SelfGrowth.com articles for Sales Management Training

Be a Successful Sales Manager, Not a Super Seller

steelmethod@gmail.com — Wed, 4 Aug 2010 12:00:00 am

There is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ...

***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales

sam@sammanfer.com — Wed, 28 Jul 2010 12:00:00 am

Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling. If I’m a C-Level executive decision maker, a ...

***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide

sam@sammanfer.com — Thu, 8 Jul 2010 12:00:00 am

“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...

What Do Successful Sales Incentives Look Like?

steelmethod@gmail.com — Mon, 12 Jul 2010 5:00:07 pm

If you manage a sales staff and if you are someone who is looking into how you are going to get better performance out of your sales staff, you are going to find that there are a number of things that you need to look into. Many managers realize that they can increase performance through ...

Does Volume Make Up for Low Price?

hunterarticles@yahoo.com — Thu, 1 Jul 2010 12:00:00 am

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the ...

Should Social Media Replace Cold-Calling?

hunterarticles@yahoo.com — Thu, 1 Jul 2010 12:00:00 am

People continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first. In the past few months, I've watched numerous salespeople shift all of their prospecting efforts ...

***6 Sales Management Drills for Relationship Selling to CEOs and Top Executives

sam@sammanfer.com — Thu, 24 Jun 2010 12:00:00 am

Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you ...

***7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”

sam@sammanfer.com — Thu, 24 Jun 2010 12:00:00 am

Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to ...

***Sales Management - 7 Selling Tips on Handling Price, Price, Price

sam@sammanfer.com — Mon, 12 Jul 2010 3:26:21 pm

Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, ...

How To Analyze and Report Sales and Profit Generating Activity

Ron@ActumConsulting.com — Fri, 4 Jun 2010 1:33:16 pm

Tactics For Keeping Score On Your Business. Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, ...

Productive Joint Field Work-A Five Step Process

senns@b2bsalesconnections.com — Fri, 28 May 2010 12:10:13 pm

Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...

Do You Dread Public Speaking? 3 Steps to Presenting With Confidence

info@practical-management-skills.com — Fri, 28 May 2010 11:57:07 am

Do you dread public speaking? Do you avoid situations where you might have to stand up in front of others? You are not alone. Research once found that people feared public speaking even more than death! If like many people, you are filled with apprehension about presenting to groups, you can ...

***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business

sam@sammanfer.com — Fri, 21 May 2010 12:00:00 am

What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...

The Biggest Mistake Sales Managers Make

ralphburns.socialsites@gmail.com — Fri, 28 May 2010 12:10:13 pm

“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ...

Why Will Your Prospect Buy Today

senns@b2bsalesconnections.com — Tue, 18 May 2010 11:56:24 am

What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ...

Let The Words Be Known: Clinet Modular Approach (CMA)

raj@rajgavurla.com — Tue, 18 May 2010 11:56:24 am

Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ...

Why sales coaching are essential for your business

jack02thomson@gmail.com — Tue, 18 May 2010 11:56:24 am

One of the keys to increasing sales is to control and reduce the turnover of sales staff and management. It is not only very costly turnover in terms of recruitment, training and end costs, but also very counterproductive when growing sales revenue. Sales are most important for every business. ...

The importance of sales coaching

jack02thomson@gmail.com — Tue, 18 May 2010 11:56:25 am

The 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 ...

Sales training can increase sales

jack02thomson@gmail.com — Tue, 18 May 2010 11:56:25 am

Despite of the economic environment we are operating in, it is essential to discover a way to increase sales. Sales force Evaluation and Sales Performance Management is a crucial part of marketing, especially when dealing with a push approach towards the marketplace. In many cases, the ...

Sales training can improve employee retention

jack02thomson@gmail.com — Tue, 18 May 2010 11:56:25 am

Training 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 ...

Don’t Read This…Unless You Want To Have A Really Good Sales Meeting

ralphburns.socialsites@gmail.com — Tue, 18 May 2010 10:51:09 am

We’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...

What Are Promotional Lanyards and Compendiums

lakeshiawozniak70@gmail.com — Tue, 18 May 2010 11:56:25 am

Brand awareness these days has really exploded. It is possible to put your brand, logo or name onto anything. While it used to be just clothing, pens and coffee mugs that had logos on them, it now seems like there is no limit. Novelty items are now branded and given as corporate gifts. You ...

***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships

sam@sammanfer.com — Fri, 30 Apr 2010 12:00:00 am

It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...

How to Get Your Sales Team to Reach The Highest Level of Sales Achievement

ralphburns.socialsites@gmail.com — Tue, 18 May 2010 10:51:10 am

First 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 ...

