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 Thin Line

How do you react to the word manipulate? Probably not too positively. Manipulation is a bad thing, right? Yet we practice the art of persuasion every day in our businesses - and persuasion is a form of manipulation....

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Should Social Media Replace Cold-Calling?

Has social media led to the abandonment of time-tested elements such as cold-calling & meeting face-to-face with customers or can they co-exist & be profitable?...

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Does Volume Make Up for Low Price?

Your ability as a salesperson is not in how much you sell, but in how much you earn for your company...Here's how to ensure you are not only protecting profit, but also ultimately in a place to increase it!...

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Intent: The #1 Factor to Increase Sales Results

How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team. What makes teaching intent so difficult? It's not a verbal skill and can't be practiced; it's inside the salesperson and begins with good character and good will....

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The Perks of a Yard Sale

With the holidays in the not so distant future, it may be time to get rid of all the junk that has been accumulating in the guest room or make space in the garage. A yard sale can be a good way to get unwanted stuff out of the house and make a little money....

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The Value of Open Ended Questions in Sales

Open-ended questions are one of the salesperson's most vital tools (if followed up by listening). They help gather information, qualify sales opportunities and establish rapport, trust and credibility....

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Are You Making these Mistakes Closing Sales?

So, what mistakes are they making? I can sum all these mistakes up by saying, they are skipping steps in the sales process. They have not prepared themselves to have the best opportunity to make the sale and then they blame the prospect for not buying......

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Being a Prize-Winning Sales Person

Sales representatives are generally paid more than other people. If you have a talent for selling ideas, the chances are that the number of zeroes in your yearly income will be pretty great. Now what are the qualities that every sales person must possess?...

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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.