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- Closing More Sales By Letting People Go
- Cultivating a successful sales culture is a long drawn process. A sale has today become a relationship-oriented activity. Relationship selling helps to build customer loyalty over time. The paper argues that it is not worthwhile to spend time on unsuccessful sales leads. The better option is to concentrate on ‘old'...
- White papers 2003-01-01
- Finding A Decent Salesman
- In order to improve the changes of finding a good salesperson through the use of ads, it's important to use them well. Some people only use recruiters, and others swear by networking. But classified ads continue to be the most common choice. Almost everyone who hires salespeople will, at some...
- White papers 2000-01-01
- Power Strategies For Distribution Salespeople
- Selling for a distributor puts in a unique selling situation. While many basic sales principles still applied, there are additional, unique challenges rising out of the position as a distributor salesperson. If a person sells many of the same things the competitor sells. Add to that the special potential for...
- White papers 2000-01-01
- Learning About Your Competition
- The industry is heating up and becoming more competitive. All around us things are changing at an ever-increasing rate. That means that it's more important than ever for you to be aware of what the competitors are doing so that no one gets blindsided or seriously outmaneuvered. The key to...
- White papers 2000-01-01
- More Power Strategies For Distribution Salespeople
- Pressures are growing on your company to reduce their costs and become more productive. The panelists believe there well need to be approximately a ten- percent decrease in sales and marketing costs as a percentage of sales if acceptable profitability levels are to be maintained. All of this "cutting" would...
- White papers 2000-01-01
- Value-added Selling?
- Value-added, this word is used so much that it has become a cliché in business circles. There may not be a business in the world that doesn't claim to be a "value-added" seller. As economy has grown more complex and competitive, the demands of the customer and their subsequent definitions...
- White papers 2003-01-01
- The Ninth Time Management Secret: Nurture Helpful Relationships
- There is a powerful time management principle: Creating relationships that result in people gladly working to assist someone can be one of the most powerful time management strategies. Most salespeople have burdened themselves with a lone ranger mentality, and that mentality is a major obstacle to over come. There is...
- White papers 2003-01-01
- Quit Wasting Time With Worthless Follow-Ups; How to Know Who to Pursue, and What to Do to Close Them
- A planned marketing program to complement the phone calls to act as a way to stay in touch with the group of prospects. The paper presents a specific plan and process for the personal marketing strategy. Themost effective way is to have a meeting with all of the employees and...
- White papers 2003-01-01
- On Entertaining Your Customers
- The practice of entertaining customers is one of those issues that needs to be focused on. Make a list of all the individuals who could be instrumental in buying the products and services. Rank them in order of importance using criteria like how important they are to the sale, and...
- White papers 2002-01-01
- Teaching Your Organization to Learn
- This ability for an organization and its people to change in response to the changing world around them may be the ultimate success skill for the Information age. So creating this change capability within the organization and instilling the capability at every level in the organization provides a double benefit:...
- White papers 2002-01-01
- The Top 10 Mistakes Made By Salespeople When Using The Phone, And What You Can Do To Avoid These Errors
- Based on observing, listening to, receiving, and placing thousands of sales calls, the paper put together the list of the top 10 errors made by sales people when using the phone. The list details the most heinous, avoidable errors, sales reps commit every day miscues that sabotage their sales efforts....
- White papers 2003-01-01
- How to Maximize the Power of a Sales Call
- The sales call is the most critical point in sales and marketing system and the ultimate test of marketing program. It's the point where all work comes together and one either succeeds or fails. Article is all about how to maximize the power of sales calls. It suggests on thinking...
- White papers 2000-01-01
- Do You Have a Selling System?
- Does every salesperson have a unique style of selling? Are they just trying to hide from accountability under the cover of individual "style"? Or is there some other explanation? More importantly, should a company allow every salesperson to have their own style, or should it have system for selling...
- White papers 2000-01-01
- Victory Over Voicemail
- Article says that voice mail has become the number one irritant for salespeople in the Information Age. Voice mail is one of the most likely outcomes of one's telephone call. Read the article and know electronic barrier of voice mail was overcome by creatively pre-conditioning the customer to respond to...
- White papers 2000-01-01
- Dealing With Your Customer's Time Constraints
- Article explains that one has to respect customers' time constraints. If one tries to overstay his welcome, he'll only succeed in making customer more irritated with you. Think of the issue being quality time, not quantity time. Article provides three strategies that will work for you. It shows another way...
- White papers 2000-01-03
- One of the Emerging New Rules for Sales - The Value-Added Sales Call
- The writer of this article tries to show that no matter what we sell, it is likely that the customer has more to do and less time in which to do it than ever before. The customer is lack of time is a relatively recent phenomenon. It was not much...
- White papers 2003-01-01
- A Take It or Leave It Attitude Begins at the Top
- The article says that management is at the root of poor customer service. We stress the importance of good customer service. The issue of delivery time has been given importance. There should not be any uncertain terms. One should get hold of someone who can fix the problem but not...
- White papers 2003-01-01
- Don't Fire All the Salespeople Just Yet!
- Sometimes, due to dwindling economy or otherwise, the sales graph begins to come down. At this moment, the management begins contemplating on dismantling the salesforce and exploration of other sales options. The paper argues that such times call for the consideration of various factors before arriving at a decision. A...
- White papers 2003-01-01
- Sales Management Myths:Straight Commission
- Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the salesforce. This encourages the salespeople to give out their best, thereby increasing the sales productivity level. The paper argues that straight commission plans rarely motivate an established salesforce to sell more. This issue...
- White papers 2003-01-01
- Developing Account Strategies
- In sales parlance, an account refers to the sale, which was made in the past to the buyer and the contacts developed thereof. Effective account management entails developing strong relationships with clients. This helps in building customer loyalty with time. The paper examines principles and processes used to develop effective...
- White papers 2003-01-01
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