The Best Source of Sales Tips and Techniques for Sales Professionals

kate@focustraining.ie — Mon, 26 Apr 2010 12:00:00 am

All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...

***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred

sam@sammanfer.com — Fri, 23 Apr 2010 12:00:00 am

It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...

Empower Your Sales People By Providing Them With Positive Behavioral Feedback

ralphburns.socialsites@gmail.com — Thu, 22 Apr 2010 12:00:00 am

The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...

Laughter Seminar: Why You Should Laugh Your Way To Increase Sales Motivation and Sales Results

jeremyjulmer@gmail.com — Sun, 18 Apr 2010 12:00:00 am

Is your sales force not producing the results you want and lacking the energy, teamwork, drive, and the attitude that they need to have for great success? Are you a sales professional or sales manager who is carrying around too much stress, lacking motivation, and not achieving your full ...

***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

sam@sammanfer.com — Fri, 9 Apr 2010 4:38:00 pm

Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alternative. Better in an area of importance to someone is worth more money. Keep in mind, doing ...

***Relate Immediately with People by Matching Your Chemistry

sam@sammanfer.com — Tue, 30 Mar 2010 4:28:05 pm

Put People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The ...

The 4 Simple Secrets to Selling Training

katie@premiertraining.ie — Thu, 25 Mar 2010 8:05:06 am

On a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...

***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears

sam@sammanfer.com — Thu, 18 Mar 2010 9:27:00 am

Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these ...

How To Choose A Sales Training Program

senns@b2bsalesconnections.com — Mon, 15 Mar 2010 4:17:25 pm

Whether 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 ...

***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations

sam@sammanfer.com — Thu, 4 Mar 2010 2:14:00 pm

The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do ...

Recessionary Times - Beat it.

katie@premiertraining.ie — Wed, 3 Mar 2010 10:26:06 am

As the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ...

Sales Legends Qualify Hard, Win More!

terrie.anderson@easyonlineportals.com — Wed, 24 Feb 2010 11:13:00 am

Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ...

Sales Legends Value Integrity

terrie.anderson@easyonlineportals.com — Wed, 24 Feb 2010 11:14:48 am

Approved Short Sale Qualifications

whbsolutions@gmail.com — Mon, 22 Feb 2010 4:38:16 am

The most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ...

Why Homeowners Need to Consider Short Sales

whbsolutions@gmail.com — Mon, 22 Feb 2010 4:35:49 am

There have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ...

***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications

sam@sammanfer.com — Tue, 16 Feb 2010 3:46:00 pm

Win-Over C-Level Decision Makers with Effective Communications Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ...

My Perception Is Your Reality

senns@b2bsalesconnections.com — Thu, 4 Mar 2010 7:39:55 am

Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? ...

Top Sales Management Advice: It’s Hard To Listen With Your Mouth Open

ralphburns.socialsites@gmail.com — Tue, 16 Feb 2010 2:33:53 am

There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate. But if you are always talking and never ...

***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt

sam@sammanfer.com — Fri, 12 Feb 2010 9:57:00 am

Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ...

People Need What I Got!

eric@ericmulford.com — Thu, 4 Feb 2010 10:32:31 am

You were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ...

Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities

ralphburns.socialsites@gmail.com — Sat, 30 Jan 2010 6:39:00 am

The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation. Look at it this ...

***Create the Confidence Necessary to Win-Over C-Level Executives

sam@sammanfer.com — Fri, 29 Jan 2010 12:09:05 pm

Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence. If you’re confident you ...

How to Assume Yes When You’re Afraid of No

MakeItCount@shaw.ca — Wed, 27 Jan 2010 10:24:00 pm

I’ve had a revelation over the last few months. It became really clear to me after attending conferences this fall and meeting so many business owners. I realized it after hearing story after story from business owners how much they realized they need to be better at marketing. But I’ve yet ...

Stop Cutting & Start Selling

rjweese@b2bsalesconnections.com — Wed, 27 Jan 2010 4:46:00 pm

The National Post, Profit Magazine and Canadian Business Magazine to name a few all report that companies who continued to invest in sales and marketing during a recession acquired more customers and emerged in a stronger position than companies who decreased their marketing efforts. Let’s face ...

Get MAD for 21 Days To Improve Your Career

rjweese@b2bsalesconnections.com — Wed, 27 Jan 2010 4:37:00 pm

I am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ...

Start 2010 With A Sales K.I.S.S

rjweese@b2bsalesconnections.com — Wed, 27 Jan 2010 4:32:00 pm

By most predictions 2010 is looking like a better year for business and the economy. Your company has probably cut expenses to the bone and there is no budget for sales training programs that don’t produce results. So why not start your New Year off on the right foot by setting goals and ...