Free Articles in Sales Management

The Sales Pendulum

danielwood@live.se (Daniel Wood) — Fri, 19 Feb 2010 20:15:35 GMT

Today I want to show you a tool I use for myself and my salesmen, both when things are going well and when they are not.

You Always Know How Good You Are

alen@alenmajer.com (Alen Majer) — Fri, 12 Feb 2010 20:59:44 GMT

Let's face the facts here - as a salesperson you don't have to pussy-foot around your clients and question them in subtle, tactful ways to find out if you were any good. If you were good, they bought your product.

Customers are Available for Everyone, at Any Time

alen@alenmajer.com (Alen Majer) — Thu, 11 Feb 2010 00:17:49 GMT

Yet again we can prove that selling is better than sex - and far less risky too. Finding new customers won't get you into trouble either. You can have as many customers as you want, and as many as you can handle!

Who Really Achieves Success in Sales?

hunterarticles@yahoo.com (Mark Hunter) — Wed, 10 Feb 2010 22:32:31 GMT

Whether you have been in sales a short time or for years, you owe it to yourself to achieve a level of success that is rooted in integrity...The kind of success that cannot be matched.

The Importance of Sales Training

danielwood@live.se (Daniel Wood) — Tue, 09 Feb 2010 22:28:46 GMT

The start of a salesman's career is very different today from how it looked a decade ago. In the past a salesman would be given a extensive sales training, today you can be glad if you get a brochure about your product.

You may be taking the wrong approach to selling

gy@solutions4training.com (Graham Yemm) — Wed, 27 Jan 2010 23:53:37 GMT

So many sales organisations keep pushing the same sales approach even when it only meets limited success. When 58% of sales people fail to meet targets maybe it is time to consider changing your sales approach?

Why Selling Is Better Than Sex - Part One

alen@alenmajer.com (Alen Majer) — Fri, 22 Jan 2010 13:18:37 GMT

You have the freedom to SELL! You can sell as much as you like, to whomever you like, for whatever the acceptable rate is, without exploiting yourself or bringing shame to your family name! Yes, selling IS definitely better than sex.

How to Negotiate With Sellers and Close the Deal

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Thu, 21 Jan 2010 08:19:09 GMT

Here is a great tool that works for buying and selling, but we'll concentrate on just the buying side. First, you must realize that all sellers have a problem. They need to sell a property to get something they want or to get away from something they can't afford. Here's how to create motivation.

Why do you need a sales process?

gy@solutions4training.com (Graham Yemm) — Thu, 21 Jan 2010 00:22:01 GMT

Organisations which have, and use, a sales process have more consistent success with their sales performance. Why so many organisations fail to develop or identify their process is a mystery as the evidence is so compelling for having one.

Management Training - The Key to Corporate Success

alice.jones.miss@gmail.com (Alice Jones) — Wed, 20 Jan 2010 23:50:40 GMT

A Project is a provisional and exclusive endeavor, with a characterized starting and end, to come to exact goals and objectives inside time, allowance and mechanical constraints.

Some Popular Myths About Selling

articles.articlemarketer@gmail.com (BMA Editorial Team B .) — Wed, 20 Jan 2010 11:31:38 GMT

Just because you have the best product in the world doesn't guarantee that you will be rich.Maybe you have heard of this term: build a better mousetrap, and the world will build a path to your doorstep.

No Voicemail = A Missed Opportunity

klee@klagroup.com (Kendra Lee) — Tue, 19 Jan 2010 23:57:42 GMT

Leave a voicemail? Don't leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn't that a missed opportunity?

What is a Sales-Ready Lead?

articles.articlemarketer@gmail.com (BMA Editorial Team B .) — Tue, 19 Jan 2010 16:18:01 GMT

Did you know that most of the leads generated on your website are not yet ready to talk to a sales person? In fact, most of them are searching for information and are soft leads at best.

