Buyer/Seller Relationships...the ABCs of Success

There are basically three levels of buyer/seller relationships. The first and most common relationship level is Adversarial. This is the traditional win-relinquish relationship where you, the buyer, squeeze your supplier for the very last bit of a discount. You are determined to get the last drop! You are not focused on the cost of doing business with one another, just what you believe to be the lowest cost. This is a transactional only relationship.

Do You Have An Effective Follow-up Strategy?

Why don't salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don't salespeople follow up?

It's Time For The Fourth Quarter Push

The pressure is on and management is breathing down it’s employees necks to finish the year hitting or beating their sales numbers for the year.

Successful Sales Management - What Are The Core Competencies?

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioural skills required to promote good human relations and helpful attitudes.

What Is Successful Sales Leadership Really About?

Their position on the organisation chart or their title alone cannot make a person a genuine sales leader. They must have certain traits and skills, or they will surely fail. In business, it has been shown again and again that these skills can be learned and the traits can be developed in any individual who is willing to exert an effort based on strong desire and a true hunger for success.

Are You Receiving Enough Customer Complaints?

We must continually strive to earn the right to receive our customers business and one significant stride in that direction, is to implement an effective customer care programme.

Some Thoughts On Dealing With Absenteeism Effectively

As the biggest investment a business is likely to make is staff, any time lost to sickness can be costly. This cost must be measured not only in terms of lost production and sick pay, but also in terms of employee morale. Whenever an employee is off sick, there is a knock-on effect on those colleagues who have to cover.

Staying Focused On Development Is The Key To Being A Successful Sales Manager

Production oriented sales managers tend to concentrate on doing whatever it takes to hit the numbers. Driven by sales goals and benchmarks, they often get the results at the expense of developing their salespeople. Development oriented sales managers on the other hand tend to focus on the fundamentals and teaching their salespeople how to do the job, confident that the numbers will naturally follow.

Gaining An Edge And Building Relationships In The Corporate World

Gourmet gift baskets are an effictive and easy way to build relationships.

How to Hire a Superstar Salesperson for 2007

If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision.

Motivational Sales Speaker explains the #1 Key to Effective Sales Interviews

Motivational Sales Speaker's advice on how to use Key Sales Performance Indicators to 'See if the Shoe fits' on both Sides of the Sales Interview Table

Sales Training Speaker Rates Sales Prospecting Training

Is Sales Prospecting Training a Key Element to Your Sales Results?

4 Ways to Automate Tasks in Microsoft CRM Using Workflow

Do you want to learn some ideas on how to automate tasks in Microsoft CRM? This article shares four ideas that you can easily implement, while stimulating other ideas for your business.