Sales Management Information

Sales Management Information

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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Business:Sales Management Articles from
12/20/2021 06:04 AM
11 Sales Optimisation Strategies to Drive More Revenue
In the world of business, things are always changing. This means that what can work now may not be as reliable in the future. Because of that, optimising your sales process is a critical part of increasing your revenues. Sales process optimisation isn't an activity you and your team should do once. It's an activity that needs regular maintenance and updates. Learn about the 11 sales optimisation strategies you can use to boost your profits now.
02/19/2021 09:01 AM
Is Your Quota Setting Tactics Setting You Back?
The annual planning process starts, and executives and sales managers are looking at sales revenue plans, go-to-market strategies, expense budgets, and new product offerings. However, many leave their sales team members in the same territories or customer allocation without reviewing and updating their quotas from the previous year?
02/19/2021 09:01 AM
6 Challenges Sales Managers Face When Implementing CRM Software
When sales managers implement CRM, it is unlike most other software installs. The manager is confronted with changing the culture of the business. The software is not just a new way of doing business; it creates a high level of transparency into what people are doing each day-week-month. None matter what brand of CRM you bring in - its new, different and will affect the culture, and sales find it particularly challenging.
12/10/2020 04:40 PM
These Are the Reasons You Are Struggling With Sales
Converting sales is a difficult task for any business but for some, it's much harder. Whether you're a B2C or B2B company, your sales team works tirelessly to reach their quota and help the business achieve its goals.
11/04/2020 02:41 PM
7 Reasons Why Banks Should Invest in the Digital Signage
The banking sector is not a limited thing now it is growing at lightning speed. And at the same point every banks out there are in a race to have more account number in their list. You need to serve beyond the best to make your customer to talk about you. And you need to create a good in store experience for that. When you make everything available at a finger point you are said to be created a good customer experience.
11/02/2020 10:03 AM
How to Close Your Pipeline Effectively
Many of you have expressed frustration over the significant number of promised orders that just never seem to close. Long sales cycles not only delay your return on investment, but also increase uncertainty about whether the sale will go through at all.
10/05/2020 10:24 AM
The Lost Sales Paradox
Do you know what your lost sales are costing you every month? Every year? Let me give you two quick examples. It's what refer to as - The Lost Sales Paradox.
02/24/2020 10:01 AM
9 Simple Steps to Website Speed Optimization and Major Reasons Why It Matters
Why web speed optimization matters Coming back to stats, the survey from Kissmetrics shows that 79% of users are less likely to visit a website with performance issues once again. Moreover, 52% of surveyed shoppers assert that performance is an important ingredient for their loyalty. This means faster websites generate quality leads.
08/05/2019 11:22 AM
Your App Is Failing to Convert? 5 Tricks to Raise Conversions
The biggest challenge that app owners face is converting visitors into active and loyal users. Knowing this real concern of theirs, this article attempts to present some of the very effective tricks to assure conversions in apps. Read it on to know them.
06/25/2019 03:36 PM
App Development For Property Sales: A Complete Guide To Grow Your Real-Estate Business
The world is getting ahead with mobile app innovation where people are using apps for almost every services, including searching for homes. Counting the crucial importance of apps in every business these days, this article explains the fundamentals for the development of an app meant for promoting real-estate business.
04/23/2019 10:24 AM
Fear - The No. 1 Emotion That Stops Sales Success
Sales managers are sales doctors. Get good at diagnosing the right end of the problem. Change the questions you ask and work on the right end of the sales performance challenge.
09/20/2018 01:34 PM
Sales Process Productivity: 5 Best Practices & 20 Key Questions
While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find organizations that focus on applying the fundamentals of Continuous Improvement to the sales process. However, our research and experience indicate the selling process is more complex than many people realize. In addition, we have consistently found that the largest waste in most commercial and industrial organizations is lost gross margin that results from sales not made, sub-optimal pricing, and excessive costs in sales-related processes.So, leaving aside the "selling skills" or "charisma" associated with those perceived as the most successful sellers, when you consider the day-to-day activities required of field-based or outside sales professionals, there are some proven best practices and key questions that can help boost productivity and results.
