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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- ***C-Level Relationship Sales Tips – Increase Sales by Stealing Competitors’ Accounts - by Submitted on Feb 18, 2011 from Sam ManferIncrease your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ...
Views: 2094 - Fine in the Past: Hindered by Antiquated Sales and Marketing Policies - by Submitted on Feb 21, 2011 from Dave KahleI call it Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but are no longer effective. The past is everything that’s pre-2010. I still recall a poignant moment with an attendee at one of ...
Views: 661 - A Changing Insurance Market - by Submitted on Feb 15, 2011 from Joel AndersonA Changing Insurance Market In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this: Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers ...
Views: 1614 - CD Recycling - DVD Recycling - Recycle CDS - by Submitted on Feb 15, 2011 from adona marshHave 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 ...
Views: 1450 - 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: 844 - Has your teams Get Up and Go, Got Up and Gone? - by Submitted on Feb 08, 2011 from Warwick MerryYou know what it’s like. You walk through the office and you can see your team rushing to look busy even though they seem to be cruising. The sales figures are bearable but could be better and no-one seems to care. You get a little angry and think, “If they don’t fire up, I’m gunna fire ...
Views: 915 - Training for new Managers – What Managers Need First to be Effective in the Management Role - by Submitted on Feb 11, 2011 from Kate TammemagiTraining new Managers is essential to the effectiveness of any organisation. It is amazing that many organisations put time, effort and money into training their staff, but leave their new Managers to find their own way in the world. It makes even less sense when you appreciate that the staff ...
Views: 1217 - How to Motivate Your Most Difficult Salesperson, Part 1 - by Submitted on Feb 05, 2011 from Ralph BurnsNow we’ve all had them. If you haven’t had them, then you will have them. If you have had them, then you know exactly what I am talking about. And those are the most difficult sales people, the ones that are motivated through a variety of different motivations, but the biggest ...
Views: 1977 - Use A Systematic Approach To Managing Information About Competitors - by Submitted on Feb 04, 2011 from Dave KahleHere again is one of those best practices that mark the behavior of the superstars, the Top Gun sales people. Most sales people never even consider this. Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. ...
Views: 625 - Sales Training San Diego - Are you overwhelmed with tasks and not finishing anything? Discover the solution now! - by Submitted on Feb 03, 2011 from Nancy DrewYup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed. If you’re in business for yourself then there is only ONE person to do it all – that can seem even more daunting! Here’s ...
Views: 741 - How to Motivate and Recognize Top Employees - by Submitted on Feb 01, 2011 from Matt RichardsJust how important are happy employees to the overall success of a company? Many small and large companies alike are so busy in their day to day activities they overlook the bigger picture to their long term success and survival. In many industries employees have turned from a valuable asset ...
Views: 968(1 vote) - ***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates - by Submitted on Jan 27, 2011 from Sam ManferNever 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 ...
Views: 2279(3 votes) - 6 Killer Tips To Get Promoted to Sales Management in 2011! - by Submitted on Jan 28, 2011 from Ralph BurnsOne of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move their career forward and start managing and supervising other sales people is, “How do I ...
Views: 713 - Spun-Poly Chef Coats - Soft, Durable & Comfortable - by Submitted on Jan 26, 2011 from Kng SaleTraditional 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 ...
Views: 1712 - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 865(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 865(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 865(3 votes) - Are Your Sales Efforts Like Popcorn? - by Submitted on Jan 21, 2011 from Dave KahleYears of economic muddle! That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. Unfortunately, these forces have brought a cloud of confusion to CEOs and ...
Views: 732 - The Most Popular Tobacco Brands - by Submitted on Jan 21, 2011 from Barbu StelanTobacco and smoking has a long and checkered history dating. Pictorial records of smoking date back to the 11th century. Below is a synopsis of the history of smoking. cigarettes, cigars and tobacco. Rates of cigarette smoking vary widely, and have changed considerably over the course of ...
