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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- Change Your Bad Habits Into Good Ones! - by Submitted on Oct 19, 2010 from Nancy DrewAll of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ...
Views: 1145 - Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire - by Submitted on Oct 19, 2010 from Ralph BurnsNo sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to ...
Views: 732 - ***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More - by Submitted on Oct 04, 2010 from Sam ManferThink of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are ...
Views: 2206(1 vote) - 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: 894 - Why Money Doesn’t Motivate Salespeople - by Submitted on Sep 30, 2010 from Ralph BurnsAs 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 ...
Views: 1499 - More Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWe all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days. 1. Give something of value ...
Views: 773 - Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1099(4 votes) - Masterful Reprimands – The Best Sales Management Training - by Submitted on Sep 30, 2010 from Ralph BurnsAs effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ...
Views: 717 - The Seven Forces of Sales Motivation, Part 2 - by Submitted on Sep 30, 2010 from Ralph BurnsOn this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces ...
Views: 1765 - How to Successfully Build Customer Loyalty - by Submitted on Sep 30, 2010 from David SteelThe secret to the success of a business primarily lies in its ability to attract and retain its customers. Any good trader understands that 80% of the business originates from 20% of his/her customers. It is therefore essential for any business to develop an effective customer loyalty strategy ...
Views: 819 - Take Your Sales to the Next Level! - by Submitted on Sep 13, 2010 from Erik TherwangerI have been involved in “selling” for nearly a dozen years now. I have sold everything from life insurance to media services. I have had the privilege of working with hundreds of different sales reps, and meeting thousands more. They all have one thing in common – they want to make more ...
Views: 1190 - Designing Marketing Collateral Material for the Real Decision Maker - by Submitted on Sep 10, 2010 from Ron Hequet5 Marketing Tips To Consider For The Real DM Do you know who really makes the final decision to purchase your products or services? It is often not the person that you are led to believe is the buyer. Many sales people are even told by the buyer that it is their decision, but like a banker, ...
Views: 1113(1 vote) - ***Networking Magic for C-Level Relationship Selling - by Submitted on Sep 07, 2010 from Sam ManferNetworking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ...
Views: 1834(3 votes) - How Repetition Will Help You to Explode Your Sales Results - by Submitted on Sep 03, 2010 from David SteelOne thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ...
Views: 1110 - How To Become A “Silent Sales Leader” - by Submitted on Aug 31, 2010 from Ralph BurnsOn this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques The longer I used to talk to my salespeople, typically the more silent I would actually become. This is not usually what sales managers do, and I ...
Views: 997 - How To Motivate Salespeople The Easy Way - by Submitted on May 26, 2011 from Ralph BurnsOne of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. It’s really one of the most popular requests that we get at Sales Management Mastery ...
Views: 1671 - 4 Proven Methods to Motivate Salespeople…Gently - by Submitted on Aug 31, 2010 from Ralph BurnsGreat leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ...
Views: 1319 - The Lazy Sale’s Manager’s Way To Coach Salespeople - by Submitted on Aug 31, 2010 from Ralph BurnsA couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime. I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ...
Views: 1774 - Is It Time To Close The File On That Stalled Prospect - by Submitted on Aug 27, 2010 from Robert WeeseAs sales professionals we’ve all most likely had this problem with a prospect at one time or another. They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off. Now they don’t return your calls. They are unresponsive to your emails and you ...
Views: 3179 - ***C-Level Relationship Selling – Identifying the Ultimate Decision Maker - by Submitted on Aug 25, 2010 from Sam ManferDetermining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ...
Views: 2501 - Go For The NO in Sales - by Submitted on Aug 18, 2010 from liz wendlingGO FOR THE “NO” IN SALES By: Liz Wendling How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ...
Views: 967(1 vote) - Be a Successful Sales Manager, Not a Super Seller - by Submitted on Aug 04, 2010 from David SteelThere is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ...
Views: 2376 - ***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - by Submitted on Jul 08, 2010 from Sam Manfer“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...
Views: 3054(1 vote) - What Do Successful Sales Incentives Look Like? - by Submitted on Jul 12, 2010 from David SteelIf you manage a sales staff and if you are someone who is looking into how you are going to get better performance out of your sales staff, you are going to find that there are a number of things that you need to look into. Many managers realize that they can increase performance through sales ...
Views: 1038 - Does Volume Make Up for Low Price? - by Submitted on Jul 01, 2010 from Mark HunterThe phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the ...
