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Sales Management Training Articles
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Networking – a dirty word? Think again… - By Eugene WhelanDriving yourself to perform: If not you, then who? - By Eugene WhelanWe’re getting ENGAGED… But does it always lead to Happy Ever After? - By Eugene Whelan- Boost Your Career with Sales Training Courses - by Submitted on Nov 08, 2012 from David AlexanderIf you are a great communicator, love dealing with different kinds of people, persistent, dedicated, good motivator and have good public relations skills, then you can thrive as a salesperson, sales manager, account manager, account executive, broker, agent, marketing manager or sales and ...
Views: 1871 - A Sales Prospecting Technique That Steals Your Prospects And Customers - by Submitted on Nov 01, 2009 from Stephen CraineProtect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more ...
Views: 1869 - Spun-Poly Chef Coats - Soft, Durable & Comfortable - by Submitted on Jan 26, 2011 from Kng SaleTraditional white chef coats are perhaps the most identifiable uniform in the world. While white may not be the color associated with a modern day chef, the coats need to be comfortable and easy on the chef to help them be in their element while whipping up the most lip-smacking recipes for ...
Views: 1869 - Marketing and Selling Are Crucial to Success...and Very Different Tasks - by Submitted on Aug 22, 2009 from Geoff Ficke“an aggregate of functions involved in moving goods from producer to consumer” – Webster’s Dictionary, definition of “marketing” “to give up property to another for money or other valuable consideration” Webster’s Dictionary, definition of “selling” Many new entrepreneurs do not ...
Views: 1867(2 votes) - The Most Popular Tobacco Brands - by Submitted on Jan 21, 2011 from Barbu StelanTobacco and smoking has a long and checkered history dating. Pictorial records of smoking date back to the 11th century. Below is a synopsis of the history of smoking. cigarettes, cigars and tobacco. Rates of cigarette smoking vary widely, and have changed considerably over the course of ...
Views: 1863 - How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1858(2 votes) - When to raise a price? - by Submitted on Sep 14, 2009 from Sharon SaylerWe got an email from a client asking us about the price they were charging for a seminar they have been giving for years… their costs have been raising, the profit margin is shrinking… how do they determine if they should raise the price? This is not a "time for money" question, it is a "value ...
Views: 1854 - Your Sales Team's Attitude heightens Their Altitude - by Submitted on Dec 16, 2010 from Susan EnnsOne of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater ...
Views: 1850 - Helpful Tips to Deal with Channel Partners - by Submitted on Sep 04, 2013 from Walt RobertsonAchievement of any channel partner marketing program depends exclusively on the effectiveness as well as devotion of channel partners. You might be undertaking everything suitable for your business however if your channel partners are not that inspired you might still be lacking achieving ...
Views: 1849 - The importance of sales coaching - by Submitted on May 18, 2010 from Emily JonesThe sales professionals of all ages prefer to go outside to talk with potential customers who sit in a long seminar on sales coaching technique. Managers and executives place a high premium on results but corporations want sales people to have the information required to use intuition in a ...
Views: 1844 - Selling more Annuities through Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonAnnuity brokerage is a difficult area of sales. For insurance agents accustomed to selling policies, the annuities game could be a rude awakening. Despite the allure of bigger commissions and better rewards, annuities are not an easy path to doing more business. However, they can provide an ...
Views: 1838 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1835 - What Every Salesperson Should Know about the Language of Deal Making - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ...
Views: 1829 - How to Get Your Sales Team to Reach The Highest Level of Sales Achievement - by Submitted on May 18, 2010 from Ralph BurnsFirst things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...
Views: 1827(1 vote) - 3 Simple Ways “Time-Crunched” Professionals Can Manage Social Media Marketing - by Submitted on Oct 25, 2012 from Brad SmithSocial media presents one of the best opportunities to speak directly with existing and potential customers. It’s easier than traditional PR, and dramatically cheaper than mass-media advertising. But there’s still millions of websites, so there’s a lot of noise you have to break ...
Views: 1825 - Are You In Charge At Work? - by Submitted on Sep 21, 2009 from Andrew BaileyBeing a manager has its ups and downs. Its ups are that you have certain privileges that others don't, more respect due to your position and hopefully, you are making more money than you were before you got your promotion. The downs are: longer hours, more stress, more responsibilities, heavier ...
Views: 1822(1 vote) - Selling – Is this you? - by Submitted on Feb 10, 2013 from Mariano JaucoSelling is stressful, and can be downright discouraging I bet when you started your company you dreamed of freedom, being your own boss and big bountiful earnings. And my guess is you didn’t spend much time wondering how to get clients and polish up your sales skills! So often, my clients ...
