Sales Management Information

Sales Management Information

The Product or the Sale


This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace.

Online Sales: Secret To Increase Your Sales By Bundling Your Products


Microsoft has used this online sales secret to become a giant, and the greatest software company in the world.How about you?What are you waiting for?The secret is bundling your products.

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail


In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face.

Hire A Six, To Consistently Produce Sales Success


For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I'd always recruit the ten.

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them


1. LOOKING for a "quick fix" to close more sales - sales aren't closed, they're opened.

Hiring--A Vital Key In Sales Management Success


Recently, I was asked to spend some time on the telephone, coaching a client's administrative assistant on how to check out an employment candidate's references. After each in-person or telephone conference, I complete a brief written report going over the information discussed.

Offer Package Deals To Increase Profits And Sales


An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services.

Overcoming Sales Objections for Small Business Networks


Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.The problem generally begins when you start talking about a network upgrade.

Shorten Sales Cycles in Complex Sales Environments


Help buyers discover the answers they need to understand and align all of their decision variables.In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities.

4 Tips for the Summer Slowdown - How To Pick Up Sales


You may have heard about the "summer slowdown". You may be experiencing it right now, or you may not be affected.

The ACCOUNTABILITY Challenge for Today's Business Management


In today's 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements.

Increasing Sales by Using Coupons - Will it Help Your Business?


Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association's (PMA) "Coupon Council" shows that 3.

Train a Winning Sales Team: Rounding Third and Heading for Home


Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success.

What Is A Proposal? And Why Do You Need One?


Do you know anyone who regularly wins bids? Or can boast a balanced relationship between doing the hard work of producing proposals and regularly winning the business?I'm always amazed at how much energy people put into responding to a Request For Proposal (RFP) in relation to the level of success - or non-success - they realize. And yet they continue to put time and resources into this relatively unproductive activity.

How We Build a 90% Failure Rate into the Sales Process


I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call.

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