http://sales-management.bestmanagementarticles.com http://sales-management.bestmanagementarticles.com/a-1476-what-to-do-when-you-hit-the-invisible-sales-revenue-ceiling.aspxhttp://sales-management.bestmanagementarticles.com/a-1476-what-to-do-when-you-hit-the-invisible-sales-revenue-ceiling.aspxWhen you hit a revenue "ceiling," you have to go into diagnostic mode. jeff@convertmoresales.com (Jeff Hardesty)Tue, 17 Nov 2009 23:53:06 GMThttp://sales-management.bestmanagementarticles.com/a-1475-a-closing-sript-is-a-sales-myth.aspxhttp://sales-management.bestmanagementarticles.com/a-1475-a-closing-sript-is-a-sales-myth.aspxSelling today is about asking questions that uncover a prospect's problems and buying motives and then simply offering solutions based on your products or services. Then to close, you simply need to...virden@TheSellingEdge.com (Virden Thornton)Tue, 17 Nov 2009 23:52:56 GMThttp://sales-management.bestmanagementarticles.com/a-1477-sell-feelings-not-facts.aspxhttp://sales-management.bestmanagementarticles.com/a-1477-sell-feelings-not-facts.aspxSo instead of losing sleep wondering what your USP could be, far better to think about what your ESP (emotional sales point), could be.alan@themotivationdoctor.com (Alan Fairweather)Tue, 17 Nov 2009 23:52:49 GMThttp://sales-management.bestmanagementarticles.com/a-1524-the-critical-factor-in-consistent-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1524-the-critical-factor-in-consistent-sales-success.aspxI have recognized for years that I could teach and then drill selling skills into a promising sales representative and could help my client to create a climate for self-motivation and yet some representatives with extremely high potential for successvirden@TheSellingEdge.com (Virden Thornton)Tue, 17 Nov 2009 23:52:40 GMThttp://sales-management.bestmanagementarticles.com/a-1770-powerful-routines-identifying-sales-scenarios-and-developing-best-practices-for-improvement.aspxhttp://sales-management.bestmanagementarticles.com/a-1770-powerful-routines-identifying-sales-scenarios-and-developing-best-practices-for-improvement.aspxThese Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired results!jeff@convertmoresales.com (Jeff Hardesty)Tue, 17 Nov 2009 23:52:32 GMThttp://sales-management.bestmanagementarticles.com/a-34367-sales-training-and-the-pencil-technique.aspxhttp://sales-management.bestmanagementarticles.com/a-34367-sales-training-and-the-pencil-technique.aspxLearning top sales training is incredibly important in the sales world, just take the classic 'sell me this pencil' example. Have you ever gone to a job interview and been asked to sell the interviewer a pencil?webmaster@bestmanagementarticles.com (BMA Editorial Team)Tue, 17 Nov 2009 22:46:29 GMThttp://sales-management.bestmanagementarticles.com/a-15135-the-core-skills-you-need-to-learn-hypnosis.aspxhttp://sales-management.bestmanagementarticles.com/a-15135-the-core-skills-you-need-to-learn-hypnosis.aspxConversational hypnosis is the practice of inducing hypnotic trances through the focused skills learned in language, speech and suggestion. The primary objective is to induce a trance in order to accomplish a motivated outcome or reach a specific purpose;idtabije@yahoo.com (Ismael Tabije)Tue, 17 Nov 2009 22:26:00 GMThttp://sales-management.bestmanagementarticles.com/a-34356-modern-sales-professionals-build-professional-intimacy.aspxhttp://sales-management.bestmanagementarticles.com/a-34356-modern-sales-professionals-build-professional-intimacy.aspxEffective selling requires professional intimacy. Modern sales professionals learn that customer centric pacing must be practiced, once you have mastered it, selling is easy and fun! Get into step with your customers, raise their mood, and be positive, caring and friendly.webmaster@bestmanagementarticles.com (BMA Editorial Team)Tue, 17 Nov 2009 22:07:20 GMThttp://sales-management.bestmanagementarticles.com/a-34324-create-a-no-excuses-sales-environment.aspxhttp://sales-management.bestmanagementarticles.com/a-34324-create-a-no-excuses-sales-environment.aspxThe foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. What sales standards do you set and communicate?support@anthonycoletraining.com (Tony Cole)Tue, 17 Nov 2009 03:58:52 GMThttp://sales-management.bestmanagementarticles.com/a-34270-top-7-reasons-sales-managers-fail.aspxhttp://sales-management.bestmanagementarticles.com/a-34270-top-7-reasons-sales-managers-fail.aspxHave you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Read on to determine if you are a product of these 7 reasons sales managers fail. katie@salesleadershipdevelopment.com (Colleen Stanley)Sat, 14 Nov 2009 00:05:03 GMThttp://sales-management.bestmanagementarticles.com/a-33383-dealing-with-bluff-in-negotiations.aspxhttp://sales-management.bestmanagementarticles.com/a-33383-dealing-with-bluff-in-negotiations.aspxCan 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.st_university@hoga.pl (Piotr Jednaszewski)Sat, 31 Oct 2009 23:30:48 GMThttp://sales-management.bestmanagementarticles.com/a-33219-close-more-sales-3-ways-to-get-in-get-started-and-make-more-money-now-no-matter-the-economy.aspxhttp://sales-management.bestmanagementarticles.com/a-33219-close-more-sales-3-ways-to-get-in-get-started-and-make-more-money-now-no-matter-the-economy.aspxBuild lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...JoanneBlack.articles@gmail.com (Joanne Black)Sat, 31 Oct 2009 23:07:56 GMThttp://sales-management.bestmanagementarticles.com/a-32969-the-top-ten-best-practices-in-channel-partner-education.aspxhttp://sales-management.bestmanagementarticles.com/a-32969-the-top-ten-best-practices-in-channel-partner-education.aspxWhat 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?brian@slssinc.com (Brian Berlin)Sat, 31 Oct 2009 22:00:13 GMThttp://sales-management.bestmanagementarticles.com/a-32837-5-ways-to-gauge-your-sales-managers-coaching.aspxhttp://sales-management.bestmanagementarticles.com/a-32837-5-ways-to-gauge-your-sales-managers-coaching.aspxThat 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? steven@starresults.com (Steven Rosen)Thu, 29 Oct 2009 19:03:53 GMThttp://sales-management.bestmanagementarticles.com/a-32780-cold-calling-fear-facing-the-elephant-in-the-room.aspxhttp://sales-management.bestmanagementarticles.com/a-32780-cold-calling-fear-facing-the-elephant-in-the-room.aspxAll 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.eblane@san.rr.com (Elizabeth Blane)Wed, 28 Oct 2009 19:44:29 GMThttp://sales-management.bestmanagementarticles.com/a-34127-top-5-ways-business-acumen-adds-to-your-bottom-line.aspxhttp://sales-management.bestmanagementarticles.com/a-34127-top-5-ways-business-acumen-adds-to-your-bottom-line.aspxThe 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. katie@salesleadershipdevelopment.com (Colleen Stanley)Tue, 27 Oct 2009 19:03:59 GMThttp://sales-management.bestmanagementarticles.com/a-33493-sales-management-training-and-focus.aspxhttp://sales-management.bestmanagementarticles.com/a-33493-sales-management-training-and-focus.aspxIn 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.steven@starresults.com (Steven Rosen)Wed, 21 Oct 2009 21:25:54 GMThttp://sales-management.bestmanagementarticles.com/a-33224-5-ways-to-stimulate-sales-growth-and-business-value.aspxhttp://sales-management.bestmanagementarticles.com/a-33224-5-ways-to-stimulate-sales-growth-and-business-value.aspxAre 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.dennis@dennissommer.com (Dennis Sommer)Mon, 19 Oct 2009 20:48:29 GMThttp://sales-management.bestmanagementarticles.com/a-33089-the-proper-care-and-feeding-of-your-sales-funnel.aspxhttp://sales-management.bestmanagementarticles.com/a-33089-the-proper-care-and-feeding-of-your-sales-funnel.aspxA good understanding of effective sales funnel management can help your sales team be more efficient.kimm@leadmarket.com (Kimberly Carrillo)Mon, 19 Oct 2009 20:13:00 