Views: 1539 - Procrastination - A True Enemy To Your Sales Success - by Submitted on Jan 21, 2011 from Susan EnnsHappy New Year! We are only a few weeks into the New Year and already the gyms are less full than they were the first week of January and many have already cheated on their diets. Similarly, sales people are already missing their daily sales activity targets, so they are no closer to earning ...
Views: 1143 - 3 Keys to Reaching Your Financial Goal in 2011 - by Submitted on Jan 14, 2011 from Mike BrooksI don’t know about you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet ...
Views: 811 - 5 Proven Sales Rewards for 2011 - by Submitted on Jan 13, 2011 from Ralph BurnsOn 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 ...
Views: 1452 - What Every Sales Manager Ought To Know About Sales Leadership - by Submitted on Jan 13, 2011 from Ralph BurnsIn this episode we are going to teach you about enthusiasm as a sales manager. And what every sales manager ought to know, but nobody will tell you about sales management. On our continuing series on motivational profiles in your sales people, what we talk about today what we talk about will ...
Views: 755 - Six Steps to Reinventing Enrollment - by Submitted on Jan 12, 2011 from Joel AndersonSix Steps to Reinventing Enrollment During the recent economic downturn, for-profit educational institutions have experienced a dramatic rise in enrollment as people return to school seeking new skills and education. This boom has meant grand new opportunities for schools in this sector. ...
Views: 1141 - Striking While the Iron is Hot - by Submitted on Jan 12, 2011 from Joel AndersonStriking While the Iron is Hot When it comes to converting leads, there’s no more important factor than simple speed. Leads almost always close with the first company that contacts them. And speed to contact isn’t just about getting to a lead first, leads are 22 times more likely to convert ...
Views: 1128 - The Benefits of a Strong Website - by Submitted on Jan 12, 2011 from Joel AndersonAs companies fight to attract more traffic to their websites, it can be easy to forget that a strong, user friendly website is equally as important as SEO. If users arrive at the website and their visit isn’t optimal, even a high volume of traffic won’t benefit your company. Your company’s ...
Views: 1782 - Leads360 Secret Shopper Results - by Submitted on Jan 12, 2011 from Joel AndersonInternet leads have become an essential element of doing business for insurance companies in this day and age. However, despite working hard and spending considerable amounts of money on marketing to pull in these leads, most insurance companies don’t do enough of the basic legwork to ensure ...
Views: 1183 - Competition on the Sales Floor - by Submitted on Jan 12, 2011 from Joel AndersonCompetition on the Sales Floor One of the simplest elements of capitalism is that competition breeds excellence, and this is as true on a sales team as it is anywhere else. An appropriately competitive atmosphere among your sales people can be the key to getting the most out of your staff. ...
Views: 2286 - Can a quick house sale save you time and money? - by Submitted on Jan 12, 2011 from Conan BrownOver the last decade Your Property 4 Cash has remained as one of the expert providers of fast house sales for homeowners of all descriptions wishing to make the most from the quick sale of their property, especially in such troubled economic times. When searching for a company who can provide ...
Views: 669 - Tips for Sales Managers - by Submitted on Jan 12, 2011 from Joe BennetAs a sales manager, it is your responsibility to build and support the best possible sales team. A strong team - backed by superior sales training and effective leadership - can elevate an organization to new heights of success. By the same token, a poorly prepared and underperforming sales ...
Views: 838 - 4 Common Sales and Marketing Practices that Fail in the New Economy - by Submitted on Jan 12, 2011 from Dave KahleOne challenge of the new economy is that common business principles and practices that were sufficient on which to build a business just a few years ago, today are not. Take the case of one of my clients who told me recently, “I’ve been in business for 17 years. And we’ve done well. But now, ...
Views: 1574(2 votes) - ***C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection - by Submitted on Jan 04, 2011 from Sam ManferHow 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 ...
Views: 1911(3 votes) - Might Mass Money Makers Wind Up Being That Exceptional Offer? - by Submitted on Jan 10, 2011 from Brock EliasBefore I touch upon Mass Money Makers I'd like to share a specific thing with you: In case you are marketing online either as an affiliate, online marketer or have your very own own products, there's a chance you're asking yourself or asking yourself "does article marketing actually work"? I ...
