Sales Management 2.0

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Colleen Stanley Something Old and Something New

The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologies that still produce results. Let's take a look at two ways you should combine new social media with good 'ole fashioned sales principles. LinkedIn: LinkedIn is a great tool for connecting with people, raising profiles on search engines, and free ad… Continue

Added by Colleen Stanley on February 4, 2010 at 1:41pm — 1 Comment

Tom Francoeur New OneSource sales intelligence platform combines social media and tradtional data sources

In today’s hyperlinked digital world , data is a commodity. But time is not. Every hour spent searching for information could be spent doing something else – closing a sale, growing existing business. The key is to make the search experience productive, efficient, and accurate. According to IDC, information workers at large enterprises waste approximately 3.5 hours each week on searches that don't turn up the right information. As a result, the cost of ineffective search can be as high as $5,25… Continue

Added by Tom Francoeur on February 1, 2010 at 10:46am — No Comments

pat griswold Thinking Outside the Box

With all this talk about the uninsured, I saw home for sale that included a full year of medical insurance for the family that buys it. I also saw a cruise offer that included free travel health insurance. Last week I saw a country club offering… Continue

Added by pat griswold on February 1, 2010 at 6:00am — No Comments

Ralph Burns Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities

The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation. Look at it this way. According to a worldwide CEO survey, most CEOs these days are putting focus on revenue growth rather than cutting down on prices and meeting consumers halfway. The same CEOs are also looking to be more f… Continue

Added by Ralph Burns on January 30, 2010 at 2:22am — No Comments

Kristi Shoemaker Sales Leadership and Coaching Strategies Summit

The truth is that no one will ever perform any better than they are expected to perform, held accountable to perform, led to perform, or coached to perform. Leading and coaching a sales team is uniquely different from coaching any other department. A Sales Manager, while ultimately responsible for the same results as his sales team, understands that his/her job is to achieve those results through other people. A Sales Manager must build people who will, in turn, build the business. Sales leade… Continue

Added by Kristi Shoemaker on January 25, 2010 at 12:24pm — No Comments

Alen Majer You Always Know How Good You Are

In sales you’ll always know where you stand. No longer do you have to torment yourself with the question of your performance. At the end of the day, your sales figures will be the yardstick that indicates how well you’ve done in selling. You’ll always know how your performance was for that day, for each and every customer. The proof is in the purchase of the product that you’re selling. No-one can fake a purchase or lie to you about how great your pitch was. Customers aren’t concerned with stro… Continue

Added by Alen Majer on January 25, 2010 at 7:16am — No Comments

Kurt Theriault Can Your Organization Deliver On Its Promises?

You Promised What? Do the realities of delivering after the deal has been struck increase your excitement about the feat you just achieved or does the pain begin gnawing in the pit of your stomach? Do you believe in your sales support organization’s ability to deliver or are there indicators that promises are not always easy to keep? Consider these potential situations: • Backlogs in support units are the norm not the exception. • Internal errors and delays due to “re-dos” are too frequent. •… Continue

Added by Kurt Theriault on January 20, 2010 at 11:47am — No Comments

Ralph Burns The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager

Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule. But first things first – what exactly is the 80/20 rule? The 80/20 rule—or the Pareto Principle, named after the Italian economist Vilfredo Pareto—states that 80% of effects is the result of 20% of the causes. For you this simply means that 80% of your s… Continue

Added by Ralph Burns on January 20, 2010 at 3:30am — No Comments

Alen Majer Why Selling Is Better Than Sex - Part One

The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than sex. They believe it’s the other way round. In this post (and other following this one) I will give you many different reasons why selling IS better than sex. For a start, it’s okay to make… Continue

Added by Alen Majer on January 18, 2010 at 8:11am — No Comments

Alen Majer Sales people sell ideas, not products

A sale is often completed in business without any inspection of the actual products by the purchaser; as when the sales person shows a picture of it with a catalog number. The “goods” are to be delivered later. However, the selling process is finished; though only the mind’s eye of the buyer has seen what he anticipates getting on his order. The sales person has presented nothing except certain ideas to the mental vision of the prospect. But these ideas have been sold so realistically to the ima… Continue

Added by Alen Majer on January 8, 2010 at 7:16am — 2 Comments

lara smith Get fit with Jenny Craig weight loss program

Now days, everyone wants to be fit and energetic. For getting fit with easy and correct way Jenny Craig weight management program is the perfect one. I can say this because; I had gone through the program. Jenny Craig and Sidney Harvey Craig are the founder of Jenny Craig inc. Jenny Craig is the weight management and nutrition expert. Jenny Craig inc. has many weight loss centers in the various countries like United States, Can… Continue

Added by lara smith on January 6, 2010 at 8:53pm — No Comments

Kurt Theriault Four Critical Success Factors

Sales Execution Made Simple "Talk is cheap, intent is useless, and execution is everything." Although people possess the desire to execute, it is the belief about what it takes to execute that impedes the process. If you want a execution, the answer may be right in front of you - keep it simple. Keeping it simple is not easy. It requires resisting tendencies, cultural norms, and old beliefs and instead applying focus, discipline, and commitment to doing a few things uncommonly well. Here are fo… Continue