The Salesman's Essential Article Marketing FAQ

articles.articlemarketer@gmail.com (BMA Editorial Team B .) — Tue, 19 Jan 2010 12:40:19 GMT

Regardless of what type of business you are in, and whether you run it online or not, you will need to sell. The problem is that most people online are not interested in being sold to. They are looking for information.

All You Need is Attitude and Ownership to Have Selling Success

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Tue, 12 Jan 2010 21:26:32 GMT

There are two skills that separate successful sales professionals and businesses from all the others. They are a great attitude, and taking ownership of the customer's problems, needs and wants.

Sales Coaching for Entrepreneurs

danita@salesgrowthspecialists.com (Danita Bye) — Mon, 11 Jan 2010 20:04:51 GMT

Create a Sales Coaching Culture in your Sales Organization and watch your Sales Soar.

How to Inoculate Your Sales Team Against the Excuse Virus

danita@salesgrowthspecialists.com (Danita Bye) — Mon, 11 Jan 2010 19:15:57 GMT

Get rid of the excuses your Sales people offer and see your sales soar.

Tips to Profitably Restructure Your Sales Team

danita@salesgrowthspecialists.com (Danita Bye) — Sun, 10 Jan 2010 07:54:24 GMT

A focused sales approach can help you grow your business, irrespective of the economic conditions that prevail at the time.

Rules for Successful Sales Recruiting

danita@salesgrowthspecialists.com (Danita Bye) — Fri, 08 Jan 2010 13:48:16 GMT

Ever tried to measure the cost of recruiting the wrong sales person? Here are the rules for successful sales recruiting.

Tap Emotions to Inspire Sales Success and Results

danita@salesgrowthspecialists.com (Danita Bye) — Fri, 08 Jan 2010 13:01:41 GMT

Inspire your Sales people by using Emotional Intelligence (EI) and see how your sales results soar.

Increase Attendance at Your Events with Social Networking

klee@klagroup.com (Kendra Lee) — Tue, 05 Jan 2010 23:00:42 GMT

I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they're interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with.

Sales Coaching Tips: How to Shorten Your Sales Cycle So You Can Win More Clients

jjulmer@hotmail.com (Jeremy Ulmer) — Sat, 26 Dec 2009 16:14:16 GMT

Here's How You Can Shorten The Sales Cycle and Win More Clients, Increase Sales and Profits with 2 Simple Strategies.

Tools for Motivating Your Sales Team

danita@salesgrowthspecialists.com (Danita Bye) — Tue, 22 Dec 2009 20:45:11 GMT

Know your salespeople's goals, help them to realize those and you will reach your own company' goals in the process.

Need Sales Coaching? Top 10 Questions You Should Ask Before Hiring a Sales Coach

jjulmer@hotmail.com (Jeremy Ulmer) — Mon, 14 Dec 2009 23:43:36 GMT

Are you looking to hire a sales coach to improve your career, leadership, life, business and sales results? Well, I'm going to tell you right now that there are many sales coaches in the field and it is hard to know where to start, or what to look for when hiring a coach.

It's OK to Ask for the Sale... Really It's OK

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Wed, 09 Dec 2009 22:14:03 GMT

It is easy to never have the customer say "NO" when asking for the sale. But first let's get two well used practices out of the way, never to be heard of or used again.

How to Make the Most of Your Next Holiday Sale

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Sat, 28 Nov 2009 21:51:05 GMT

The holidays are typically the most hectic time for sellers and consumers alike. But this advice can help you to plan a smoother holiday sale and maximize your profit.

Selling Benefits: Pitching to Your Customer's Needs

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Fri, 27 Nov 2009 22:32:40 GMT

Focusing on the features of a product or service rather than how it benefits the consumer is considered by many marketing experts to be a mortal sin. Features merely tell the consumer what a product or service is or does. Benefits sell the product or service.

