 Category :: Sales Management Articles |
Author :: Wendy Weiss  |
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| Article Title :: Sales Plan? What's a Sales Plan? |
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| In the past, if you said the word “plan” to me, I would bolt and run. I’m the “creative type,” a former ballet dancer and choreographer—I’m terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led.A hearty dose of reality hit when I began to run a dance company. All of a sudden, I had people—employees, volunteers and dancers—waiting. I had to know where we were going and how we were going to get there. It was a di (read full article) |
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| Category :: Sales Management Articles |
Author :: Alexandria K. Brown |
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| Article Title :: 10 Things to Help Your Business When Sales Are Slow During the Holidays |
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| Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don't have to do them all. Even doing just one will get you another rung higher on your business ladder.1. Evaluate your virtual team and make changes if necessary.Are administrative tasks taking up most of your time and keeping you from working ON your business? Then hire a virtual assistant. (See my article on this topic at www.EzineQueen.com/everything.htm.) Are you paying too much in taxes? Meet with your accountant to talk about getting more aggressive with write-offs, or make appointments (read full article) |
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| Category :: Sales Management Articles |
Author :: Brent Filson |
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| Article Title :: How To Use A Powerful Leadership Tool To Step Up Sales Results |
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| Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales — that is if you know how to build the staircase.Do it by applying a leadership tool I have taught thousands of leaders worldwide during the past 20 years. The tool is simply to foster a particular viewpoint, which is this: Challenge people not simply to do a task but to take leadership of that task.The difference in results-producing effectiveness between doing a task and taking leadership of a task is the difference between the lightning bug and lightning.This change in viewpoint may seem simple even simplistic; (read full article) |
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| Category :: Sales Management Articles |
Author :: Stuart Ayling |
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| Article Title :: The Art of Sales (And Tips On How To Manage Your Sales Team) |
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| Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and respond to. It's a tough job looking after the interests of the customer and the company at the same time. Especially when you have to do this many times a day, every day.The sales pro (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Fairweather |
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| Article Title :: 3 Steps To Getting A Sales Meeting |
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| The best way to get a new customer is to clearly identify
who you want
to do business with and then get in front of them. They can
then see what you look
like, possibly see what your product looks like and also
examine any data or
statistics you might have. It gives you the ideal
opportunity to start building
a positive working relationship with your potential
customer.Advertising, direct mail, web sites and telesales all have
their place but nothing beats the face to face interview.
The first challenge is, of course, getting to speak to your
prospect and arrange a meeting.When you phone your prospect's organisation it's highly
possible you won't get through initially ev (read full article) |
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| Category :: Sales Management Articles |
Author :: Chris Anderson |
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| Article Title :: 8 Procedures to Take Control of Sales and Marketing |
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| The Cash to Cash Cycle
Part Three of SeriesWe’re sprinting toward that million dollar mark...and we’re only a couple strides away…Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We’re making great time, so let’s bring on the next mile marker – marketing and sales.Increasing Overall Sales and Marketing EffectivenessIf you are an organization spending $500,000 or more on marketing expenses (e.g. advertising, trade shows, print materials, direct mail, etc.) then STOP! We found it again. Why you ask…? Because marketing has the greatest potential of being (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Prospecting - How to Stand Out From Competitors in a Commodity Market |
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| I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange juice. A commodity is any product or service where the target prospect is likely to be thinking:
"I get contacted by (X) salespeople a day that sell (whatever they perceive your product or service to be). Why should I spend any of my time with you?"
How can salespeople prospect successfully if their target prospects see them as just one of many possible (and nearly identical) sources for a product or service? (read full article) |
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| Category :: Sales Management Articles |
Author :: Marc Gamble |
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| Article Title :: How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business |
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| When attending a Chamber of Commerce breakfast networking
get-together, I'm always perplexed by the lack of thought and
preparation many business owners display when giving a 60-second
overview of their business. These people have spent enormous
amounts of time, money, and energy on their businesses. Yet,
when asked to give a quick synopsis, they fumble for the right
words, they ramble, they go off on a tangent, the information
is disjointed, or the words are boring and seemingly unimportant.Their performance creates a very poor representation of what is
otherwise a very good business. Listeners have forgotten the
pitch before it's even over!Some people have (read full article) |
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| Category :: Sales Management Articles |
Author :: Kenny Nau |
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| Article Title :: Sales & Marketing Plan Strategies |
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| Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?These are just a few of the questions that run through our minds in the early stages of planning. If your goal is revenue growth and expansion, I believe you need to design, develop, and implement your Sales & Marketing plan on that foundation. Here is some criteria to consider while planning:• Identify your markets and your profit potential in the selected markets (read full article) |
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| Category :: Sales Management Articles |
Author :: I-key Benney |
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| Article Title :: Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition |
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| Business can be like war sometimes.You may have to fight hard to survive.The winner takes all.But that doesn’t mean you have to destroy your
competition in order to survive and win.But you can do one smart thing: outsell them, with a few
smart tricks I will reveal below.One of the tricks to outsell your competition is to compare
your product to theirs.When you find the differences between products, use
your findings to improve your product.Below are 12 things you can compare
and improve upon to outsell your competition.1. Price- Can you offer a lower price? Can you offer
a higher price and increase the perceived value of
your pr (read full article) |
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