Views: 1026 - Should Social Media Replace Cold-Calling? - by Submitted on Jul 01, 2010 from Mark HunterPeople continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first. In the past few months, I've watched numerous salespeople shift all of their prospecting efforts ...
Views: 970 - How To Analyze and Report Sales and Profit Generating Activity - by Submitted on Jun 04, 2010 from Ron HequetTactics For Keeping Score On Your Business. Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, ...
Views: 2180 - Productive Joint Field Work-A Five Step Process - by Submitted on May 28, 2010 from Susan EnnsJoint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...
Views: 4464(1 vote) - Do You Dread Public Speaking? 3 Steps to Presenting With Confidence - by Submitted on May 28, 2010 from Ann HalloranDo you dread public speaking? Do you avoid situations where you might have to stand up in front of others? You are not alone. Research once found that people feared public speaking even more than death! If like many people, you are filled with apprehension about presenting to groups, you can ...
Views: 3768(2 votes) - ***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business - by Submitted on May 21, 2010 from Sam ManferWhat is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...
Views: 3041(2 votes) - The Biggest Mistake Sales Managers Make - by Submitted on May 28, 2010 from Ralph Burns“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ...
Views: 1709(2 votes) - Why Will Your Prospect Buy Today - by Submitted on May 18, 2010 from Susan EnnsWhat is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ...
Views: 1854(1 vote) - Let The Words Be Known: Client Modular Approach (CMA) - by Submitted on Apr 14, 2012 from Raj GavurlaMany times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ...
Views: 1680(1 vote) - Why sales coaching are essential for your business - by Submitted on May 18, 2010 from Emily JonesOne of the keys to increasing sales is to control and reduce the turnover of sales staff and management. It is not only very costly turnover in terms of recruitment, training and end costs, but also very counterproductive when growing sales revenue. Sales are most important for every business. ...
Views: 969 - The importance of sales coaching - by Submitted on May 18, 2010 from Emily JonesThe 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 ...
Views: 1597 - Sales training can increase sales - by Submitted on May 18, 2010 from Emily JonesDespite of the economic environment we are operating in, it is essential to discover a way to increase sales. Sales force Evaluation and Sales Performance Management is a crucial part of marketing, especially when dealing with a push approach towards the marketplace. In many cases, the ...
Views: 1090 - Sales training can improve employee retention - by Submitted on May 18, 2010 from Emily JonesTraining 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 ...
Views: 1500 - Don’t Read This…Unless You Want To Have A Really Good Sales Meeting - by Submitted on May 18, 2010 from Ralph BurnsWe’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...
Views: 1683(1 vote) - What Are Promotional Lanyards and Compendiums - by Submitted on May 18, 2010 from Jennifer PageBrand awareness these days has really exploded. It is possible to put your brand, logo or name onto anything. While it used to be just clothing, pens and coffee mugs that had logos on them, it now seems like there is no limit. Novelty items are now branded and given as corporate gifts. You ...
Views: 1211 - How to Get Your Sales Team to Reach The Highest Level of Sales Achievement - by Submitted on May 18, 2010 from Ralph BurnsFirst things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...
Views: 1585(1 vote) - The Best Source of Sales Tips and Techniques for Sales Professionals - by Submitted on Apr 26, 2010 from Kate TammemagiAll Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...
Views: 1916(4 votes) - ***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred - by Submitted on Apr 23, 2010 from Sam ManferIt’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...
Views: 2845(3 votes) - Empower Your Sales People By Providing Them With Positive Behavioral Feedback - by Submitted on Apr 22, 2010 from Ralph BurnsThe sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...
Views: 1695(7 votes) - The 4 Simple Secrets to Selling Training - by Submitted on Mar 25, 2010 from Frank O'TooleOn a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...
Views: 955(7 votes) - How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1394(2 votes) - Recessionary Times - Beat it. - by Submitted on Mar 03, 2010 from Frank O'TooleAs the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ...
Views: 929(9 votes) - Sales Legends Qualify Hard, Win More! - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ...
Views: 1825(3 votes) - Sales Legends Value Integrity - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ...
Views: 1721(2 votes) - Approved Short Sale Qualifications - by Submitted on Feb 22, 2010 from art leeThe most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ...
Views: 2312(23 votes) - Why Homeowners Need to Consider Short Sales - by Submitted on Feb 22, 2010 from art leeThere have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ...
Views: 1048(6 votes)