Major Account Management Is Not A Single Action

In Part Two of this four part series, I identify that Major Account Management is not a single act but a series of actions which link together to produce a powerful, professional and profitable result.

Managing a Car Sales Lot

Many customers when they are out shopping for cars go to a car sales lot and walk up to the front. The first thing they see is about 10 guys nicely dressed standing there like vultures trying to sell them a car. At first glance they look rather lazy and waiting for easy prey.

How The Most Successful Companies Develop Their Sales Teams

Dependence on people is key to delivering the latent capability of a business. Our people are the greatest source of competitive advantage we have and that is precisely why we should continue to invest in them and fully develop them. This is particularly true now that in most market sectors competitive advantage is continually being eroded - i.e. International barriers are coming down, selling time is becoming limited, competitors are getting smarter, fewer and fewer names are appearing on companies' databases, and product uniqueness is rare. Conversely, undeveloped personnel can bring down a company through inadequate performance, leaving the competition to harvest the marketplace.

Why Not Take The Sales Quiz To see How You Are Doing?

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.

Are Your Sales Teams Submerged In Their Comfort Zone?

Perhaps of all the temptations we meet in life, money, power, sex, alcohol, drugs and fame, the subtlest of all is the comfort zone, that invitation to settle for less, to go for content when the stresses of over achievement beckon. The way that takes you out of the comfort zone is the route less travelled by. Most of us when we come to that place where the two paths divide prefer the one that leads to safety, to warmth and to comfort.

Business Process Consulting -- Five Simple Steps to Effective Management

Effective managers work with and through others. Having commonly agreed ways of dealing with business concerns, no matter which lens we are looking at that concern through, leads to the more effective resolution of business concerns and problems.

Small Business CRM: How To Select The Right CRM Software For Your Company

Choosing the right CRM software is challenging for most small business owners. Before talking with vendors, follow these simple steps to select the right vendor for crm that fits your needs.

Reinforcement Methods

Prospects are slow to accept your message because they don't trust you. As a master persuader you need to utilize certain resources to break down those walls, warm up your prospect and move them closer to making a buying decision.

Pacing and Leading

Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.

Merchant Accounts: Points to Consider

Okay so you want to accept credit cards from your customers, and are interested in establishing a merchant account. Whether you own a brick-and-mortar retail store, mail order outlet, or internet shopping operation, there are a few things to consider when choosing a credit card processing provider.

How To Interview Sales Candidates - Executive Leaders, Managers, and Individual Contributors

For some executive hiring authorities who do not have any background in Sales, it can be a challenge to really know if they are making a good hiring decision when interviewing prospective Executive Sales Leaders, Managers, or quota carrying individual contributors. This article offers specific questions/areas of focus that will take an executive hiring authority unfamiliar with sales process and strategic complex selling a long way down the road to making a solid hiring decision.

The Science of Telephone Sales Management

I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales. And there are some crucial distinctions, though I just want to touch on one, here. Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC, says Dr. Gary S. Goodman, top speaker and trainer, best-selliing author of 12 books, including YOU CAN SELL ANYTHING BY TELEPHONE and REACH OUT & SELL SOMEONE, and Fortune 1000 consultant.

Sales Force: What is the Optimum Size

In the early years of the company there is a tendency to hire large workforce. Every management wants to hit the ground running and gain maximum market share.