 Category :: Sales Management Articles |
Author :: Dave Kahle  |
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| Article Title :: Accepting Responsibility for Your Sales Success |
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| That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.My work of helping companies develop more effective sales organizations always involves making changes in the company. And sooner or later, that means that some of the employees must make significant changes in the ways that they think about, and do, their jobs.This is particularly true of the sales people, who must decide to change their behavior and to implement the best practices that I teach. Beyond (read full article) |
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| Category :: Sales Management Articles |
Author :: Aubie Pouncey |
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| Article Title :: Rotten to the Core: The Story of How the Best and Brightest can be Ruined |
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| The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements. With that states, I suggest the answers to the questions above are:~ YES ~
~ YES ~
~ YES ~I admit this topic is not the norm when it comes to the subject of employee moral. Usually this type of discussion involves companies that are not in tune with the pulse of their workforce and have severe performance issues that could be further aggravated by either non-existent or poorly function (read full article) |
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| Category :: Sales Management Articles |
Author :: Debbie Jenkins |
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| Article Title :: Sacking Clients: Brand Power Wheel |
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| Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired.Well, now we're going to have a think about what might happen if you realise you have some of the desperate or curious people as your clients. Oh, the shame!One of the tools we use is called the Brand Power Wheel - not got one of these? Then you know the drill, send a blank email to: leanbrandwheel@aweber.com with "Send Me The Brand Power Wheel - I'm Missing Out - Again!" in the subject line!The Brand Power Wheel really (read full article) |
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| Category :: Sales Management Articles |
Author :: Debbie Jenkins |
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| Article Title :: The Hidden Competition: Avoiding the 2 Most Common Competitors |
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| There are really only two types of competitor:1. Obvious2. HiddenThe obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a drink with them and bump into them at networking events. You'll have analysed their offerings and differentiated yours. You know these guys. In fact if you're a Lean MarketerTM you probably know them better than they know themselves!But what of these "hidden" competitors? Well, you know these too. They're: Mr Do Nothing and Mrs Do It Myself.Mr Do Nothing - this is usually, but not always, a curious prospect. Mr Do Nothing, will speak to so many people that he paints himself into a cor (read full article) |
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| Category :: Sales Management Articles |
Author :: Debbie Jenkins |
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| Article Title :: Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies |
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| In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.In these next two issues we'll look at one of our favourite and most powerful tactics for attracting new leads and turning complete strangers into customers as efficiently and enjoyably as possible.So buckle up and hang tight as we take another trip down the Lean Marketing Pipeline...Whenever we attempt to attract new business, we're paying for the privilege. You're paying to educate, inform, attract and persuade. Right up to the point where they pay for the product or service (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: When It's DUH? Time at Trade Show - 3 Little Words Save the Day |
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| TIME, MONEY, HASSLE - You can make a sale on one of
the Three Little Words, but when you sell on two of the three,
you’ll have a very loyal client.You’ve have product training and sales training, you
reviewed your company's web site and literature, you
understand the demonstrations, and the marketing ideas
behind the exhibit design. You’re ready for the show.But now you’re standing in the booth and it’s Duh? time. You
can rattle off the features and benefits, but what does the
person standing in front of you want to know?It can be boiled down to three little words - Time, Money,
Hassle.They want you to save them time, charge less money and
c (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Austin |
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| Article Title :: The Differences Between A Commercial Collections Agency & Lawyer |
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| If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.The most obvious choice to collect an unpaid debt is a commercial collection agency. Agencies come in all sizes; some are local, some specialize in handling certain kinds of commercial debts and others are national in scope. The cost varies, depending on the volume of business you bring to the table and the amount of debt that is to be collected. Plan on paying 25 to 30 percent of the amount collected, with some agencies demanding a 50-50 split. Some commercial collection agencies (read full article) |
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| Category :: Sales Management Articles |
Author :: Gavin Ingham |
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| Article Title :: How to Develop a Proactive, New-Business Sales Team! |
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| I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and “up for it!” In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team’s sales. These strategies all combine an exciting and proven mix of attitudinal, skills and structural development (read full article) |
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| Category :: Sales Management Articles |
Author :: Dan Hudock |
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| Article Title :: Investing in Your Sales Team |
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| While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective.First, think of a triangle. The points of the triangle will be Skills, Individual Motivation, and Corporate Support.Skills. In order for an individual to be 100% successful he/she must possess proper skills. It is the responsibility of the company to identify the proper skills necessary to succeed. How do we do that?Identify the job function. Identify all the specific functions that a given job will entail.Benchmarks. Set benchmarks for e (read full article) |
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| Category :: Sales Management Articles |
Author :: Mark Smock |
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| Article Title :: 6 Common Mistakes in the Sales Hiring Process |
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| Is lack of sales results, more sales training costs, months of
unearned salary and damage to your company’s image or
reputation your company’s method of NOT finding good
salespeople? For most companies it is!The “trial and error” method of hiring salespeople is very
costly to a business. Without a viable way to hire quality
sales people everyone in the same organization is negatively
affected. Without revenues there often are not adequate human
and financial resources to best service customers or grow the
business.“Sales” Pays the BillsIf you’re a seasoned business owner or a manager of a business,
you learn that sales fixes most business problems … in (read full article) |
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