Views: 1818 - The DNA of a Sales Superstar - by Submitted on Mar 31, 2009 from John AOVDear High Achiever: DO YOU HAVE THE DNA? Do you have the right stuff to be a sales superstar? Over the past ten years I’ve made a habit of showing up a couple hours early to my corporate and tradeshow talks so I can hear other people speak. Being a life-long student of learning, I love the ...
Views: 1804 - 3 Tips to Getting and Staying Off of Losing Streaks - by Submitted on Jul 24, 2009 from Roger SeipI want to talk about how to deal with one of the most frustrating and demotivating things that happen to people- the slump. We all face them at one point or another, and how you handle yourself through a slump or “losing streak” determines how quickly you get out of it. As Dr. Suess says, ...
Views: 1794(3 votes) - 4 Quick Tips On How To Sell Authentically - by Submitted on Apr 04, 2015 from Diane Yochelson"Sales-y." Just the sound of the word is irritating. Yet if you don't get out and meet people to share what your business is all about, how will you generate customers and keep doing what you love? It all starts with YOUR beliefs and perspective. Are you selling or serving? What comes to mind ...
Views: 1781 - Custom Trophies Adding That Personal Touch - by Submitted on Jan 09, 2013 from David FrumGetting facilitated and appreciated is something that everyone longs for and if it comes with a trophy, it’s like icing on the cake. It makes one feel so grand and special. Trophies & medals are something which fills you with immense pride and honor and is your morale booster when you are low ...
Views: 1781(1 vote) - Building Rapport – The Life of a Salesman - by Submitted on Jun 07, 2011 from Mike Schultz“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.” - Willy Loman in Death of a Salesman. Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot ...
Views: 1779 - The Biggest Mistake When Hiring Internally - by Submitted on Mar 29, 2015 from Lisa MininniHave you ever wondered why you can be completely energized one day and completely drained on another day? There are certain activities in your environment that will energize you and certain other activities that will drain you. The reason you’re energized (or not) is tied directly to your ...
Views: 1778 - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ...
Views: 1773 - The Secret to Bouncing Back - by Submitted on Jul 10, 2018 from Kellie DAndreaHave you ever been kicked when you were down? Perhaps lost everything you had? Or something as simple as something didn’t go your way? Did you bounce back? Or Did you break and fall into victim mode spiraling into depression and anger? We have all been there that is why today we are going ...
Views: 1770 - Teleseminars - Building Credibility Before, During and After - by Submitted on Dec 04, 2014 from Kathleen GageThe benefits of hosting teleseminars are numerous. Value added for your market, multiple streams of revenue, increased visibility and increased market reach to name just a few of the many. In this article we will address a great way to generate revenue on the backend. What this means is after ...
Views: 1768 - A Salesman Sharing on his Birthday - by Submitted on Mar 09, 2018 from Sanjay SinghToday is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world. Game changers in my Sales Career “Sales” is a profession. You cannot do ...
Views: 1767 - A Salesman Sharing on his Birthday - by Submitted on Mar 09, 2018 from Sanjay SinghToday is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world. Game changers in my Sales Career “Sales” is a profession. You cannot do ...
Views: 1766 - Why Money Doesn’t Motivate Salespeople - by Submitted on Sep 30, 2010 from Ralph BurnsAs we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps. Where your ...
Views: 1754 - The secret of pitching to film investors: what you should know - by Submitted on Jun 11, 2018 from Helen SheplyakovaNo longer does the success of a film depend on handing it off to a distribution company. The demanding world of film industry requires you, as the main mastermind, to take the bull by the horns. It’s only you who can manage your film as a business project the best. So stop waiting, and start ...
Views: 1753 - Sales training can improve employee retention - by Submitted on May 18, 2010 from Emily JonesTraining can help companies to improve retention of employees in your sales department and this can provide tremendous financial advantages. The reason that the advantages can be so large is that the quality and tenure of the sales organization will have a direct impact on front line revenue. By ...
Views: 1717 - Impact of Sales Channel Management on Your Business - by Submitted on Sep 04, 2013 from Walt RobertsonSales channel management and also channel partner management - these terms are continually being thrown around right now. This article clarifies these principles having an in-depth review of enterprise distribution and also the basics of channels. What is a Channel? To realize a channel ...
Views: 1714 - STOP Overcoming Objections - by Submitted on Mar 04, 2012 from Dave EisleyIn almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a ...
