Sales
Sales Management Tips: The Personal Sales Process
Sales management is a term that encompasses many different responsibilities, not the least of which is formulating the proper sales approach for your sales team to follow. While there are many different types of approaches, the personal sales process, of whic [read more...]
Increase Your Sales With The KISS Test
We’ve all heard the term KISS at one time or another - “Keep It Simple, Stupid.” However, the majority of salespeople violate this basic principle more often than not.
Let me start with some examples of what I’m talking about. At [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.
I found the advice given in that article to be deeply disturbing to me, especia [read more...]
Cold Calling’s Dark Side
Have you ever wondered why sales managers are so insistent that you cold call?
Have you ever wondered why many companies will not even consider a marketing budget, and instead mandate cold calling, make it a job requirement, and tell you you’ll be [read more...]
Cold Calling Rapidly Disappearing From Sales
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.
Why is this happening? Why is cold calling going away?
There are several reasons. First of all, prospects have [read more...]
How To Keep Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to [read more...]
If Cold Calling Works For You
I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they’ve become quite successful by it. That’s fine - as I’ve always said, if it works for you, then keep doing it. My mat [read more...]
Real Estate Success in a Downturned Market
Today’s real estate professionals face challenges that the industry hasn’t seen in years, perhaps in the entire history of selling real estate. New housing starts are down as builders struggle with their own issues of rising costs, and a lack of i [read more...]
Successful Sales Pipeline Management
Sales pipeline management is one of the most crucial components of a successful sales team. Successful sales professionals are those who know how to effectively manage sales schedules, and identify each stage of the sales process. This type of long term sales [read more...]
How To Use AB Split Testing To Increase Conversions And Profitability
Have you ever wondered how the six figure guys get to be six figure guys? The first thing that any internet professional will tell you is “the money is in the list.” That might be true but to convert members of your list to paying customers you nee [read more...]