Added by Kurt Theriault on January 6, 2010 at 8:48am — No Comments

Kurt Theriault 5 Fundamentals to Help Others Achieve Success

It’s All About Them! Managers often express how much they enjoy coaching because it provides the opportunity to help others become successful. Yet various surveys, used to analyze the growing turnover trend, indicate that insufficient management support is a leading reason employees leave a job. The best way to address this is to get managers focused on two key ideas: always provide value to each employee during every interaction, and make sure it is provided from the employee’s perspective. Th… Continue

Added by Kurt Theriault on January 4, 2010 at 1:06pm — 2 Comments

Dave Sweeting Buying motivators

Hi all. When selling it is SO important to understand the motivation that drives your customer. However, this is SUCH a simple thing to deduce......it can ONLY be one of two......WANT or NEED. Basic, simple, easy research will tell you, do they want...or do they NEED it. Want motivation is the harder of the 2. They prospect will look at a load of factors...price, conformity, bonus features (added benefits), etc, etc.The purchase , therefore, will take longer. So, do your homework, research and b… Continue

Added by Dave Sweeting on December 30, 2009 at 4:52pm — No Comments

Kurt Theriault 3 Key Guidelines to Hiring for Key Positions

A COSTLY MISTAKE Hiring individuals for middle and upper management positions occurs less frequently than hiring for entry-level positions. As a result, the individual(s) making the decisions are not experienced or skilled at identifying and selecting the right candidate for that particular job. What do you need to do to be effective when hiring individuals for key positions? Follow these 3 hiring guidelines: 1. Identify what competencies you need. -Determine the most critical skills, knowle… Continue

Added by Kurt Theriault on December 29, 2009 at 8:29am — No Comments

Alen Majer What is Sales Prospecting?

The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager. In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result is bound to be a lot of stumbling afterward. The importance of the preliminary preparation of the salesperson in knowledge of his products or services has already been emphasized in the preceding p… Continue

Added by Alen Majer on December 17, 2009 at 10:00am — No Comments

Sarah Danish Managing Multiple Customers

You know the scenario... your workday is running smoothly and manageably when suddenly you find yourself dealing with one customer in front of you, another on the phone, while a third arrives with just a quick question. When organizations bring me to conduct customer service seminars, I find this is one of the most frequent challenges frontline employees ask me to address. While there are no absolute rules for juggling customers (you need to adapt to your workplace's business realities) here are… Continue

Added by Sarah Danish on December 16, 2009 at 6:30am — No Comments

Ralph Burns Become An Excellent Sales Manager – Hire Salespeople With “Talent”

Like many kids, my Dad used to tell me stories before he tucked me to bed. After running through the gamut of Big Bad Wolf, Goldilocks and the three Bears and Three Billy Goats Gruff, he used to tell me another tall tale. He’d say that when I grow up, I could be anything I wanted to be if I just worked hard enough. He said. “Anyone can become the President if they wanted it really bad and worked hard for it.” I believed him…that is until I became a sales manager… No offense to Dad, but the pro… Continue

Added by Ralph Burns on December 16, 2009 at 1:30am — 3 Comments

SITI HAWA BINTI MAT TIAL where i get the response???

I have been working in this supply PPE company in few months already. But i hardly get the response from my clients. Take for example; There is one client asking me to quote the 'safety signage'. So i did a proper layout for the design and i emailed her on Friday. Hoping that by Monday she would reply to me on the design, so i got time to discuss with the designer together with the price..until now it is Tuesday i have not received any feedback although i email her and call her. What a day???… Continue

Added by SITI HAWA BINTI MAT TIAL on December 14, 2009 at 4:31pm — No Comments

Sarah Danish Management Spy or Sales Aid?

"I know exactly what each of my sales team is doing-I know they maintain their contact management program religiously because they have to turn in a detailed report daily and an even more comprehensive report at the end of the month. We know exactly who they contacted, what transpired, where the sale stands, and what the customer is going to buy. We know everything we need to know." "How accurate is the information?" "That I can't say although our sales managers are supposed to be going over th… Continue

Added by Sarah Danish on December 4, 2009 at 2:15pm — No Comments

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yesterday
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Dave Barnhart replied to adeeb umulk's discussion 'call back'
Let me see if I understand. You are cold-calling door-to-door. On your first call you give a short pitch and try to set an appointment to visit a second time. On the second visit you make a 2-3 hour presentation. Is that right?
yesterday
A blog post by Colleen Stanley was featured
The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologie…
on Saturday
rachel corn and Darby Straw joined Sales Management 2.0
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David Cooke commented on Colleen Stanley's blog post 'Something Old and Something New'
Love your comments on the 30-second commercial and value proposition. Too many people still focusing on communicating a jingoistic benefit as a value proposition. Not enough people understanding what the real impact of their offering to their client…
on Friday
Colleen Stanley added a blog post
The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologie…
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A blog post by Dave Brock was featured
A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions. In talking to many people who contacted me about the article, we ended up talking about the confict sales managers face in doing their jobs. Yes…
February 1
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In today’s hyperlinked digital world , data is a commodity. But time is not. Every hour spent searching for information could be spent doing something else – closing a sale, growing existing business. The key is to make the search experience product…
February 1

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