How to Hold a Successful Sales Meeting

This article will turn your boring sales meeting into something that actually motivates, trains, and gives value to your sales team. Use it to immediately get more out of your sales meetings.

Sales Team Psychology

Goal setting is powerful way of keeping sales psychology on the up-and-up. We all know that goals dictate future performance by giving team members a sense of purpose and direction. I can think of nothing less motivating than not knowing why I’ve been asked to do something. Instill in your team members what the end objective is and explain to them the necessary steps to get there. It is much easier to put forth the effort when we can answer who, what, where, when, why and how. Make sure your goals are realistic and attainable, but lofty enough that they are inspiring.

Are You Fully Prepared For A Fresh Set Of Challenges? A Sales Management Checklist

As we near the end of the year, this is an excellent time to take stock and ask yourself some important questions to ensure that you are totally prepared for the fresh set of challenges that lay ahead next year

The Sky Isn’t Falling – The Sky Isn't Falling

Sales failure is not a single, cataclysmic event. Sales stagnation, territory shrinkage and lost market share doesn’t happen overnight. Failure is the inevitable result of an accumulation of poor thinking, poor planning and poor choices. To put it more simply, failure to grow sales is nothing more than mistakes in judgment, complacency or the attitude of being in a comfort zone repeated every day. Now why would a sales person make these kinds of errors in judgment day after day? The answer is because they don’t even realize it or even if they do he or she does not think that it matters.

Let’s Just Make It Friday

Every seller has been afflicted by the buyer who neither says yes nor offers an objection. He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how much prompting you do. So, how can you get a sale if he won’t at least give you an affirmative grunt? It’s tough, unless you come to the situation armed with a very special type of close, says Dr. Gary S. Goodman, top speaker, international consultant, and popular commentator on radio and TV.

Why Sales Interviews Are Worthless When Hiring A Salesperson

Sales interviews are worthless. Following this article's 2-step process when hiring salespeople will give you a better indication as to their sales skills than a scripted interview will.

Do Your Salespeople Have Walk-Away Power?

Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteristics that could contribute to this decision? Here are a few to think about...

Successful Managers

Why not evaluate yourself on each to determine where improvement might have a positive impact on your management style, as well as the performance and productivity of your employees. The list is in no particular order of importance.

Sales Managers Need To Be Adept Jugglers And Trained Diplomats

Sometimes (regularly?) conflicts arise: something is right for the department and the people, but not for either the organisation or you. On occasions you will find yourself disagreeing with a company policy but having to support it even though you know that your people see it as wrong and personally inconvenient. How you handle this balancing act is important, and it may be necessary to explain the reasons behind your actions. It is an area for some consistency.

How to Instantly and Covertly Build Rapport

Without rapport, communication is a lost cause. With it, all else is possible. Learn this little known secret for getting unconscious rapport- fast!

DIY Marketing Budget -Part III: Why to Pay Agencies a Fee

In the final part of her three-part series on creating a marketing budget, Michelle Edelman, vice president/director of strategic planning at San Diego-based full-service marketing agency NYCA, explains how to determine how much to pay an ad agency and why it's worth the money.

Shyness-A Habit That Hurts More Salespeople Than Smoking or Drinking

80% of Americans are shy in at least in some situations, according to Dr. Phillip Zimbardo of Stanford University, who reported this finding in his book, SHYNESS.

Sell to Your STRENGTHS!

When selling, each person should highlight his strengths. But most don't so this, for 5 significant reasons, according to top speaker and seminar provider, and best selling author of 12 books including HOW TO SELL LIKE A NATURAL BORN SALESPERSON.