Sales-Management
A Fresh Approach To Managing Your Most Important Accounts
Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying. Read more →A New Type Of Sales Approach For A New Type Of Customer
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. Read more →A Profitable Growth Formula for Sales Managers
Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement. Read more →A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRMThe 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. Read more →A Sales Process Must be Certified to be Successful
If you were required to certify your sales process to be listed as a sales manager, could you? If you are like me, you have followed or taught so called ? Read more →A Standardized Company Sales Plan - Good Idea or Bad?
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. Read more →ABCs Of Buyer/Seller Relationships
There are basically three levels of buyer/seller relationships. The first and most common relationship level is Adversarial. This is the traditional win-relinquish relationship where you, the buyer, squeeze your supplier for the very last bit of a discount. Read more →Accepting Responsibility for Your Sales Success
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. Read more →Additional Sales for No Extra Cost
Did you know that it costs about 5 times more to acquire a new customer than it does to sell to an existing one? Why then is customer service generally so bad? Read more →Adopt the 'T' Method to Sales Performance Improvement
What?s your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the training objective is successfully met? Read more →← Previous Next →
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Aphorism
Only two things are infinite, the universe and human stupidity, and I'm not sure about the former.
Albert Einstein