06/18/2018 11:04 AM
Ways to Generate Leads to Upscale Your Sales Target
You can identify among a crowd those prospective business partners by indulging them into discussions for your business proposals. This is technically called as "Lead Generation". It is about finding unique methods to gain the attention of people towards your business. You can provide an ample amount of perks to create that interest in them so that they would want to look for more information towards your brand.
06/05/2018 12:10 PM
The Postgame: What to Do After the Trade Show
Continuing education, new technologies and product demonstrations are all good reasons dental practices attend a trade show. It's quite easy to come back from a trade show, get back in the normal swing of things and forget to ensure that you've gotten the most out of the experience. To ensure your time out of the office and money spent on attendance benefit your practice, do adequate follow up including these five steps.
02/27/2018 10:43 AM
How to Become Rejection Proof in Sales
Addressing one of the most challenging parts of the sales process. Rejection; in order to be successful and drive forward in sales you must become a master at handling the art of rejection. This article gives you actionable ideas you can start using today to become rejection-proof.
01/11/2018 10:16 AM
Smart Hotel Revenue Managers Track Competition Prices Using an Advanced Rate Shopping Tool
Travellers today are tech freaks who know how to utilize technology to make his travel cheaper, convenient and comfortable. Technology enables them to remain on the go without having to worry about itinerary, route and even accommodation.
12/25/2017 02:40 PM
Fire, Wait, Fire - How an Airborne Trooper Makes the Sale
Did you ever notice how sometimes a new problem in your life gets solved by some old skill from your past that seemed totally irrelevant at the time? I love it when that happens It's amazing how our brain has these weird ways to combine our memories with present scenarios and come up with an elegant solution. (By the way - that's the what the best innovators do - combine things together.
11/21/2017 08:35 AM
Buyer and Seller Are in Different Time Zones
There's a classic difference between the salesperson and buyer. They are both working under different needs and different timetables. The salesperson wants and needs to make the sale immediately. The buyer purchases when it is in his best interest, not when the salesperson wants to make the sale.
10/20/2017 03:44 PM
An Overview of the Sales Lead Generation Services
Generation of sales leads can be defined as the process of making contact as well as collecting information from the prospective clients. Business telemarketing is one of the most reliable strategies for generation of qualified sales leads.
08/12/2017 10:58 AM
Make More Sales By Being Contrary
Our thoughts shape who we are, and more importantly, what we do. Want to improve your business sales game? Because they run contrary to what most people do every day. The key to being successful in sales is in understanding what needs. On this article you will know what are the good things of being Contrary.
07/02/2017 10:49 PM
Principles of Hypnotic Writing
Well over a decade ago I bought and devoured an expensive course called "Hypnotic Writing" from Joe Vitale. If I remember correctly, it cost $1,000 and arrived in a heavy box with tons of CD's and two thick manuals. And it was perhaps one of the best investments I ever made in learning not just good, but great copywriting that converts like crazy.
06/28/2017 12:14 PM
How To Make Money By Giving A Free Course
There's a lot of strategy where you can offer a free course for a period of time, and because that course is free, it will likely attract a lot of new students or participants. At some point, students or participants will decide to convert that free course to a paid course and when it becomes a paid course, you can offer some promotional emails.
06/27/2017 12:08 PM
Forgotten Tips for More Sales
The more sales training material you've received, the more likely that you've forgotten the most important sales technique of all. Since in the very first marketing strategies, you've got more and more training materials on how to manage your business and times goes by many coaches and business experts shares their knowledge on this. In this article, you can see what are those tips that were forgotten to boost more sales of our business.
03/20/2017 11:38 AM
A Recipe For Success For The New Year
The Recipe For A Great 2017 - There is a great old story that pretty much predicts the kind of year you'll have in 2017. It's about a woman in a wheel chair who was moving into a retirement center. Her children had all moved away and her declining health made it impossible for her to live alone any longer.
