 Category :: Sales Management Articles |
Author :: John Coldwell  |
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| Article Title :: A Fairy Story |
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| Once upon a time there was a factory that produced nuts, bolts and washers. There was a highly efficient production line dedicated to each, and each production line ended in an area called Assembly. In Assembly were a group of workers who put the nuts, bolts and washers together before they were despatched to the customer. Each worker sat at a bench. In front of them were three boxes, containing nuts, bolts and washers. They took the components, put them together and then dropped them into a fourth box situated on the floor behind them.One day the factory recruited a consultant. Some people thought of him as a Work Study engineer. Others saw him as a Time and Motion expert. But, ju (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: Game, Set and Match |
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| There is one question I want to ask you today, does your current customer and prospect list qualify to be on your customer list? I ask this because I was looking at my list the other day and realized that some of the companies on my list really shouldn’t be there. When I started creating my prospect list, everyone on it seemed to fit my customer profile. However, now I’m not so sure. Some of the prospects simply don’t match my customer profile after all. This also came up with a sales coaching client when they discovered the same thing with their prospect list. All I had to do was ask a few questions about the prospects on the list. It was the perspective that made the difference. W (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Franchising Concerns of Sales and Marketing of National and International Accounts |
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| All franchisors must address issues of national account pricing and service. The renegade franchisee who does not wish to follow the pricing guidelines for the demands of the customer can in fact cause the entire franchise system to lose a major national or international account. How do all you know this, you ask?Well, because this became a serious issue in our company, where we had many regional accounts with nationally known companies who wished to use our services in each market we expanded into. In some cases they wished us to travel to faraway markets just so we could serve their entire fleet. It is for this reason that I added this clause below to our franchise agreements (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Lee |
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| Article Title :: How to Enhance Customer Retention |
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| While many companies establish new business promotions, few devote an equal amount of energy teaching employees techniques to do a better job of retaining customers.Try this: Go back to your customer rank report from 1996, just ten years ago, and take a look at your top ten customers. How much does this top ten list differ from your top ten list in 2006? Odds are, few of these high volume customers are still on your top ten list, or for that matter, still doing business with your company. What happened to those that left? Where are they doing business now? If they left you for a competitor, do you know precisely why?Here are 15 ideas for improving your customer retenti (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: It's the Process that Sells - Not the Salesperson |
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| When sales people lose sales, does this mean they were lost? The words “lost” makes one think that they lost their way along a path and something happened. In reality someone else may have stolen the order from them.When I was a kid my mother would put 25 cents, carefully wrapped and tied into one of my fathers’ handkerchiefs. This was an attempt to prevent me from losing it. She made it so huge that I couldn’t possibly lose the giant wad of material. She would send me off to school so I could use it for milk money. By the way, that was for the week! I was a kid and it was a way for my mother to insure I would not lose something.As you know, a sale isn’t something (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: A Sales Process Must be Certified to be Successful |
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| If you were required to certify your sales process to be listed as a sales manager, could you? If you are like me, you have followed or taught so called “proven” sales processes. Each of them can be proven to work or proven to fail. The failure point usually arrives when the steps of the process are not followed. Although, I’m not sure who would be the certification agency for a certified sales process or what the agency would be looking for, I’m sure the criteria would be something like the next statement.“A Certified Sales Process is a sequence of linked measurable sales activities that when followed results in an 80% success ratio of a sale.”So, here is the qu (read full article) |
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| Category :: Sales Management Articles |
Author :: Conrad Hoe |
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| Article Title :: Additional Sales for No Extra Cost |
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| Did you know that it costs about 5 times more to acquire a new customer than it does to sell to an existing one? Why then is customer service generally so bad?I’m constantly interacting with organisations as a customer, either shopping or in my business life where I’m left thinking “if only they’d done….”, or “why didn’t they tell me...” In other words my experience as a customer is not as I would like and I’m left dissatisfied.That organisation now has an unhappy customer, who possibly hasn’t complained (so they may not even know that I’m dissatisfied) but I’ll probably share that bad experience with others and may not shop there again. A costly mi (read full article) |
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| Category :: Sales Management Articles |
Author :: Jason Rife |
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| Article Title :: Motivate Your Sales and Marketing Team using this New NLP Game |
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| When we talk about marketing most us assume it is to sell a product or service to others in order to make a profit for ourselves. In this article we are going to look at what can profit you BEFORE you attempt at gaining the same from others.These are known as MACRO-OBSERVATIONS; they happen so fast and for the most part go unnoticed. Apart from NLP and hypnosis I perform as a ‘psychic’ entertainer. No I do not claim psychic powers but I do claim to be able to ‘read’ a person based on many aspects of non-verbal communication.What I want to share with you today is just one of the areas that go under the radar of most people. Practice the contents of this article and I (read full article) |
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| Category :: Sales Management Articles |
Author :: Joshua Feinberg |
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| Article Title :: Consulting Contracts with National Service Organizations - Good Idea? |
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| Don't do it. Why not? You'll spend a lot of money and a lot of time getting certified and learning all the latest platforms and technologies. But the reality is that hardware repair is a commodity - a low margin business. And it's becoming more and more of a commodity service every year as the components become more disposable and more replaceable than repairable. In this article, you'll learn why consulting contracts with national service organizations are not the best choice.Computers Are Now ReplaceableLet's take a $600 consumer-grade PC for example. Who's going to spend money on an out-of-warranty repair on a $600 PC? Who's going to spend money on an out of warranty rep (read full article) |
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| Category :: Sales Management Articles |
Author :: Izrul Fizal |
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| Article Title :: 5 Bad and Lousy Words You Should Never Say In Your Sales Letter |
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| Do you know exactly why people don’t seem excited to buy your product? Have you ever wonder why your competitors make more sales even though they have a terrible product to offer? Even worse, why people could not even be bothered to live their email address in your opt-in form and subscribe to your free newsletter?You may wonder people just don’t feel interested to buy your product or maybe your price is too high. Or you have finally realized that your product is a pile of junk and decided to find another product to sell.You have got to stop whatever you’re doing and think for a moment. It is not your product to be blame. Sometimes your own sales letter which is the on (read full article) |
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