| Looking For New Customers? Start First With Your Direct Competitor's Clients. by Bill Todd | | Your overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors' clients fit the bill perfectly. In fact, year after year, research has confirmed that 17% of ... Full Article | | Views: 13; Rating: N/A; Article Word Count: 173; Article Characters Count: 1060 |
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| A Real CRM Strategy or Just Tracking Customers? by Roy Gough | | Exactly what is CRM The idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong... Full Article | | Views: 254; Rating: N/A; Article Word Count: 917; Article Characters Count: 5269 |
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| Are Your Business Proposals Losing You Sales? 10 Steps to Get the Yes You Deserve by Dawn Josephson | | Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you'll get the contract or make the sale. Write a ho-hum proposal and your prospect will go elsewhere. Regardless of the product or service you're ... Full Article | | Views: 436; Rating: N/A; Article Word Count: 1235; Article Characters Count: 7224 |
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| Are Your Sales Meetings Boring? by Bill Lee | | Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates. Inviting a vendor'... Full Article | | Views: 277; Rating: N/A; Article Word Count: 618; Article Characters Count: 3544 |
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| Baditude. by Virden Thornton | | As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for ... Full Article | | Views: 309; Rating: N/A; Article Word Count: 1383; Article Characters Count: 8229 |
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| Beyond the Golden Rule by Maria Boomhower | | There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people.
This is taught in sales 101, because the need to connect with the people to make the sale. However if we realize that we are always selling ... Full Article | | Views: 393; Rating: N/A; Article Word Count: 504; Article Characters Count: 2777 |
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| Book of Lists Marketing for Pressure Washing Companies by Lance Winslow VI | | The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies clean ... Full Article | | Views: 223; Rating: N/A; Article Word Count: 374; Article Characters Count: 2076 |
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| Effective Sales Territory Management by Alan Rigg | | How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers , or whether you are building your customer base from scratch . If you manage a territory that has existing customers, your first priority ... Full Article | | Views: 306; Rating: N/A; Article Word Count: 689; Article Characters Count: 4047 |
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| How Do I Manage Workplace Conflict? by Philip Lye | | Workplace Conflict Conflict is an inevitable part of business life and not all conflict is negative. Most people would agree that where there are people there is conflict. Some workplace conflict is healthy and if viewed positively can be an opportunity and catharsis for you and your ... Full Article | | Views: 86; Rating: N/A; Article Word Count: 513; Article Characters Count: 3081 |
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| How To Become A Better Sales Manager by Jim Meisenheimer | | YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't. The shenanigans you watched during the "Apprentice" show are ... Full Article | | Views: 214; Rating: N/A; Article Word Count: 1068; Article Characters Count: 5862 |
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| How to Organize a Seminar or an Event by Matt Bacak | | Seminars and events have always been implemented as a holistic experience to participants. Thus, organizing an event requires extensive planning and preparation with most work implemented at least a few months before the actual event. Most of the time, seminars seem to run like clockwork with all... Full Article | | Views: 142; Rating: N/A; Article Word Count: 1315; Article Characters Count: 8019 |
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| How to Sell Strategically by Alan Rigg | | If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales? The starting point for ... Full Article | | Views: 67; Rating: N/A; Article Word Count: 749; Article Characters Count: 4266 |
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| Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts by Graham Yemm | | As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy? Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel ... Full Article | | Views: 241; Rating: N/A; Article Word Count: 1637; Article Characters Count: 9296 |
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| Make Time, Not Excuses by Mark Dembo | | There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%) Recently we were presenting this information in a ... Full Article | | Views: 253; Rating: N/A; Article Word Count: 1035; Article Characters Count: 5707 |
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| Management by Osmosis by Tibor Shanto | | Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales ... Full Article | | Views: 469; Rating: N/A; Article Word Count: 1248; Article Characters Count: 7282 |
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| Outsourcing the Sales Function by Gaetan Giannini | | Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear. Here's what we hear: "We can't give up control of sales, that's too ... Full Article | | Views: 42; Rating: 5.0; Article Word Count: 1295; Article Characters Count: 7488 |
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| The Effective Executive by Nick Arrizza, M.D. | | What does it mean to be an "effective executive?" Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of ... Full Article | | Views: 214; Rating: N/A; Article Word Count: 518; Article Characters Count: 3128 |
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| To Increase Your Sales and Revenue Make Sure To Add Value by Dan Strakal | | What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the ... Full Article | | Views: 234; Rating: N/A; Article Word Count: 748; Article Characters Count: 4327 |
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| Why Performance-Based Recruiting Produces Top Sales Performers by Alan Rigg | | Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. ... Full Article | | Views: 471; Rating: N/A; Article Word Count: 918; Article Characters Count: 5569 |
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| Your Extended Shadow And Successful Sales Management by Virden Thornton | | In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and ... Full Article | | Views: 94; Rating: N/A; Article Word Count: 698; Article Characters Count: 4125 |
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| Determining Sales 'Fit'; the Key Growth Process for Your Business by Brian Lambert | | Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit ... Full Article | | Views: 147; Rating: N/A; Article Word Count: 520; Article Characters Count: 3326 |
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| Sales Competence Isn't About Quota Performance. by Brian Lambert | | Compounding the problem are two myths regarding measures of competency in sales. Myth#1: Quota performance does not equate to sales competency A salesperson's quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share... Full Article | | Views: 237; Rating: N/A; Article Word Count: 537; Article Characters Count: 3161 |
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| The Top 5 Issues Facing VP's of Sales by Brian Lambert | | A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest
(visit http://www.revegrowth.com/free_articles.htm for a copy) Issue one - A poorly defined sales process. 82% of ... Full Article | | Views: 441; Rating: N/A; Article Word Count: 530; Article Characters Count: 3066 |
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