12/22/2016 02:16 PM
Sales Manager Responsibilities - Your First Goal Is To Know Your People
You've worked hard. You've achieved targets. As a sales person you're at the top of your game.
12/09/2016 09:12 AM
Three Questions to Ask Before Becoming a Sales Manager
Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.
12/05/2016 02:19 PM
Practical Decision Making: Getting It Righter
We limit our decision making practices to a search for 'good data' and a 'rational' choice. Yet this focus ignores the human factor: our subjective biases limit our search and adoption.
10/26/2016 02:34 PM
The Sales Script Flipped: Secrets of the Buying Process
In 2012, the global research and advisory firm Forrester Research reported that regarding B2B sales, business clients are now totally in the driver's seat and those with products and services to sell have much less influence over purchasing behaviors than was enjoyed a decade or two ago. The sales process has evolved and we have entered the era of the buying process. Business owners, professional services providers and sales professionals historically would strive to present ourselves as "trusted advisers," who expected to guide our clients through the sales process and influence their choices, ideally for mutual benefit. But now that the buying process rules, we say goodbye to all that.
09/30/2016 08:30 AM
Health Literacy: A Strategic Marketing Asset And Corporate Social Responsibility
Health literacy can be defined as people's competencies to access, understand, appraise and apply information to make health decisions in everyday life. It helps individuals make healthy choices in times where the boundaries between work and life aren't so clear anymore. When people fall ill, they seek the best treatments possible. But, how could they know about those treatments if they aren't provided with easy-to-understand information in the first place?
09/02/2016 09:39 AM
Give Your Business the Benefits of Automation and Grow the Revenue
The landscape of business has seen a massive transformation over the years, particularly after the arrival of cloud computing. Earlier, options were not there to run, control and manage operations and executive plans from outside the office premises.
08/09/2016 12:14 PM
Reliable Solutions to Plan Inventories
People hear about operations planning and sales. The whole thing is covered by many online websites who keep a count on all the essentials. The supply chain around the optimized inventor buffers can be enabled if required.
07/13/2016 01:56 PM
The Features Of Good Call Center Software
Whether you are in mortgage lending, insurance, brokerage, retail banking, telecommunications or the transport industry, you will need a call center software product that has all important features to help you effectively and smoothly run the call center. Besides efficiency in running the center, the software also needs to help you lower your operating costs within the center. There are lots of software solutions designed specifically for call centers, but the effectiveness all comes back to the features of the one you choose.
07/01/2016 10:19 AM
Use Salesforce CRM and Streamline Business Processes
It's important for businesses to have the privilege of being run from anywhere. They must not bother about investing in hardware or software to run or manage their operations. In a sense, they should leverage the cloud and get enriched with the best of cloud, mobile and social.
06/17/2016 10:45 AM
Reasons You Should Rotate Your Seasoned Sales Manager
Complacency can be a big problem for a sales program. When the sales team does well, it's easy to ignore them, to let things go along like normal and not think about changing anything. This can often be a mistake.
05/24/2016 04:25 PM
Does Your Business Need a CRM? See If You Recognise These Five Signs
In the lifecycle of every business, there comes a point where you need to take the leap and invest in business enabling technologies. CRM stands for Customer Relationship Management - and most business with more than a handful of staff and customers will grow to a point where they need it. Do you?
05/13/2016 01:28 PM
How a Mobile CRM Platform Improves These Five Facets of Your Business Operations
A Mobile CRM enables businesses to manage these elevated-level service requirements. It provides a greater utility tool for handling a modern-day business. Here we analyze five aspects of business, which has been probably changed forever through Mobile CRM.
05/09/2016 02:09 PM
A Case Study: Increasing Sales With Something Different
As a sale manager or business leader, I know you're thinking about your business goals for the coming year. In the spirit of fulfilling your purpose and achieving your goals, I wanted share with you a case study that shows how meditation can help you accomplish your sales goals!
