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Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for them. But there is one thing salespeople do not do -- selling at the C-Level or to the profit center leaders.

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”

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.

If you are a great communicator, love dealing with different kinds of people, persistent, dedicated, good motivator and have good public relations skills, then you can thrive as a salesperson, sales manager, account manager, account executive, broker, agent, marketing manager or sales and marketing consultant. The sales profession is highly rewarding and offers plenty of opportunities to those who have the necessary skill set. Both big and small companies consider salespeople

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

Traditional white chef coats are perhaps the most identifiable uniform in the world. While white may not be the color associated with a modern day chef, the coats need to be comfortable and easy on the chef to help them be in their element while whipping up the most lip-smacking recipes for their customers. Chef coats from the best suppliers are durable and guaranteed to last twice as long as other ordinary coats. Spun-poly is the preferred fabric as compared to cotton-poly b

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.

One of the top reasons business owners don’t get desired results from outsourcers is because they aren't clear with what exactly they want, right from the start. Having said that, there are critical questions to ask yourself before making a decision to team up with a telemarketing company for your marketing campaign. Below are the five crucial questions to ask that can help guarantee desired outcomes when choosing a telemarketing service: 1. Do they offer a short-term or long-term contract?

Staying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of the questions you should ask yourself to determine whether or not your business is still receiving a steady supply of quality sales leads. That said, before things get out of hand, you have make sure to look out for these five crucial signs that may put your lead generation efforts down the drain.

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.

The sales professionals of all ages prefer to go outside to talk with potential customers who sit in a long seminar on sales coaching technique. Managers and executives place a high premium on results but corporations want sales people to have the information required to use intuition in a reasonably. Your experience with sales coaching sessions will go without problems when you understand how your daily work and professional livelihood are affected. Be- Sales Enablement Serv

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.

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.

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.

Have you ever been kicked when you were down? Perhaps lost everything you had? Or something as simple as something didn’t go your way? Did you bounce back? Or Did you break and fall into victim mode spiraling into depression and anger? We have all been there that is why today we are going to talk about resilience – Your ability to bounce back after being dealt a tough blow. I have been dealt some tough blows in my time and I never realized it until now but I am resilient.

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.

Dear High Achiever:nnDO YOU HAVE THE DNA? Do you have the right stuff to be a sales superstar?nnOver the past ten years I’ve made a habit of showing up a couple hours early to my corporate and tradeshow talks so I can hear other people speak. Being a life-long student of learning, I love the “nuggets of knowledge” that people inside a particular industry share. I always learn something new … confirm something I believe to be true … or at least get a great idea for m

Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no. Sales can turn into large ...Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no.

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.

Probably the most important skill anybody needs today in private enterprise is the one rarely taught in our education system - how to communicate? This is the skill that gets people their first job, helps them get promoted, creates respect and trust from meetings, develops confidence in others, and help them become leaders. More change has taken place in the past 30 years than in the whole history of mankind. This change has included ever-increasing technological advances to enable us to communicate faster, more efficiently and more effectively.

As we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps. Where your sales rep actually falls on this continuum will makeup what we call their “motivational profile”. There are the 7 Forces of basic motivation, and they get this primarily from their genet

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.

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.

In the current climate of economic uncertainty, it is critical to have managers that possess emotionally intelligent (EI) management skills to keep employees focused on their assignments in spite of the stress that surrounds them. It is often said that your manager can “make or break you”. It ...

We are currently living in a society which seems to have lost its way. Many are beginning to realize that in their quest for money and material objects, they sacrificed “wealth” and are now realizing that they are bankrupt, either financially, emotionally, physically or ...

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.

Designing and developing a results-driven website is important to your business. You need to have the right elements that are designed to capture to your targeted audience and entice them to keep coming back for more. Having that said, you need to build a business website that isn’t just informative, but pleasing also to the eye and easy to navigate for web visitors. Below are five of the most important elements your site should have. 1. A clean, well-organized visual design

In Groundhog Day Bill Murray keeps playing out the same situation, over and over, never finding a way to make the outcome different. Do you ever keep making the same mistake? I sometimes have to make a mistake many times before I begin to change my behaviour and react differently. Traumatic events can have a galvanising effect on our behaviour.

