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Almost 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: 832
You 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: 903
Training 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: 1203
Now 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: 1962
Here 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: 613
Yup 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: 731
Just 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: 956
Never 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: 2265
One 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: 701
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 ... Views: 1707
San 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: 854
San 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: 854
San 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: 854
Years 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: 719
Tobacco 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: 1531
Happy 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: 1126
I 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: 798
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 ... Views: 1442
In 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: 747
Six 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: 1127
Striking 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: 1111
As 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: 1761
Internet 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: 1169
Competition 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: 2263
Over 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: 663
As 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: 828
One 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: 1559
How 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: 1887
Before 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: 634
No 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: 668
A 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: 2056
We 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: 1972
When 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: 1121
You 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: 697
The 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: 677
Motivating 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: 859
Most 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: 679
Salespeople 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: 843
Sell 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: 694
One 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: 1414
A 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: 2211
Approaching 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: 2598
During 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: 1746
People 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: 2357
As 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: 1065
We 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: 4804
When 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: 891
If buyers could get by without salespeople, do you think they would? It is an interesting question if you stop and consider the role of the salesperson. Of course, considering the role in an abstract way is one thing, but what about when you consider it from a personal perspective? What ... Views: 744
I'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: 890
When 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: 882
Do 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: 901
Affiliate network management can be a time consuming part of your online business. That’s why most people use something like the Clickbank affiliate program or Commission Junction, both “full service” affiliate-based sites. There’s benefits to this. All the hard work of setting up affiliate ... Views: 947
Affiliate network management can be a time consuming part of your online business. That’s why most people use something like the Clickbank affiliate program or Commission Junction, both “full service” affiliate-based sites. There’s benefits to this. All the hard work of setting up affiliate ... Views: 947