 Category :: Sales Management Articles |
Author :: Abe Cherian  |
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| Article Title :: Contact Existing Customers To Increase Business Sales |
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| One of the best ways to increase your sales and one that
won't cost you a lot or take a huge amount of time is by
selling more to your existing customers. This can be a
lengthy process and expensive to win over a new customer.
between advertising, sales calls, and approvals. With
existing customers the process can be much quicker,
smoother, and less costly.Existing customers already know you and what you can do.
Your challenge is to learn about additional opportunities
within your company, and go after them.If the cost of sale for an existing customer is so much
lower than for a new customer, why don't small companies go
after their existing customers more aggressively? (read full article) |
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| Category :: Sales Management Articles |
Author :: Mark Smock |
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| Article Title :: How to 'Work' a Trade Show to Find Companies to Buy |
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| Often the more “creative” you are to find companies to purchase
the quicker you’ll find the “right” deal. “Working” trade shows
offers an extraordinary opportunity to find and quickly qualify
acquisition opportunities. To take maximum advantage of these
“corporate shopping malls”, you need to use proven techniques
to make this methodology worthwhile.As a business buyer you want to use the most creative means
possible to position yourself to get the first shot at a viable
business that can be purchased, preferably a purchase
opportunity where you have no other purchase competition.
Herein lies the most noteworthy justification for working
trades shows within indust (read full article) |
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| Category :: Sales Management Articles |
Author :: Casey Sung |
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| Article Title :: Grow Any Small Business by Paying Attention to Critical Activities |
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| Do you start your day at the workplace at full steam? When you get to your workplace do you have a dozen phone calls and emails to reply to? If you do, how many of those correspondences are business related that generate revenue? How many are new sales leads? Are most of your daily correspondences sales related or are they personal in nature? In other words, how much of your time is spent on critical core business activities?Before I go on, let me tell you about my self and where I'm coming from that I can talk about this subject. I own and operate an executive office suite. My company rents office spaces and private workspaces (desks). We also provide virtual office services t (read full article) |
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| Category :: Sales Management Articles |
Author :: Dave Kahle |
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| Article Title :: The Three Most Common Mistakes Sales Managers Make |
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| In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.It's an incredibly important and difficult job. Unfortunately, it is often the most under-trained job in (read full article) |
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| Category :: Sales Management Articles |
Author :: Peter Peterka |
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| Article Title :: Does Six Sigma Need to Have the Support of Upper Management? |
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| The short answer is, “Yes!”The longer answer is, “Yes, and here’s why.”Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon. You really know the value of upper management support if you are in a corporate climate that doesn’t support process improvement from the top on down.Upper management support for Six Sigma is critical in two areas. First, the power and scope of Six Sigma demands a significant commitment from the organization. This requires support from management to tr (read full article) |
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| Category :: Sales Management Articles |
Author :: Ed Sykes |
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| Article Title :: Appreciate to Motivate (Five Keys to Successful Team Building) |
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| Mary Kay Ash, founder of Mary Kay Cosmetics, once said,
“There are two things people want more than sex and
money…recognition and praise.” Time and time again the
one motivating factor that production and is at the top of
most employee lists is appreciation for a job well done. It is
requested more than the green stuff, money.Why don’t more managers, owners, and employees give
appreciation? Some people state they don’t know how to
give it. Others say they don’t know what to give. Still
others say they are too busy to give or show appreciation.I think this is one of the biggest sins of managers, being too
busy to give appreciation for a good job well done.
Re (read full article) |
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| Category :: Sales Management Articles |
Author :: Christine Sutherland |
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| Article Title :: How to Genuinely Double Your Sales in 30 Days -- Without Advertising |
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| Individual sales people, as well as sales managers and business owners, all share the same concern. How to sell more without burning everyone out, or paying too much for marketing.That’s a dilemma that has certainly been solved, quite scientifically, and I’d like to share it with you now ...Executive SummaryEveryone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any judge, more than 50% of them won’t be there!So size is no guarantee of survival, let alone success. To survive, a business must continually grow its sales, and the only way it (read full article) |
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| Category :: Sales Management Articles |
Author :: Nancy Fraser |
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| Article Title :: The Product or the Sale |
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| This is a quandary not unlike the chicken or the egg question, “Which comes first?”. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace. How many programs have you seen on TV that show warehouses of goods, that just sit and are never introduced to the consumer?Without demand, there are no sales. Without sales, there is no success. It is easier to create for the s (read full article) |
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| Category :: Sales Management Articles |
Author :: I-key Benney |
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| Article Title :: Online Sales: Secret To Increase Your Sales By Bundling Your Products |
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| Microsoft has used this online sales secret to become a
giant, and the greatest software company in the world.How about you?What are you waiting for?The secret is bundling your products.An effective way to increase your profits and sales is
to bundle many products or services together into one
package. This gives people more reasons to buy your
products and services.People also have come to believe package deals are a
better value. You want all the products or services to
be closely related.For example: if you're selling a computer you could add in
software, hardware, computer furniture, etc.There are many ways to go about choosing the (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: Hire A Six, To Consistently Produce Sales Success |
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| For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type—on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I’d always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire “tens.” Big mistake!Pareto's principle (the 80/20 Rule) is vividly illustrated in most industries by the fact that 80 percent of the sales are closed by only 20 percent of the sales professionals. After 24 (read full article) |
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