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.

Training can help companies to improve retention of employees in your sales department and this can provide tremendous financial advantages. The reason that the advantages can be so large is that the quality and tenure of the sales organization will have a direct impact on front line revenue. By being able to reduce employee turnover and improve retention rate in the sales department, the calibre of sales resources will be maximized at the wheel of an optimal level of sales e

On this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes. A few episodes ago, we talked about the type of sales person that is motivated primarily by prizes, rewards and incentives. Rewards and incentives are one of the most overused motivational st

Sales channel management and also channel partner management - these terms are continually being thrown around right now. This article clarifies these principles having an in-depth review of enterprise distribution and also the basics of channels. What is a Channel? To realize a channel you should first understand the concept of company distribution. Product distribution (business distribution) is an crucial part of product marketing and advertising, along with other essentia

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?

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

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.

Oxytocin is a chemical that is produced naturally in every human's brain. Its production is triggered by a range of stimuli, including sex and breastfeeding and it is known to be important in the formation of social ties, such as who we choose to mate with and bonding with our children. In fact, Oxytocin has often been referred to as the "love hormone".nA natural hormone,Oxytocin boosts social skills for autistic patients.nNot only the one in 150 children afficted by the illn

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”

Reaching out to new prospects and getting your marketing message across effectively can be a real challenge. Yet overcoming it crucial to achieving your customer acquisition goals. Any face-to-face interaction with prospects and turning them into buying customers requires a lot of patience, time, and know-how. You have to be fully prepared and be acclimated to some pressure and frustrations associated with objections, rejections and even unanswered calls. That is why many companies hire outsourcing vendors that specialize in client acquisition service to do the job for them.

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.

Have you ever wondered what to do with unwanted CDs, DVDs and their cases? Did you notice that CD/DVD's are actually fictional from recyclable materials? Disc back is a system of recycling unwanted discs. CD Recycling, is the motion of re-using a given product or effective a new product from a recyclable material. The above definition explains how recycling can be as simple as re-using a given product beyond its intended use. This can serve as natural as passing obsolete clo

Recent developments in concrete have made it one of the most versatile, beautifying and durable construction materials. Concrete is no longer a dull gray slab used for floors in warehouses and garages. Modern techniques of staining and polishing concrete can make walls, pillars and walkways appear to be made of stone or marble. The decorative aspect, along with the strength and durability of concrete, is making it an increasingly popular choice for exterior works as well as i

Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t.

This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?” My question is all about you and who’s watching out for you? See, we are usually watching out for our children, spouses, parents, etc and not ...This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?”

My daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies -- salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, wing-it, and stretch the truth at times. So does that mean you lied, and should be included in the generalization of never trust a sales person?

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.

When it comes to the field of design of experiments methodology, Genichi Taguchi, a Japanese engineer and author is one of the best known names around. Having published his first book on experimental design in 1958, Taguchi’s methods of fractional factorial design have forever earned him a place in history when it comes to design of experiments. Taguchi methods are statistical methods, which were originally developed to improve the quality of manufactured goods. They have m

Tips to Profitably Restructure Your Sales Team The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders committed to creating a more focused sales approach, maximizing their return on investment and capturing market opportunities. Leaders know that the key to thriving during these times is

There are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you’re new to the industry or even if you’re just looking for a bit of business advice. The definition of selling is hard to explain as we are all involved in selling in some way or other. A sales person is a mind maker upper. Their job is help people make up their mind to buy the service or product that’s right for them. The job of the sales person is to guide that process through.

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.

www.SalesisSimple.com I agree…it has been a challenging year for most sales organizations. However did you know there are some sales professionals and organizations that are actually thriving in this environment? It’s true. How are they fortunate to excel? Is it luck? Hold that thought… As a ...