Views: 640 - How to Go For The Purchasing Of Wholesale Beading Supplies - by Submitted on Jan 07, 2011 from Pat KriegerNo matter what form your beading may take, purchasing your supplies wholesale can save you a lot of money. Many online suppliers deal in offering wholesale beading supplies at very reasonable prices, especially if you buy in bulk. Search the Internet- There are thousands of bead stores ...
Views: 676 - Desire is the Key to Success - by Submitted on Dec 27, 2010 from Erik TherwangerA sales professional without desire is like an engine without fuel. Even the best engine will fail to perform when it is lacking the necessary fuel. An idle engine creates no momentum. Your sales efforts need momentum, not only to get things started but to keep things moving. Desire is your ...
Views: 2076(1 vote) - 7 Proven Methods To Motivate The “People” Salesperson - by Submitted on Dec 23, 2010 from Ralph BurnsWe have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily ...
Views: 1980 - Don’t Do This as a Sales Manager - by Submitted on Dec 23, 2010 from Ralph BurnsWhen you are setting goals, there are a lot of factors to keep in mind that are danger spots and pitfalls of goal setting. As part of the “don’t do this as a sales manager” this is one of the important parts to helping you and your sales people set goals, and to make sure that you keep a very ...
Views: 1131 - Don’t Make This Sales Management Mistake - by Submitted on Dec 23, 2010 from Ralph BurnsYou need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are ...
Views: 707 - Two Proven Methods To Supercharge Your Sales Force - by Submitted on Dec 23, 2010 from Ralph BurnsThe sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team. Everyone to a certain degree enjoys praise and enjoys encouragement. And I thing that we all work under an environment of praise ...
Views: 687 - 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: 867 - The Secret Sauce to Sales Management Success! Part 2 - by Submitted on Dec 23, 2010 from Ralph BurnsMost of us have had some sort of training on goal setting. We discussed that goals are very important. Many studies have proven that goal setting, and writing them down is critical to your success. That is all well and good, but most people do not actually set goal for themselves, they ...
Views: 691 - 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: 853 - What Does Your Customer Really Value? - by Submitted on Dec 21, 2010 from Mark HunterSell to the customer's value expectations, not to your value propositions. We've all heard the rule of listening to what the customer has to say, and there's not a salesperson who thinks they don't listen to the customer. Reality, however, is quite the opposite. I find time after time when ...
Views: 702 - Your Sales Team's Attitude heightens Their Altitude - by Submitted on Dec 16, 2010 from Susan EnnsOne of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater ...
Views: 1428 - Choosing the Right Winter Scarf For Women - by Submitted on Dec 15, 2010 from Riki clarkA winter scarf is said to be very versatile because it allows you to create any look when wearing it. However, not all winter scarves are good enough for you. There are some things that need to be considered in choosing the right winter scarf for you. First of all, scarves are made from ...
Views: 2224 - ***C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation - by Submitted on Dec 09, 2010 from Sam ManferApproaching 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 ...
Views: 2612(1 vote) - Sales and Service: 7 Steps for Positive Customer Interaction - by Submitted on Nov 22, 2010 from Nancy BleekeDuring every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are seven things you can do to make sure you ...
Views: 1757 - ***C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers - by Submitted on Nov 16, 2010 from Sam ManferPeople block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ...
Views: 2370 - A Diversified Prospecting Approach Works Best - by Submitted on Nov 10, 2010 from Susan EnnsAs President of the Sales Professionals of Ottawa, I was lucky enough to moderate a panel discussion entitled “How To Hunt In Today’s Jungle”. Each panelist discussed the “how to’s” of lead generation in their field of expertise; telesales, social media, internet research, and print ...
Views: 1078 - What am I Doing Today? - by Submitted on Nov 04, 2010 from Bill SayersWe all need plans and to have a sense of what we need to do to be successful. Very few sales people have written plans for their business or their personal goals. They tend to say: I know what they are and I know what I need to do. Yet at the end of a year they are rarely happy with the results ...
Views: 4857 - 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 ...
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