sales management
Snowflakes Improve Holiday Sales
Snowflakes are beautiful!
For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor.
You may ask “What has snowflakes got to do with internet marketing?”
A free gift with every order gives you the competitive edge over your competitors.
Everyone likes [...]
Effective Sales Territory Management
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.
If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should [...]
Are Your Sales Meetings Boring?
Many sales meetings are boring and a waste of salespeople’s time, say the majority of salespeople I interview. A review of what’s going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates.
Inviting a vendor’s sales [...]
Speed-up Your Sales Cycle
This week’s article is my response to a question by David Cohen of Bridge-Soft.
“Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product is relatively high and the sales [...]
A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRM
The idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take on an increasing importance. With [...]
Sales Pipeline Forecasting Is There A Better Way?
To put it mildly most companies sales forecasting just isn’t delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision.
This is a trend that both [...]
Discounting Your Way Into Sales Oblivion
I don’t even like saying the word d———g. I have literally obliterated it from my dictionary with a black marking pen. I’ll bite my tongue until it bleeds, before I say the word.
Earlier this week Bernadette, my wife, and I went shopping . . . something I love to do. Just kidding! [...]
Increase Your Sales – Accept Credit Cards
Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.
In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two will deal with objections you might [...]
Is Your Sales Trust Factor High Enough to Win Against the Competition?
How high is your sales trust factor?
Is it higher than the sales trust factor of your competition?
It should be, if you want to increase your success in sales.
Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the reality under which sellers operate, [...]
Drop Discounts and Earn Top Dollar
Every dollar you discount is a dollar of pure profit you’re giving away. Therefore, your efforts to remove discounts will be richly rewarded.
When buyers see list price, they expect discounts to follow. By changing the way you address the relationship between pricing and discounts, you can stop giving away heavy discounts and escape the commodity [...]
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