexter K LongI have discovered additional crisies that their pharmaceutical sales manufacturers will almost certainly expertise 2010 too times to come. Visitors to the particular medical related while life insurance produces got strong lifestyle improvements throughout the last two years. Insurance entities ...
Views: 880 - Why a Top Sales Manager Must Always "Tune Into the Right Frequency" - by Submitted on Dec 18, 2009 from Ralph BurnsIt's definitely clichéd, but I think this is one of the most critical elements to successful sales management and that is to make sure you are tuned into the right radio frequency with your salespeople. There's only one radio station that your sales executives like to listen to and that radio ...
Views: 877(2 votes) - How To Build Selling Skills In Minutes—At The Whiteboard - by Submitted on Aug 26, 2011 from Milly SonnemanWhat do children and sales consultants have in common? Ask them to play and they’ll jump in. Tap into this natural ability and you’ll unlock the secret to whiteboard presenting. In more organizations and small businesses, sales professionals and subject matter experts are turning to ...
Views: 875 - Debunking the perfect sales process myth: Three steps to help you to better meet the unique needs of every customer or prospect - by Submitted on Mar 29, 2012 from Casey FitzGerald“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems. There is no such thing as a perfect sales cycle, or a perfect sales process that you can ...
Views: 873 - How To Become A Spiritual Seller - by Submitted on Jul 07, 2008 from Joe NunziataAfter years of chasing numbers and sales goals, I realized something was very wrong. I felt empty and disillusioned with the entire world of business and sales. As an entrepreneur I had worked extremely hard for more than 10 years. All I had to show for all of my hard work and discipline was 2 ...
Views: 872 - You CAN Sell to Uncertain Customers - by Submitted on Jan 14, 2009 from Paul MontelongoYou Can Sell to Uncertain Customers Are you finding that your prospects are uneasy or uncertain about the economy? Do they have a "wait and see" attitude now more than ever? Is it harder for you to "get them off the fence of indecision"? Take a brief look at the news in recent ...
Views: 871 - The REAL Secrets to Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsMotivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in ...
Views: 866 - The Truth About Selling With A Whiteboard - by Submitted on Aug 26, 2011 from Milly SonnemanWhiteboard sales conversations are hot. If you’re seeing your peers and competitors jumping onto this trend, there’s a reason why. It works. Find out the 5 truths for effective whiteboard selling skills. Recently, many small business owners, entrepreneurs, Internet marketers and sales ...
Views: 866 - Digging Deep into Needs with the Five Whys - by Submitted on Jun 07, 2011 from Mike SchultzQ. “Why did the chicken cross the road? A. Jack Bauer: Give me ten minutes with the chicken and I’ll find out.” If you want to be a trusted partner, helping your customers solve their most difficult problems and create lasting success, you have to solve the right problems. Many ...
Views: 865 - Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy - by Submitted on Jul 03, 2009 from Joanne BlackYes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing buying decisions. So what? If you focus on building relationships and implement the sales strategies I reveal here, you'll be able to close more deals and get more sales now. People ...
Views: 864(1 vote) - Why Most Sales and Sales Management Training Courses Fail - by Submitted on Mar 21, 2011 from Susan EnnsIf you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why ...
Views: 864 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 863 - Organizing for elegant wonderful bed room - by Submitted on Mar 06, 2012 from faisal cheemaWhat is your dream bedroom? Planning for elegant wonderful bedroom. It is not so easy to find the best one that fits in your room. Dream Bedroom is here to help you to achieve what do you want for your bedroom. We will make it easy for you. Dream bedroom will bring you the best places on the net ...
Views: 861 - Market Research and its Importance - by Submitted on Mar 08, 2011 from Rupesh ShuklaOften, businesses have questions that involve trends in their markets. For example, which customers are adapting the latest technology? The online market research industry has become completely saturated with companies competing for clients. People interested in doing online market ...
Views: 859 - To Script Or Not To Script! - by Submitted on Feb 01, 2010 from Susan EnnsWhether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be scripted, regardless of its purpose, ...
Views: 857 - Treat Customers Like "Kitchen God" - by Submitted on Jul 20, 2011 from Joanna TongHope you are well and are enjoying the warm sunny springtime. I'll certainly treasure every minute of the season after spending three weeks in snowy Canada at the shocking (for me anyway) temperature of -15C. It's time to spring-clean the house. Do you realise business needs a good spring-clean ...
Views: 857 - World Class Sales Skills Are Not Enough - by Submitted on Aug 26, 2011 from Milly SonnemanIn B2B sales, the writing is on the wall. World-class sales skills are critical, but just not enough to guarantee your success. Find out the top 7 tips to get ahead. Discover what it really takes to engage busy clients in a real-time conversation. More and more sales professionals are ...
Views: 856(2 votes) - Step to Success in Sales - by Submitted on Sep 17, 2009 from Frank O'TooleTake those steps to successful sales Imagine you could avoid reluctance and avoid rejection on your sales calls. Now who would not like that? To be a professional sales representative you need to go through a process of steps. In sales training courses it is said that if you do not go ...
Views: 852(3 votes) - Why Buyers Love to Delay Buying - by Submitted on Dec 21, 2010 from Mark HunterSalespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they're going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can't ...
Views: 852 - Value Added By An Online CRM System To Businesses - by Submitted on Feb 12, 2011 from Sarika PeriwalAlmost all companies, be they big or small, have some form of Customer Relationship Management policies in place. These help the business to grow smoothly by providing a customer an experience that he would enjoy repeating. CRM in its latest form is found as an online tool for all businesses ...
Views: 841 - How to Inoculate Your Sales Team Against the Excuse Virus - by Submitted on Jan 18, 2010 from Danita ByeHow to Inoculate Your Sales Team Against the Excuse Virus -And Treat Managers, Salespeople, and Even CEOs Who Are Already Infected These days, you can hardly open a newspaper, turn on the T.V., or read a magazine without seeing everyone’s new favorite four-letter word, H1N1. Not that I’m ...
Views: 839(1 vote) - The key to better decision making: knowing the difference between what you know is true versus what you feel is true. - by Submitted on Mar 29, 2012 from Casey FitzGeraldIn business, your success hinges on the decision-making process you use to solve problems. Sound decisions are determined by making the right choices for the right reasons from a range of potential options. Not only does this influence where your company or your sales team is heading, the ...
Views: 838 - The Right Business CRM Policy - by Submitted on Aug 31, 2011 from Sarika PeriwalAre you looking for the right CRM solution for your business? Customer Relationship Management is a complex process with a number of variables. It is not humanly possible for a business owner to remember all the preferences of each and every customer even if it is a relatively small business. In ...
Views: 833 - Why Sales Managers Need to Make Regular Deposits in "The Trust Account" - by Submitted on Dec 18, 2009 from Ralph BurnsIn your bank account, you have an ATM card that only you have the PIN number to access the account funds. Every week, you make regular deposits and withdrawals into your account. Base salary deposits go in regularly through automatic deposit, while bonuses and commission checks go in ...
Views: 832(1 vote) - Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities - by Submitted on Jan 30, 2010 from Ralph BurnsThe job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation. Look at it this ...
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