Return on Investment

One university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.

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.

Don't Skip The Details

Sales management must take its paperwork seriously. Forms management will save you time and money down the road and make all the difference if lawsuits are filed. This becomes increasingly important with today's ephemeral communications.

Is Phone Sales Skill a Lost Art?

A Little Phone Sales Training Will Go a Long Way

Top Speaker Says: There Are 5 Reasons Selling Comes First & Customer Service Second!

Why there is a nearly unlimited budget available for pampering salespeople, while the customer service department suffers budget cuts and downsizing at the first signs of a business slowdown or recession? There is a simple, brutal and realistic answer to this question. Salespeople are more valuable to their companies than customer service personnel. As President of Customersatisfaction.com, a company that provides service and sales training, aren’t I foolish to say this? Perhaps, but I’m right. Sellers are valued more, for five reasons, says Dr. Gary S. Goodman, top speaker, best-selling author of 12 books including, SELLING SKILLS FOR THE NON-SALESPERSON and MONITORING, MEASURING & MANAGING CUSTOMER SERVICE, and Fortune 1000 consultant.

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.

Don't Hire Salespeople Who Are Price Buyers Themselves

Sales managers who pull their hair out because their salespeople can't successfully defend their prices will benefit from this article. Many times, this problem can be solved simply by avoiding adding salespeople to the sales team who are price buyers themselves.

Goal Setting Activity

Most people find the act of a goal setting activity almost impossible because they set goals that are way too large and become disheartened before they ever come close to reaching them. A goal setting activity that works is one that is broken down until it represents a single event. It is the progressive, sequential accumulation of single events that ensure the final desired end result

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.

Non-Verbal Messsages Are More Important Than What The Prospect Says

If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs.

Sales Meetings that Work

Do you know the difference between a Sales Meeting and a Training Meeting? Conduct great sales meetings and set up a great sales event.

PRM 101 - The Basics of Partner Relationship Management

PRM, or Partner Relationship Management, can be defined as a business strategy, internet system, or software program aimed at improving communications between businesses and their channel partners.

When There is Not Enough Staff For a Trade Show Booth

It happens on occasion that you don’t have enough staff, or the right staff, for a trade show. Often this occurs to small and/or new companies, when two shows overlap or there are staff conflicts – sales meetings vs trade shows. What to do? Here are Five Tips for finding appropriate folks to work the show for you....