Sales Management Articles

Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources.

The Best Information Comes From Short Questions

If you want to actually learn something about the customer's needs, you will get there quicker by asking short questions... allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need, to determine how to best serve them....

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Are you writing sales negotiation emails like prospecting emails?

It's critical that folks recognize when the switch from prospecting to negotiating is occurring, and subtly change their writing style....

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Six Ways to Lead Your Sales Team Through Tough Times

The recession is technically over, however, sales teams are still facing more competitors going after the same projects, price pressures or the new competitor, prospects doing nothing. There is an old saying, “character not tested is no character at all.”...

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Your Customer's PIR: Price Investment Ratio

If your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations......

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Suggestion Selling

You can sell more products to your customer aside from the item that they are currently buying. This is possible through suggestion selling......

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Are You Giving Away Your Profit?

Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale....

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Optimism is a Selling Skill: Is Your Sales Glass Half-empty or Half Full?

Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan?...

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What Are Your Real Sales Goals for 2011?

What do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal goals....

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Help me support the 17 children at Happichild Children's Home in Narok Kenya. I currently fund their food and education.  By next year I hope to raise enough money to purchase land and a bigger home to adequately shelter them.  You can help me here.  100% of the donations are sent to these amazing, resilient children.