 Category :: Sales Management Articles |
Author :: Leesa Barnes  |
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| Article Title :: Advice for First-time Exhibitors: 10 Costly Mistakes to Avoid Before Exhibiting At a Trade Show |
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| You've just decided to attend your first consumer trade show as an exhibitor. You have money in your marketing budget to spend on booth space, but the hardest decision is deciding which show will give you the most bang for your buck.Whether you pay as little as $700 or as much as $3000 for a 10x10 booth space, you're going to invest alot of money in something that may not offer you a sizable return on your investment.Here's some mistakes and muckups you can avoid so your first exhibiting experience doesn't become your last.
Exhibiting at a show in its rookie year. They have no track record, no guarantees and it may just turn out to be a waste of your t (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: What if There Were No Sales Managers? |
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| Every one knows that sales people are very personable types. They Relationship builders, they people people and some say that they have the gift to gab. With all these attributes and many more they seem to be quite lacking in the organizational paperwork arena. Some even say they are scatter brained. This is why they need sales mangers. But what if there were No Sales Managers? What would happen then? Would the salesmen and women forget what they promised, forget to fill out the order forms and forget to show up at meetings? Some say yes and those who do generally have some experience in knowing that this is indeed what would happen?Many of the best sales managers make less than ha (read full article) |
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| Category :: Sales Management Articles |
Author :: Gregory Smith |
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| Article Title :: Hire Top Sales People Each and Every Time |
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| Ponder for a moment the last person you hired. After you selected them, did they work out as intended? Or did they turn into somebody totally unlike what you thought when you interviewed them?
The most important aspect of any business is recruiting, selecting, and retaining top sales people. Research shows those organizations that spend more time recruiting high-caliber people earn 22% higher return to shareholders than their industry peers.However, most employers do a miserable job selecting sales people. Many companies rely on outdated and ineffective interviewing and hiring techniques. This critical responsibility sometimes gets the least emphasis.Hiring and interview (read full article) |
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| Category :: Sales Management Articles |
Author :: Bette Daoust, Ph.D. |
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| Article Title :: Create Events to Gain Customers |
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| If you have ever put on an event, you know that registration can be very tiring and cumbersome. If it is a large event, you will have a computer system that takes care of the registrations. The Web can also be used for registration just as it can be used to have people register for your newsletter. Event registration on the Web enables you to drive people to your site and then navigate to the registration page. This way they get a taste of who you are and what you do at the same time that they are registering. Unfortunately, not everyone will register from the Web site and you will still need to enter some names by hand. This is not a big task if your anticipated audience is fairly small, (read full article) |
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| Category :: Sales Management Articles |
Author :: Paul Kaplan |
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| Article Title :: Converting Your Website Leads to Sales |
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| Your website exists either to sell products or generate leads that can be later converted into paying customers. In the former case, unless you sell inexpensive commoditized widgets, it takes several interactions with a prospective customer before you can close the sale. Therefore, a top priority of almost every online business is to gather, organize, and convert website leads to sales.1. Gather leadsMost of website visitors who are interested in your products or services aren't ready to buy just yet, but they sure have some questions and would like additional information (if it's not too hard to obtain). Don't make them search for it -- put your contact information r (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Lee |
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| Article Title :: Prospecting for New Business: Selling at Its Finest |
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| There’s perhaps nothing in the selling profession that is more rewarding and personally fulfilling than to take a customer away from the competition. And in addition to the way picking up a new customer makes you feel, it doesn’t hurt your pocketbook, either.So if prospecting can be so much fun, why don’t salespeople these days do more of it? Why are so many of even veteran salespeople so firmly stuck in an existing customer rut?I believe the answer is partly because the effort to professionally prospect for new business is darn difficult and time consuming and partly because too many salespeople are content with their current income levels.But I believe that (read full article) |
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| Category :: Sales Management Articles |
Author :: Frank Rumbauskas |
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| Article Title :: Best Price or Biggest Margin? |
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| With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, but the question begs: will you lose too many sales on price to make it worthwhile?If you've read my materials before, you know that I am very blunt about speaking
the truth, and the truth is that price matters. Lots of sales trainers seem to be in
total denial of this fact, and a lot of managers too, who just happen to be paid on
profit margin. They insist that if you're a good salesperson, you can sell everything
at full price. But in the real world, (read full article) |
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| Category :: Sales Management Articles |
Author :: John Tallitsch |
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| Article Title :: Astute Pricing by Sales Representatives can Expand Profit |
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| One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services. The right price can boost profit more than improvements in the cost-of goods sold or reductions in SG&A. For example, a 1% improvement in price expands operating profit by about 12% whereas a 1% improvement in cost-of-goods sold (COGS) or selling, general and administrative expense (SG&A) only yields an operating increase of about 8% or lightly more than 2%, respectively. (1)Inappropriate discounting dramatically shrinks profits. TopMark’s analysis revealed that price cuts of .5%, 1% and 3% reduced gross profit by about 2%, 3% and 10% respectively. (1) (read full article) |
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| Category :: Sales Management Articles |
Author :: John Tallitsch |
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| Article Title :: Hiring the Best Sales Athletes |
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| The principal driver of sales productivity is the quality of an organization’s salespeople. The best sales strategies slide into oblivion without strong salespeople. No sales management theory, practice or system can make up for having less than the best talent. But, having marvelous sales talent can moderate, for example, the problems caused by a flawed selling system.Hiring the right salespeople is the most important task of a sales leader.The best sales organizations invest significantly in, and are aggressive about, hiring sales personnel who are demonstratively goal-oriented, self-motivated and successful. They employ systematic and rigorous assessment and intervi (read full article) |
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| Category :: Sales Management Articles |
Author :: John Tallitsch |
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| Article Title :: A Profitable Growth Formula for Sales Managers |
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| Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement.These organizations match sales resources to the best opportunities, often overlooking customary territorial boundaries or customer assignments and applying a “best in front” approach in the allocation of sales people to high value opportunities. They’ve adopted cross-functional team selling approaches – emphasizing collaboration to deliver value-adding solutions and hold sales (read full article) |
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