The Product Other People Want

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Mon, 23 Nov 2009 21:37:30 GMT

There's still money circulating. They're still spending money on something-"What are they still spending money on?" That's the question you want to ask yourself. And, "How can I provide it, and how can I provide it in a manner where it's differentiated?"

Increase Your Sales with Actionable Emails

klee@klagroup.com (Kendra Lee) — Sat, 21 Nov 2009 09:10:06 GMT

I hate long emails. They take too long to read and typically include action items I just don't have time for. No doubt you've experienced it, too. Your customers are no different and it's impacting your ability to close sales.

What to Do When You Hit the Invisible Sales Revenue Ceiling

jeff@convertmoresales.com (Jeff Hardesty) — Tue, 17 Nov 2009 23:53:06 GMT

When you hit a revenue "ceiling," you have to go into diagnostic mode.

A "Closing Sript" Is A Sales Myth

virden@TheSellingEdge.com (Virden Thornton) — Tue, 17 Nov 2009 23:52:56 GMT

Selling today is about asking questions that uncover a prospect's problems and buying motives and then simply offering solutions based on your products or services. Then to close, you simply need to...

Sell Feelings Not Facts

alan@themotivationdoctor.com (Alan Fairweather) — Tue, 17 Nov 2009 23:52:49 GMT

So instead of losing sleep wondering what your USP could be, far better to think about what your ESP (emotional sales point), could be.

The Critical Factor In Consistent Sales Success

virden@TheSellingEdge.com (Virden Thornton) — Tue, 17 Nov 2009 23:52:40 GMT

I have recognized for years that I could teach and then drill selling skills into a promising sales representative and could help my client to create a climate for self-motivation and yet some representatives with extremely high potential for success

Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement

jeff@convertmoresales.com (Jeff Hardesty) — Tue, 17 Nov 2009 23:52:32 GMT

These Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired results!

Sales Training and The Pencil Technique

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Tue, 17 Nov 2009 22:46:29 GMT

Learning top sales training is incredibly important in the sales world, just take the classic 'sell me this pencil' example. Have you ever gone to a job interview and been asked to sell the interviewer a pencil?

The Core Skills You Need To Learn Hypnosis

idtabije@yahoo.com (Ismael Tabije) — Tue, 17 Nov 2009 22:26:00 GMT

Conversational hypnosis is the practice of inducing hypnotic trances through the focused skills learned in language, speech and suggestion. The primary objective is to induce a trance in order to accomplish a motivated outcome or reach a specific purpose;

Modern Sales Professionals Build Professional Intimacy

webmaster@bestmanagementarticles.com (BMA Editorial Team A) — Tue, 17 Nov 2009 22:07:20 GMT

Effective selling requires professional intimacy. Modern sales professionals learn that customer centric pacing must be practiced, once you have mastered it, selling is easy and fun! Get into step with your customers, raise their mood, and be positive, caring and friendly.

Create a ‘No Excuses' Sales Environment

support@anthonycoletraining.com (Tony Cole) — Tue, 17 Nov 2009 03:58:52 GMT

The foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. What sales standards do you set and communicate?

Top 7 Reasons Sales Managers Fail

katie@salesleadershipdevelopment.com (Colleen Stanley) — Sat, 14 Nov 2009 00:05:03 GMT

Have you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Read on to determine if you are a product of these 7 reasons sales managers fail.

Dealing with Bluff in Negotiations

st_university@hoga.pl (Piotr Jednaszewski) — Sat, 31 Oct 2009 23:30:48 GMT

Can we use bluff? Personally I would say “not” as it always lowers our credibility and reliability. The more we are credible in our course of action the sounder our negotiation techniques are.

Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy

JoanneBlack.articles@gmail.com (Joanne Black) — Sat, 31 Oct 2009 23:07:56 GMT

Build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...