05/04/2016 12:18 PM
How to Win Business in Any Market at Any Time
As a sales leader in an organization, you have the responsibility to keep your people focused on what it takes to win/sell in any market, any environment. Just like in a sport of any kind, stuff happens. No matter what happens, you cannot win just playing defense; you must have a good offense.
04/25/2016 04:47 PM
How Contextual Document Management Ensures Practical Utility to Your Data
With data being heralded as the pillar stone of all businesses, collecting and managing organizational data has become a science of its own. In a practical scenario, most business struggle to find the best purpose and utility of their data. At best, the data need to optimally fit into their existing business, aiding a normal process and structure.
03/01/2016 12:07 PM
5 Traits of an Outstanding Salesperson
There are some basic traits that all sales people need in order to be effective. If you have these traits, then sales might just be your niche.
02/24/2016 12:39 PM
5 Goals You Should Have During a Government Debriefing
Every government contractor should know about the debriefing process. This process follows a proposal loss and is key to understanding what you did right, what you did wrong, and how you can improve your proposals and offerings for future proposals. Companies that take advantage of the debriefing process typically double or triple their win rate on future proposals. This article will outline key concepts that you need to understand in order to take advantage of the debriefing process.
02/17/2016 10:44 AM
Surprising Sources of Sales Leads
Do you periodically reach out to failed sales and former customers? If not, you could be ignoring viable prospects. It's easy to think of a lost customer as lost forever. That might be true, but if you don't stay current with former customers, you could be sealing your fate unnecessarily.
02/11/2016 09:11 AM
2016 New Year's Sales Management Resolutions
Here we are, once again at the start of a new year. As you look ahead, what are your goals? What are the goals for your team and what concerns you most? Here are my 6 suggestions for New Year's Resolutions that, if implemented properly, will eliminate many or most of your sales problems.
02/03/2016 03:06 PM
Three Tips for Developing a Sales Forecast
Are you looking to develop a sales forecast? Follow these steps to help you understand how to do forecasting.
02/02/2016 02:24 PM
For B2B Sales Growth - Do Not DO This First
Most research shows that the most important goal, stated by almost all B2B businesses each year, is to get more new clients. But I am telling you - DO NOT go after new accounts until you do this first. This should not be your most important goal until you understand the following. WORK WITH YOUR CURRENT CLIENTS FIRST.
01/27/2016 04:16 PM
Five Attributes That Guarantee Superior Sales Results
Everyone wants a powerful Sales Team. Here are 5 Salesperson attributes that guarantee exceptional results.
01/27/2016 02:22 PM
ROI Benefits of a CRM for Your Business
Are you guilty of still using an excel spreadsheet to manage your leads, customers and sales pipeline? Think a CRM is too costly or not appropriate for your small or medium business? Wondering why you fail to grow your revenue? Customer Relationship Management (i.e. CRM) have been a key enabler technology for many successful business and have a very appealing ROI.
01/20/2016 09:16 AM
What It Takes to Select the Ideal Salesforce Consulting Partner
Several aspects have to be considered before selecting the right Salesforce Consulting Partner as partnering with the wrong Salesforce Consulting Company can incur losses for your organization than profit. Let's take a close look on some of the best strategies to follow while selecting the most desirable Salesforce Consulting Services provider.
12/28/2015 12:21 PM
The Sales Manager's Performance Cycle
Background - I first worked with the client back in 2011 when they were a fledgling firm with only a handful of salespeople. They took the plunge to expand and up-scale their operation during 2013 and 2014, and I received the call from them last week.
12/11/2015 07:41 AM
How To Convert Customers To CLIENTS
Business owners and managers are often confronted with being able to differentiate between obtaining customers, as opposed to maintaining and servicing clients. Basically, a customer is someone who purchases something, or uses some service, without commitment or serious consideration of maintaining any type of serious commitment or allegiance. On the other hand, a client generally feels a greater kinship and connection, and therefore, often becomes the type of word - of - mouth ambassador, who is usually one's greatest source of referrals and references.

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