Sales Success or Failure - Whose Fault Is It?

No matter what the size of your organization, its success is the product of a collective effort. Here are some ideas to help you pinpoint the areas which offer you the greatest opportunities for success.

Use The Blitz Presentation and Blitz Sale - When Appropriate

Sometimes in commercial/industrial sales we find that we should make a presentation on an initial or cold call and try to get a sale. We must be prepared for that requirement because we don't know when it will happen.

Sales Managers: Get Your Team Up For The Game!

Customersatisfaction.com President, customer service and sales coach, and popular speaker, Dr. Gary S. Goodman, says its the duty of every sales manager to get his or her team psyched-up for the game. This radio and TV expert commentator, reveals just how to do it, time and again.

Marketing by Prospecting

If you don't have a large marketing budget, then you must combine your marketing and prospecting skills. What if you had a system for using your marketing tools with your prospecting skills? You may just exponentially grow your business and have fun doing it! Marketing by Prospecting may just be that system.

Management: Becoming A Self Aware Leader

As a leader do you ever find yourself exhibiting behaviors that you later regret? Are you left feeling confused at how you might have gotten so off track? If so, I think you will recognize that having such blind spots is not a good thing. If you accept that then you have sufficient insight and wisdom to know that choosing to address this issue for yourself is a sign of strength and not weakness. This may be your opportunity to become a great leader!

Ball of String Sales Supervision

How many times have you hired a new sales person and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new salesperson understood what was expected of them on the very first day they began with you? And unfortunately sometime later discovered they do not have your company’s sales process, policies, procedures and prices well understood?

How to Retain Top Sales Talent

Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.

A Sales Process Must be Certified to be Successful

If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade.

Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement

There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.

B2B Sales Lead Generation Investment: Match Your Demand Generation Programs To Sales Needs

Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation.Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales. Learn how to optimize your sales lead generation programs and lead qualification efforts.

The Vital Few

Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto'...

Why Good Franchisors Do Not Sell To Hostile Franchise Buyers

Having run a franchising company for a decade and then retiring I always thought that it was quite interesting when a franchise buyer was completely hostile and combative during the application and approval process.

Sales Prospecting and a Targeted Selection Process

Who Are You Calling On and Why? What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.