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.

Why Aren't You Following Up with Your Leads?

Have you ever had a GREAT lead for your business and totally dropped the ball? Why on earth does that happen? Creating a comfortable sales mindset can support business owners in effective marketing....

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How to Fix Your Prospecting in a Single Day

Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be... and yet, that doesn't make it any easier....

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Are You Ready to Be a Sales Manager?

So you want to be a sales manager? It's a rewarding and tough job that requires the skills of a good parent, the vision of a CEO and insights of a psychologist. This unusual combination of skills is the reason many companies struggle to find the right person to lead their sales organization....

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Is the Glimpse Factor Stalling Your Emails?

Email prospecting is hot. It feels much less threatening than cold calling. No one will hang up on you. You have time to think about exactly what to write. And, if prospects like your message, they'll respond. But just as easily, prospects can delete your email - and never read a word....

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Why Buyers Love to Delay Buying

Understanding why the buyer does need to buy from you and how what you're selling will allow them to achieve their needs and objectives… will strengthen your own resolve and confidence… to wholeheartedly believe in your product, your price and your potential to help the customer achieve their goals....

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What Does Your Customer Really Value?

As a salesperson once you learn what the customer's value expectations are, you will do more than just close the sale......

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What's Holding Your Prospecting Back?

There aren't many certainties in selling. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling block on the way to new business....

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You Know Your Sales Process is Outdated When

Fashions change, seasons change and so do customer needs. So when is the last time your company looked at your sales process to determine it was keeping up to date with the times? The information age has dramatically changed how businesses compete....

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