Since more sales would make your management life a lot better, take action with your sales force now.Do not wait another minute hoping something will happen. Don’t depend on conditions to get better.They may get better, but they could also get worse. Focus your attention on your selling team, andselling productivity vs. selling expenses. Sales [...]
Read More...www.sammanfer.com describes a great sales prospecting system. The most effective prospecting system is Sam Manfer’s active and passive sales prospecting system. Related Blogs
Read More...Salespeople know how to prospect — although they hate to. Salespeople can certainly present — and they love to. They know they should ask questions — although most don’t and the ones that do ask self-serving ones. Salespeople can close — even though they usually let the customers do it for them. But there is [...]
Read More...Today’s sale, this month’s target, your yearly quota — this is the game of your life. Why, because you’re only as good as your last accomplishment. If you win, you’re praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you to your next phase [...]
Read More...You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final approval. The term delegate basically means, “You do [...]
Read More...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 account is the people. This means the [...]
Read More...Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them. Selling typically is not a destination career. But when presented with the opportunity, we thought, “How tough [...]
Read More...
