Sales-Management
The Eight Reasons Why Salespeople Fail
The responsibility for ensuring that every member of the sales team is successful, lies entirely with management and below are the eight reasons why sales people fail. Read more →The Evolution of Sales --- Review
?In theory there is no difference between theory and practice. In practice there is a huge difference.?Lone Wolf ? Lead Wolf --- The Evolution of Sales is a book about practice that has been tested in the crucible of real life experience. Read more →The Forward Thinking Sales Manager Begins with the End in Mind
If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. Read more →The Four "D"s of Sales Management
Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. Read more →The Hardest Job Of A Trade Show
You?ve heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was sure Somebody would do it. Read more →The Hidden Competition: Avoiding the 2 Most Common Competitors
There are really only two types of competitor:1. Obvious2. HiddenThe obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a drink with them and bump into them at networking events. Read more →The Highest Form of Persuasion Revealed
Influence is a key element in mastering the techniques of Magnetic Persuasion. Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character, not your maneuvers. Read more →The Importance Of Up Selling And Cross Selling To Increase Margins
To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i. Read more →The Nine Warning Signs that You Need a Sales Video
Corporate videos are an important sales tool that can often be overlooked in marketing budgets.We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself. Read more →The Other Side of the Profit Coin
If your dayshift manager came to you and asked for more employees or to start an incentive program, would your response be, "Not if it costs me more money. 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