 Category :: Sales Management Articles |
Author :: Mac McIntosh  |
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| Article Title :: B2B Sales Lead Generation Investment: Match Your Demand Generation Programs To Sales Needs |
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| Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation. Billions more dollars are spent to fulfill and follow up on marketing responses, and to determine which sales leads are qualified and ready for sales attention. Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales.With this in mind, have you optimized your company's sales lead generation programs to be in harmony with the needs of your salespeople, reps, resellers or distributors? Here are some questions to ask yourself: (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Gray |
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| Article Title :: How To Generate Pre Qualified Leads For Your Sales People |
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| One marketing guru explained the situation of lead generation by telling me I can't give you 1 marketing route that can get you 30 new leads, but i can give you 30 new marketing routs that can get you 1 new lead.This is the great secret of sales process. The process once established will keep churning the market potential for you. It will enable you to run your sales team whilst the generation of new leads from your marketing efforts continues in the backgroundLet me give you an example. Most companies have a web site, but they do not use the marketing effectiveness of this web site to generate leads. Most companies also have some sort of database, it might be inflexible and (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Gray |
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| Article Title :: Sales Appointment Planning |
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| This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate. They normally have a planning day to make appointments, follow up quotes and catch up with any paper work.The appointment making is the part where they come unstuck. You normally have the sales manager demanding X number of appointments per week as we all know all sales departments play the numbers games. The more people you call, the more appointments you make, the more quotes you will do, the more orders you will get. That part is only common sense. However by working smarter in marketing imagine you come into work on a morning and your inbox is full of requests from people (read full article) |
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| Category :: Sales Management Articles |
Author :: Pam Kennett |
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| Article Title :: Sales Effectiveness: How to Raise Performance of Your Sales Staff |
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| A survey of 44 US firms found that an outstanding salesperson (earning an average of $41,777) sold $6.7 million. Compare that with an average performer selling $3 million. The superior group sold 123 percent more than the average sales people, a difference of some 8,857 percent or 89 times the average employee salary. How much is that difference worth to your organisation's performance?Since the early 70’s, leading organisations have been using competencies to help recruit, select and manage their outstanding performers after research found that traditional tests such as academic aptitude and knowledge tests, did not predict on the job success.More recent research (read full article) |
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| Category :: Sales Management Articles |
Author :: Jonathan Kranz |
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| Article Title :: Avoiding the Customers You Don't Want: The 10 Warning Signs of Trouble |
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| The truth is, not all customers are equal. It's common knowledge: to succeed, we must concentrate our marketing efforts on the customers who are most profitable.I believe that the obverse is true, too. At the other side of the profitability bell curve is that pool of customers who drain our time, talent and energy, customers so enervating that they are not only not profitable, they represent real losses in money and momentum.I call these potential customers the Pain-In-The-Assets or PITA Prospects. Fortunately, you can frequently identify them within the first ten minutes of conversation. While the following observations may be drawn from the field of marketing consulting, (read full article) |
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| Category :: Sales Management Articles |
Author :: Paul Lemberg |
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| Article Title :: The Vital Few |
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| Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto's ratio, known as the 80/20 rule or the Pareto Principle, says that in most cases, 80% of production comes from 20% of producers.Quality guru J.M. Juran referred to Pareto's principle as "The Vital Few and the Trivial Many". If you are running a company the 80/20 rule has powerful implications for every area of your business.Pareto's postulate says 20% of your effort will generate 80% of your results. There is also a corollary: 20% of your results absorb 80% or your resources or (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: How to Recognize Your "True" Sales Performance Competencies |
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| Let’s first define what we mean by a “core competency.” We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success.The term Core Competencies refers to those essential elements in the sales process that most directly impact your success. These elements are controllable and measurable, and sales professionals can be trained to be proficient in these areas. Unfortunately, many sales organizations and individuals lose focus – distracted by peripheral activities or sophisticated systems that track dozens of different activities when only a handful really matters.Without a foundation built upon these (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: The "Hire Someone With Product Knowledge" Myth |
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| Hiring a candidate for your sales position who has “product knowledge” seems on the surface to be a smart move. Don’t believe it! Product knowledge is highly overrated by most sales manager and has little to do with a representative’s ability to close sales. Even though most of the sales training conducted today centers on learning the nuances of an organization’s products or services, the emphasis on products knowledge is nothing more than a waste of training time. If you want to hire “order takers” and not sales professionals, place an emphasis on finding candidates with industry experience and product knowledgeI was sitting in a meeting with a bank president and s (read full article) |
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| Category :: Sales Management Articles |
Author :: James Little |
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| Article Title :: Is Your Company "Selling"? |
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| Every single day, we are all in midst of a revolution that keep shaking the business foundation. No, it’s not about the stock markets news, large scale corporate announcement that you are watching on television.The revolution we are talking about is the very basic and the prime connections of business existence. It’s what most people had forgotten; it is the Relationship between both external and internal “Supplier” and “Customers”.Business organizations who can really create new relationship with their customers will be realizing themselves with surpassed competitive advantage compare to others. This could also apply even the business is as small as a one man sh (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Responding to Bird Flu Pandemic Readiness From Customers |
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| Soon large corporate clients will be asking you if indeed you will be able to manage incase of a Bird Flu Pandemic. They will want to know if indeed your company will still be around to supply them in the event there is a Bird Flu Pandemic? What will you tell them? Are you even sure you will be around? Have you got a plan? You might wish to start thinking of one now. Meanwhile here is a sample letter response you can send back in case you are blind sided by such a readiness inquiry to such a question from a Corporate Client; Sample Response to Bird Flu Pandemic InquiriesSubject: Bird Flu Pandemic ReadinessThank you for your inquiry dated; (date) regarding our readiness to ha (read full article) |
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