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.

How to Avoid Becoming a Digital Prospecting Lemming

My article “Prospecting Letters Still Open Doors” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects....

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You Are Today

One of the biggest mistakes made by companies and individuals is waiting until January to do business planning. By then the New Year has started and the effects of your efforts won't be seen for several months. By then you are behind....

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9 Steps to Close More Sales

Typically, salespeople want to improve their skills and learn how to close more business. If a salesperson follows the qualifying steps and executes the 9 closing steps discussed here, they will get decision from their prospects....

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Simple Technique to Double Your Sales

Everyone wants to get bonus. If you try to buy something, you may also see whether you can get something free besides the products that you buy. Even though that freebie may not be useful to you, you still want to get it....

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Sales Coaching Tips to Formalize Your Sales Career Goals and Make Them a Reality

Learn the key steps to setting sales career goals....

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Top Three Ways to Become a Sales Truth Teller

Many people believe that it's impossible to close deals while remaining truthful but in tough economic times salespeople need to learn how to be honest with themselves and their prospects and clients, and stay in touch with your customers' needs in order to close more business!...

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Prospecting Letters Still Open Doors

I'm often asked about the effectiveness of letters as a prospecting strategy in today's electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters....

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Do Sales Managers Actually Manage?

Most sales managers do not actually manage and as a result, the potential of many sales teams is not fully realised. In order to manage sales performance, sales managers need to first identify what makes for outstanding sales performance....

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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.