Sales Management Articles

Dealing with Bluff in Negotiations

by Piotr Jednaszewski

Can we use bluff? Personally I would say “not” as it always lowers our credibility and reliability. The more we are credible in our course of action the sounder our negotiation techniques are.

Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy

by Joanne Black

Build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...

The Top Ten Best Practices in Channel Partner Education

by Brian Berlin

What does it take to build a channel partner training program that accomplishes the two critical goals of provisioning resellers with the tools to sell and the vendors with evidence that the training has had an impact in the marketplace?

5 Ways to Gauge Your Sales Managers' Coaching

by Steven Rosen

That executive sees the role of the sales manager as developing his or her people to the best of their potential. So how exactly do you know if your managers are effective coaches?

Cold Calling Fear: Facing the Elephant in the Room

by Elizabeth Blane

All salespeople feel it, but no one wants to talk about it: the fear of cold calling. Here are a few tips on how to overcome the fear of cold calling.

Top 5 Ways Business Acumen Adds to Your Bottom Line

by Colleen Stanley

The salesperson of the future is moving beyond bonding and rapport. They are professionals that know how to carry on a conversation at the 'C' suite. Today's decision maker expects a professional salesperson to understand the business of business and possess a high level of business acumen.

Sales Management Training and Focus

by Steven Rosen

In a strong economy just showing up to play is enough to achieve your sales objectives. In today's economic environment sales leaders are facing sales force downsizing and poor sales rep morale.

5 Ways to Stimulate Sales Growth and Business Value

by Dennis Sommer

Are you looking for new ways to stimulate your sales growth and ultimately increase the value of your business? In this article we will introduce 5 proven strategies you can implement to quickly improve sales growth and increase the value of your business.

The Proper Care and Feeding of Your Sales Funnel

by Kimberly Carrillo

A good understanding of effective sales funnel management can help your sales team be more efficient.

Prospecting, the #1 Job for the CEO

by Tony Cole

Does your company need more sales? Read this article to learn the 7 Habits of Highly Successful Salespeople.

The 5 Biggest Sales Management Coaching Blunders

by Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders.

Sales Manager Training Tips: 3 Steps to Hiring Top Performing Salespeople

by Steven Rosen

In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Here are three critical steps to selecting top performing sales reps...

Procrastination Costing Your Sales Team

by Ted Gulas

Every so often it makes sense to step back and look at how we are doing things. Evaluating the way we sell is no exception. But sometimes, because with all the other business challenges we face, it's easier to procrastinate. This has been true of the selling function, as you'll see.

5 Tips for Sales Development

by Ted Gulas

Sales Fitness like physical fitness insures those sales muscles will not atrophy. Relying on in house sources to provide this structure will lead to the same issues discussed in tip 4 that is why for this part of the process to be successful one must consider contracting to a third party.

3 Things Salespeople Should Never Say During a Demo

by Dave Sohigian

If you have worked for a while in pre-sales, supporting salespeople by showing a prospect your software applications, then you know there are times when salespeople will say the darnedest things.