Views: 1712(1 vote) - The Best Information Comes From Short Questions - by Submitted on Apr 08, 2011 from Mark HunterThere's no better way to improve the quality of information you receive from a potential customer than by asking short questions. We all can recall far too many times when we've sat across the table from a customer we're trying to help – and we know we can help, if they would just provide us ...
Views: 1710 - 5 Proven Sales Rewards for 2011 - by Submitted on Jan 13, 2011 from Ralph BurnsOn this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes. A few ...
Views: 1709 - ADV Oxytocin Nature's Trust Hormone - by Submitted on Jun 08, 2008 from Rolland RobertsOxytocin is a chemical that is produced naturally in every human's brain. Its production is triggered by a range of stimuli, including sex and breastfeeding and it is known to be important in the formation of social ties, such as who we choose to mate with and bonding with our children. In fact, ...
Views: 1705 - Do you want it all? - by Submitted on Jul 12, 2016 from Charlie MooreDo you want it all? Most people do but just don’t know how to go about it. They are either too lazy to go after it or just don’t care anymore. Wouldn’t you love to have all the money you ever needed, a great relationship, a beautiful home or homes, having a career that you love and ...
Views: 1700 - The True Cost of Obtaining New Clients - by Submitted on Sep 05, 2014 from Tracey FieberOne miscalculation that many business owners make involves the ease with which they will attract customers. This is called "field of dreams marketing". The mindset is that developing strong marketing tactics to bring in new clients is the best path to growth and expansion. By growing ...
Views: 1699 - KINDLE FIRE GUIDE - by Submitted on Mar 05, 2012 from Pan SmithKindle Fire is easy to use but if you are new to using kindle then you ought to follow this procedure only one time after you will completed your steps you shall find how easy kindle fire handle. Initially you’ve to follow steps just connect kindle Fire wirelessly -> register your kindle -> set ...
Views: 1689 - Whiteboard Story Selling—Revealed - by Submitted on Oct 16, 2011 from Milly SonnemanWhether you’re a CEO or a full-time entrepreneur of a small business, you’ve got a story to tell. A new product. A powerful invention. A transformation. But how can you get other people to listen? It’s tough to win attention, isn’t it? Most professionals agree that changing the way people ...
Views: 1689(1 vote) - CD Recycling - DVD Recycling - Recycle CDS - by Submitted on Feb 15, 2011 from adona marshHave you ever wondered what to do with unwanted CDs, DVDs and their cases? Did you notice that CD/DVD's are actually fictional from recyclable materials? Disc back is a system of recycling unwanted discs. CD Recycling, is the motion of re-using a given product or effective a new product from a ...
Views: 1688 - Story behind These Famous Band Logo Designs That Every Fan Should Know - by Submitted on Apr 21, 2012 from Tammy BeckerWe may be fans of these famous musical bands, but do we actually know the story behind their brand marks? Fans happily get their arms tattooed with their images, but do they know what these designs signify and why they were created the way they were? Let’s take a walk down history and find ...
Views: 1688 - Motivating Your Sales Team: It’s (Not) All About the Money - by Submitted on May 31, 2012 from Casey FitzGeraldWhen sales managers think about keeping their sales teams motivated, they often make a critical mistake. Most of them immediately think of money, and most assume that the entire team will be motivated by the same things. In truth, this attitude is a mistake. While some individuals are driven ...
Views: 1687(1 vote) - Tips to Profitably Restructure Your Sales Team - by Submitted on Jan 18, 2010 from Danita ByeTips to Profitably Restructure Your Sales Team The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders ...
Views: 1678(1 vote) - Sales Training - Goal Development, Isolate and Attack - by Submitted on Aug 31, 2012 from Henry OkwoTo increase sales performance, sales managers must highlight essential areas of goal development for the sales reps to improve in. Even if the reps are lacking in many professional selling areas, it's best to identify and focus on one area for specific measurable improvement at a time. Next the ...
Views: 1674 - When Selling, Lose the Fear and Make the Sale - by Submitted on Jul 12, 2012 from Andrew HortonWhen sales professionals avoid any situations, where they have the potential to fail or make mistakes, they are limiting themselves and are in fact positioning themselves to fail. The fear of failure or rejection holds far too many sales professionals hostage. They have the ability and the ...
Views: 1663 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1662 - 4 Creative Planning Tips For A Killer Whiteboard Sales Story - by Submitted on Oct 16, 2011 from Milly SonnemanNot feeling too creative? But need a killer whiteboard sales story—for tomorrow’s client meeting? Find out how to ace your presentation with 4 rapid creativity tips. In business presenting and selling, it’s tough to keep your creative edge. Let’s face it. There’s not enough time in the day, ...
Views: 1660(1 vote)