The Top Ten Best Practices in Channel Partner Education

brian@slssinc.com (Brian Berlin) — Sat, 31 Oct 2009 22:00:13 GMT

What does it take to build a channel partner training program that accomplishes the two critical goals of provisioning resellers with the tools to sell and the vendors with evidence that the training has had an impact in the marketplace?

5 Ways to Gauge Your Sales Managers' Coaching

steven@starresults.com (Steven Rosen) — Thu, 29 Oct 2009 19:03:53 GMT

That executive sees the role of the sales manager as developing his or her people to the best of their potential. So how exactly do you know if your managers are effective coaches?

Cold Calling Fear: Facing the Elephant in the Room

eblane@san.rr.com (Elizabeth Blane) — Wed, 28 Oct 2009 19:44:29 GMT

All salespeople feel it, but no one wants to talk about it: the fear of cold calling. Here are a few tips on how to overcome the fear of cold calling.

Top 5 Ways Business Acumen Adds to Your Bottom Line

katie@salesleadershipdevelopment.com (Colleen Stanley) — Tue, 27 Oct 2009 19:03:59 GMT

The salesperson of the future is moving beyond bonding and rapport. They are professionals that know how to carry on a conversation at the 'C' suite. Today's decision maker expects a professional salesperson to understand the business of business and possess a high level of business acumen.

Sales Management Training and Focus

steven@starresults.com (Steven Rosen) — Wed, 21 Oct 2009 21:25:54 GMT

In a strong economy just showing up to play is enough to achieve your sales objectives. In today's economic environment sales leaders are facing sales force downsizing and poor sales rep morale.

5 Ways to Stimulate Sales Growth and Business Value

dennis@dennissommer.com (Dennis Sommer) — Mon, 19 Oct 2009 20:48:29 GMT

Are you looking for new ways to stimulate your sales growth and ultimately increase the value of your business? In this article we will introduce 5 proven strategies you can implement to quickly improve sales growth and increase the value of your business.

The Proper Care and Feeding of Your Sales Funnel

kimm@leadmarket.com (Kimberly Carrillo) — Mon, 19 Oct 2009 20:13:00 GMT

A good understanding of effective sales funnel management can help your sales team be more efficient.

Prospecting, the #1 Job for the CEO

support@anthonycoletraining.com (Tony Cole) — Wed, 14 Oct 2009 01:29:32 GMT

Does your company need more sales? Read this article to learn the 7 Habits of Highly Successful Salespeople.

The 5 Biggest Sales Management Coaching Blunders

steven@starresults.com (Steven Rosen) — Tue, 13 Oct 2009 17:27:19 GMT

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders.

Sales Manager Training Tips: 3 Steps to Hiring Top Performing Salespeople

steven@starresults.com (Steven Rosen) — Wed, 07 Oct 2009 23:42:38 GMT

In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Here are three critical steps to selecting top performing sales reps...

Procrastination Costing Your Sales Team

results@gulasgroup.com (Ted Gulas) — Wed, 07 Oct 2009 10:52:09 GMT

Every so often it makes sense to step back and look at how we are doing things. Evaluating the way we sell is no exception. But sometimes, because with all the other business challenges we face, it's easier to procrastinate. This has been true of the selling function, as you'll see.

5 Tips for Sales Development

results@gulasgroup.com (Ted Gulas) — Mon, 05 Oct 2009 22:04:10 GMT

Sales Fitness like physical fitness insures those sales muscles will not atrophy. Relying on in house sources to provide this structure will lead to the same issues discussed in tip 4 that is why for this part of the process to be successful one must consider contracting to a third party.

3 Things Salespeople Should Never Say During a Demo

dsohigian@gmail.com (Dave Sohigian) — Fri, 02 Oct 2009 23:27:26 GMT

If you have worked for a while in pre-sales, supporting salespeople by showing a prospect your software applications, then you know there are times when salespeople will say the darnedest things.

Top 3 Ways to Build an Elite Sales Culture

katie@salesleadershipdevelopment.com (Colleen Stanley) — Fri, 02 Oct 2009 22:43:28 GMT

Learn the top 3 ways to attract and retain 'top guns' in sales.

