Sales Management Information

What are the options for outsourcing your sales force?

Outsourcing part of all of the sales process is nothing new. Resellers, sales agents and distributors are established methods of sales force outsourcing.

How an outsourced sales company can help your small businesses grow

Hiring an outsourced sales company can be an ideal strategy for small businesses seeking to grow. Many companies today are growing as “virtual corporations”, choosing to outsource many functions within their business including choosing to outsource sales.

Shut Up and Sell!

Predatory salespeople are everywhere –from the department stores to car sales. Time and time again we’ve seen these salespeople hunt like hounds trying to get their next sale, the next big commission. “Sell at all costs!” “Don’t let them say no!”

Know Your Marketing Territory

When you market your business, this is one of the many things that you should do to effectively create an ad campaign such as your marketing brochures – you need to define your marketing territory or your target market.

Why are you choosing an Appointment Setting Telemarketing Company?

Are you looking for a steady flow of appointments with prospects?

Retail Manager -- Productivity and Developing Your Team

Retail Managers have a lot of information to process in the course of one day. They must decide what to act on now and what to save for later.

Engineers Hiring Sales Reps

The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise.

The Businessperson's Dilemma: To Wear the Rolex or Not!

You’ve heard the expression that’s says: “Everyone loves a winner!” But is it true?

How To Develop A First Class Sales Team

Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable.

Quality Activity Achieves Quality Results

Failing to focus salespeople's activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve!

Can Your Salespeople Respect Someone Who Earns A Fraction of What They Do?

Some years ago I was doing a customer service training program for a very successful financial services company in the Northwest.

Sales Managers: You'll Set More Appointments With Better Call Analysis

As a sales manager or a business owner you can analyze various statistics.

Differentiation - The Key To People Remembering You And Your Game

What exactly are you selling? What is your product or service? How do you differentiate yourself from everyone else?

Top Speaker Offers Three Steps to Conquering Sales Objections

The customer is always right. But when a customer objects, he’s wrong.

You Are Not Lazy, But Other Salespeople Are

Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking.

Top Sales Speaker Asks: Is Selling A Skill or A Discipline?

According to one of my most successful clients, an entrepreneur in his own right, “Selling is so easy that it’s hard!”

The Art of Selling: 3 Tips to Make People Make Decisions

One of my early sales trainers said, “Gary, people hate to make decisions and that’s why we have to make them for them.”

Savvy Sales Managers Know Call Backs Don't Count!

Recently, you hired someone who seems to have all of the enthusiasm in the world. In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected.

Sales Managers: Should You Dress Salespeople For Success?

If you’re a guy and you’re lucky enough to have a caring spouse or girlfriend you won’t be offended if she occasionally flicks the lint off your lapel or tightens the knot in your necktie.

Sales Management: 5 Signs You Hired A Loser

Most sales managers got to where they are because they were effective salespeople, first.

The Importance Of Up Selling And Cross Selling To Increase Margins

To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it for them. We must show them increased, i.e. added value.

Why My Sales Manager is a Computer Program

Perfection is a challenge for any human to accomplish and fortunately I don’t have to rely on a human to manage my sales contacts.

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's not ringing.

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store.

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank.

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.

The Sales Carpenter

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission.

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now.

Speed-up Your Sales Cycle

This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter.

Sales Tactics to Beat Your Competition

This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen.

Sales Plan? Whats a Sales Plan?

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.

10 Things to Help Your Business When Sales Are Slow During the Holidays

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.

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to clearly identifywho you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like and alsoexamine any data or statistics you might have.

How To Use A Powerful Leadership Tool To Step Up Sales Results

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.

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