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Articles from Don McNamara CMC | Selfgrowth.com
- TEN IMMUTABLE SALES LEADERSHIP TRUTHS IN RECESSIONARY TIMES - by Submitted on Aug 27, 2009 from Don McNamara CMCAre you feeling the pinch of the economic times? It's pretty hard to avoid the news; everywhere you look it is not encouraging. Having gone through a few economic downturns in my career, it's easy to recall exactly what we did to revive relationships and activity in order to capture every ...
Views: 1461(7 votes) - Stop Selling! Let the Customer Buy - by Submitted on Aug 27, 2009 from Don McNamara CMCAs we all know the Golden Rule of life is to do unto others as we would have them do unto us. Are we asking our sales team if they are approaching and treating prospects and customers the same way they want to be engaged - with respect and dignity? Are the sales messages informative and factual, ...
Views: 2695(5 votes) - Breaking The Financial Justification Logjam - by Submitted on Oct 08, 2007 from Don McNamara CMCExecutive Summary Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a ...
Views: 1114 - How You Can Tap Into the Lucrative U.S. Hispanic Market Segment - by Submitted on Oct 08, 2007 from Don McNamara CMCOVERVIEW How would you like to leverage sales into a largely untapped market segment of potentially lucrative customers for your business that number in the millions and are convenient to target? The segment we recommend is the growing U.S. Hispanic market. According to the current U.S. Census, ...
Views: 1716 - The Qualified Need - by Submitted on Oct 08, 2007 from Don McNamara CMCUnless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
Views: 1661 - Send Me in Coach! - by Submitted on Oct 08, 2007 from Don McNamara CMCAt one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of ...
Views: 1369(1 vote) - Shifting the Sales Compensation Paradigm - by Submitted on Oct 08, 2007 from Don McNamara CMCExecutive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Views: 1153 - The Pre-Proposal Proposal - by Submitted on Oct 08, 2007 from Don McNamara CMCNo matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Views: 1200 - Recruiting, Selecting and Hiring Top Sales Performers - by Submitted on Oct 08, 2007 from Don McNamara CMCWithout question the most vital skills in sales management are recruiting, selecting and hiring the best sales representatives. If your goal is hire top sales performers, then you will want to read on. Recruiting Superb sales managers know the value of a solid plan to do the upfront work ...
Views: 1422 - How the World Sees Us - by Submitted on Aug 07, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 1044 - ROMANCING THE CLONE - by Submitted on Aug 06, 2007 from Don McNamara CMCAs everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Views: 931 - Sales Citizenship - by Submitted on Aug 03, 2007 from Don McNamara CMCExecutive Overview Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social ...
Views: 887 - Superior Sales Management Coaching - The Successful Blending of Process and Content - by Submitted on Aug 03, 2007 from Don McNamara CMCExecutive Overview Long before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you ...
Views: 1248 - Building Quality Long Lasting Relationships - by Submitted on Jul 31, 2007 from Don McNamara CMCDon’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
Views: 4757(1 vote) - Ball of String Sales Management Supervision - by Submitted on Jul 30, 2007 from Don McNamara CMCMr./Ms. CEO, here is a question for you. How many times have you hired a new sales manager and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new manager understood what was ...
Views: 1403 - How the World Sees Us - by Submitted on Jul 30, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 876 - Ax the Acronyms - by Submitted on Jul 27, 2007 from Don McNamara CMCLet’s face it, selling is a communications business. How well you express your ideas and thoughts to prospects and customers is what ultimately determines success or failure in selling. If you are, or have been fortunate enough to be a member of a public speaking group, you have learned one of ...
Views: 905 - Building Quality Long Lasting Relationships - by Submitted on Jul 27, 2007 from Don McNamara CMCDon’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
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