Recession Proofing Your Sales Force

steven@starresults.com (Steven Rosen) — Thu, 01 Oct 2009 00:28:15 GMT

Companies will look to cut costs and the first place to start is the sales force. The sales force is your company's most expensive promotional resource. You will have to make some critical decisions: Do you cut costs or improve the performance?

Is Your Networking Not Working?

katie@salesleadershipdevelopment.com (Colleen Stanley) — Thu, 01 Oct 2009 00:06:47 GMT

Learn the top 5 principles for effective, money-making networking.

Sales Manager Training: Rule #1 Self Awareness

steven@starresults.com (Steven Rosen) — Sun, 27 Sep 2009 22:08:05 GMT

Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies and he's just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best.

White Elephants on the Sales Call

support@anthonycoletraining.com (Tony Cole) — Wed, 23 Sep 2009 02:26:56 GMT

Have you ever been on a sales call and knew that something was wrong, but lacked the sales courage to do anything about it? To be more productive, you must have the courage to call out the "WHITE ELEPHANT " in the room when you see it, hear it or sense it.

Cold Calling Isn't the Only Way to Get Prospects

klee@klagroup.com (Kendra Lee) — Tue, 15 Sep 2009 22:50:01 GMT

Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.

Sales Leadership - Building a Shared Mental Model

jf@jonathanfarrington.com (Jonathan Farrington) — Sat, 12 Sep 2009 20:42:08 GMT

An organisation's vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organisation's destination.

Sales Management Training Tips: Sales Coaching vs. Admin?

steven@starresults.com (Steven Rosen) — Fri, 04 Sep 2009 21:22:15 GMT

After my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales.

Do You Have The Five Key Skills To Succeed In Sales?

marie@fromtheheartsalestraining.com (Jim Klein) — Thu, 20 Aug 2009 04:40:35 GMT

The old sales tactics taught and used by many salespeople in the past will not work in the new economy. If you're going to succeed in sales during the current economic situation and in the coming three to five years, you're going to have to adapt a new way of selling.

When Sales Training Isn't Working

klee@klagroup.com (Kendra Lee) — Fri, 07 Aug 2009 21:53:27 GMT

Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren't implementing what they learned when they get back to the field.

Sales Management Training Tips: How to Coach the Self Doubter

steven@starresults.com (Steven Rosen) — Thu, 06 Aug 2009 12:01:01 GMT

Joe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Each month Joe is put to the test with different sales reps he must coach to success

Fill Your Pipeline by Refining Your Referral Requests

klee@klagroup.com (Kendra Lee) — Tue, 04 Aug 2009 00:20:15 GMT

Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier and less stressful than cold calling. They're more accessible, and there's less competition to close the deal.

Which do you think is more important? Pursuing Sales Results vs. Developing Your Team

steven@starresults.com (Steven Rosen) — Tue, 28 Jul 2009 15:38:27 GMT

What is more important to sales managers Results or People Development?

Create Email Subject Lines That Draw Prospects In

klee@klagroup.com (Kendra Lee) — Mon, 27 Jul 2009 09:28:30 GMT

Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts.

Sales Commitment and Shadow of the Leader

support@anthonycoletraining.com (Tony Cole) — Thu, 23 Jul 2009 22:06:50 GMT

People stand in the shadow of the leader. But, what does "shadow of the leader" mean? It's pretty simple; however, the profound concept of “Shadow of the Leader” helps us understand where to "fix" problems in the commitment, work, communication, leadership and management of any organization.

Sales Mission Complete

support@anthonycoletraining.com (Tony Cole) — Fri, 19 Jun 2009 00:13:39 GMT

What does it take to build a committed and cohesive sales team? Read how one of the best learning institutions in the world addresses this crucial element of success the same way sales organizations must.

Email is the New Phone