 Category :: Sales Management Articles |
Author :: Kare Anderson  |
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| Article Title :: How Exhibitors Can Move More Attendees Closer to Buying |
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| Q. What's the single, biggest change exhibitors can make to move more prospects
closer to a buying?A. Exhibiting firms can make their most credible, "main differentiating benefit" the
most obvious, prominent (aka BIG) message in everything they display, give away, or
discuss.Problem: Exhibiting staff rarely get to have a pivotal role in creating their exhibit,
“uniform” clothing or collateral material.If you are reading this article, you may be facing this situation. Read on and you'll
find some ways to overcome the inadvertent barriers put in the way of your sales
success.First, consider these points:1. Are you giving your prospects the single (read full article) |
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| Category :: Sales Management Articles |
Author :: Tom Richard |
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| Article Title :: Do You Know How to Fire Up Your Sales Staff (When Money Isn't Everything)? |
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| Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.If you are like most sales managers, you were probably promoted to your current position because you were a great salesperson. But can you remember what motivated you to work so hard? Was it for the hope of advancement? Was it your loyal determination to help the company succeed? Or was it your fiery, competitive spirit that made you want to outshine your colleagues?Understanding your sales staff requires that you remember your own experiences as a salesperson and the roots that got you where you are today. Use your past incentives to motiva (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: Five Steps to Maximize Success in Targeting For Growth |
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| Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth.Each Territory Manager should select a predetermined number of Target Growth Accounts (TGA). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he is always expected to service his entire territory. When making decisions regarding his or her time, however, he or she should always consider these selected target growth accounts a priority.The primary purpose of targeting and goal setting is to keep Territo (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows |
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| Here’s the scene. You’re at the trade show, having a
discrete "Sales Call" conversation with a visitor. Things are
going well until he says something like...* So who else uses this upgrade?* You mentioned Big Foot, Inc. as a client. Who can I contact
there?* I’m not sure it’s worth the extra money to us. Got any
examples of real savings?* We’re heavily invested in one of your competitors and I
can’t see junking everything we’ve already done even
though we have problems with that system. You say the
transition would be smooth. How do I know?YIKES. There you are with great sales resistance, which you
could overcome if you knew what (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: Back-to-School List - 10 Tips for Trade Shows |
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| There’s a new year beginning now - the school year.
Whether you have children attending for the first time or
finishing university, it’s always hectic to get into the
back-to-school routine. And, if you don’t have school in your
family, there might be your own remembrance of the
excitement of starting afresh and learning something new.This is a great time to review your trade show program in
the same way you prepare for school.Pick Your School = IndustryIt’s a business school question - Are you a railroad or a
transportation company? In other words, what business are
you in? If you consider your industry a railroad, you will be
concerned with rolling (read full article) |
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| Category :: Sales Management Articles |
Author :: Denise O'Berry |
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| Article Title :: Set Yourself up for Trade Show Success |
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| Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started.1. Have a goal. What do you want to get out of the event? Most small business owners think sponsoring an event will bring them a ton of business. Not necessarily. Follow up is critical.2. Make sure the audience is your market. If your company is a business-to-business provider and the event is for consumers, the likelihood of new business is slim. Sponsoring an event that doesn't include your target market is just a waste of money. Do your homework.3. (read full article) |
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| Category :: Sales Management Articles |
Author :: Robert Reed |
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| Article Title :: Is Your Sales Trust Factor High Enough to Win Against the Competition? |
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| How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the reality under which sellers operate, and trust is based on the buyer’s perception of you.You may be the most honest, trustworthy person in your field, but if buyers don’t perceive you to be trustworthy because of your selling behaviors, it doesn’t matter how trustworthy you are in reality.Buyers Don’t Trust Sellers
What is the greatest challenge, usually (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success |
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| Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, time seemed to stop and everyone was motionless. Bills mind wandered. This wasn’t a nervous reaction; it was more of a reality check.Bill had already met most of the fifty seven faces that were now looking at him in anticipation of what he might say. In fact, he had individual casual conversation with many of those faces in the audience.Bill had been hired by Tom Thompson, third generation President/owner of Kiechler Building Supplies just five short months ago, but he had alre (read full article) |
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| Category :: Sales Management Articles |
Author :: Sherry Schuller |
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| Article Title :: Increasing Business Through Distributors |
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| You’re a small company with a good product. You are confident that the product can sell, but you don’t have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don’t have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?Distributors can help market, sell, and support your product. Understand that you’ll give up a piece of the pie, probably in the form of a percentage of revenue generated from sales, to have distributors support you. Some of the pros and cons of using distributors include:Pros
If you hire a distr (read full article) |
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| Category :: Sales Management Articles |
Author :: Alex Margarit |
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| Article Title :: Want to Increase the Amount of Business that Your Firm is Getting? |
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| Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company’s bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place.In this article Alex Margarit offers you an introduction into the world of business development and new business acquisition. Utilizing your existing client base to maximise your inbound sales revenue.Your existing client or customer base is the number one most important tool to increasing your firm’s business. The most important relationships for any business are those that it hold (read full article) |
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