Prospecting -The Importance of Repetition

Repeatability is the key to success in so many things, why don't we use it for sales skills, especially Prospecting? You just need to know what to do and then do it.

Sales Management and CRM - Digging Into the Memory

Having the central memeory, you can setup the sales management on a client centered approach. Before this you need to dig into the data...

Sales Managers: Get Your Team Up For The Game!

Customersatisfaction.com President, customer service and sales coach, and popular speaker, Dr. Gary S. Goodman, says its the duty of every sales manager to get his or her team psyched-up for the game. This radio and TV expert commentator, reveals just how to do it, time and again.

Managing Sales Mavericks

Mavericks can have a huge impact on bottom line for your company, but they also can be a big drain on your organization. Often times, these mavericks won't follow the company's policies and procedures when it comes to sales process, selling methodology, reporting forecasting, using your CRM tools, etc. What do you do with these mavericks and how to you manage them to a better result?

Sales Cycle Reduction Equals Sales Acceleration

What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it…which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.

Developing Your Successor-The Mentoring Process

This article is about succession throughout the organization. The future of your company depends on the quality of your management team. You are only as good as the people you surround yourself with.

What's on The Menu Today?

A restaurant is good example of a “company” that is dealing with the dynamics of consumer demands...The next question is; what is on the menu? This is a question all sales organizations are dealing with...

Consulting Contracts with National Service Organizations - Good Idea?

Consulting Contracts with National Service Organizations are not your sweet spot in computer consulting. Computer hardware is often disposable with low profit margins and hardware repair is not the best choice in consulting contracts.

5 Keys to Building a Dynamic Self-Management Sales System

Can you diagnose your business on a 'Single Sheet' of paper? Here are some key steps to help identify your essential competencies and performance metrics. Because numbers don't lie.

5 Bad and Lousy Words You Should Never Say In Your Sales Letter

Have you ever wondered why you still haven't made any sale even though your product is truly one of a kind? The failure is in your salesletter itself. Find out the secrets to increase the sales power in your salesletter.

Tracking For Profits

You can't manage what you don't measure...

Top 10 Attributes of Successful Sales Managers

Characteristics and attributes you can seek to cultivate as a sales manager. In my mind, there are two broad influential categories: trust and presence. Under each category are five specific characteristics that every effective sales manager must possess. I call them the Five Cs of Trust and the Five Points of Presence.

Avoiding the Customers You Don't Want: The 10 Warning Signs of Trouble

All customers are not created equal. Some will return rich rewards. Others simply drain our time, money and talent. Discover the 10 signals of customers it's best to avoid. From the author of Writing Copy for Dummies.

Sales Effectiveness: How to Raise Performance of Your Sales Staff

How much revenue did your outstanding sales professional deliver to your organisation last year and what would it be worth to clone that performance across your entire salesforce?

Sales Prospecting and a Targeted Selection Process

Who Are You Calling On and Why? What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.