GMThttp://sales-management.bestmanagementarticles.com/a-34102-prospecting-the-1-job-for-the-ceo.aspxhttp://sales-management.bestmanagementarticles.com/a-34102-prospecting-the-1-job-for-the-ceo.aspxDoes your company need more sales? Read this article to learn the 7 Habits of Highly Successful Salespeople.support@anthonycoletraining.com (Tony Cole)Wed, 14 Oct 2009 01:29:32 GMThttp://sales-management.bestmanagementarticles.com/a-33776-the-5-biggest-sales-management-coaching-blunders.aspxhttp://sales-management.bestmanagementarticles.com/a-33776-the-5-biggest-sales-management-coaching-blunders.aspxSales 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.steven@starresults.com (Steven Rosen)Tue, 13 Oct 2009 17:27:19 GMThttp://sales-management.bestmanagementarticles.com/a-33777-sales-manager-training-tips-3-steps-to-hiring-top-performing-salespeople.aspxhttp://sales-management.bestmanagementarticles.com/a-33777-sales-manager-training-tips-3-steps-to-hiring-top-performing-salespeople.aspxIn 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... steven@starresults.com (Steven Rosen)Wed, 07 Oct 2009 23:42:38 GMThttp://sales-management.bestmanagementarticles.com/a-32854-procrastination-costing-your-sales-team.aspxhttp://sales-management.bestmanagementarticles.com/a-32854-procrastination-costing-your-sales-team.aspxEvery 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.results@gulasgroup.com (Ted Gulas)Wed, 07 Oct 2009 10:52:09 GMThttp://sales-management.bestmanagementarticles.com/a-32849-5-tips-for-sales-development.aspxhttp://sales-management.bestmanagementarticles.com/a-32849-5-tips-for-sales-development.aspxSales 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.results@gulasgroup.com (Ted Gulas)Mon, 05 Oct 2009 22:04:10 GMThttp://sales-management.bestmanagementarticles.com/a-33069-3-things-salespeople-should-never-say-during-a-demo.aspxhttp://sales-management.bestmanagementarticles.com/a-33069-3-things-salespeople-should-never-say-during-a-demo.aspxIf 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.dsohigian@gmail.com (Dave Sohigian)Fri, 02 Oct 2009 23:27:26 GMThttp://sales-management.bestmanagementarticles.com/a-33877-top-3-ways-to-build-an-elite-sales-culture.aspxhttp://sales-management.bestmanagementarticles.com/a-33877-top-3-ways-to-build-an-elite-sales-culture.aspxLearn the top 3 ways to attract and retain 'top guns' in sales.katie@salesleadershipdevelopment.com (Colleen Stanley)Fri, 02 Oct 2009 22:43:28 GMThttp://sales-management.bestmanagementarticles.com/a-33456-recession-proofing-your-sales-force.aspxhttp://sales-management.bestmanagementarticles.com/a-33456-recession-proofing-your-sales-force.aspxCompanies will look to cut costs and the first place to start is the sales force. The sales force is your company's most expensive promotional resource. You will have to make some critical decisions: Do you cut costs or improve the performance?steven@starresults.com (Steven Rosen)Thu, 01 Oct 2009 00:28:15 GMThttp://sales-management.bestmanagementarticles.com/a-33111-is-your-networking-not-working.aspxhttp://sales-management.bestmanagementarticles.com/a-33111-is-your-networking-not-working.aspxLearn the top 5 principles for effective, money-making networking.katie@salesleadershipdevelopment.com (Colleen Stanley)Thu, 01 Oct 2009 00:06:47 GMThttp://sales-management.bestmanagementarticles.com/a-33542-sales-manager-training-rule-1-self-awareness.aspxhttp://sales-management.bestmanagementarticles.com/a-33542-sales-manager-training-rule-1-self-awareness.aspxJoe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies and he's just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best. steven@starresults.com (Steven Rosen)Sun, 27 Sep 2009 22:08:05 GMThttp://sales-management.bestmanagementarticles.com/a-33979-white-elephants-on-the-sales-call.aspxhttp://sales-management.bestmanagementarticles.com/a-33979-white-elephants-on-the-sales-call.aspxHave you ever been on a sales call and knew that something was wrong, but lacked the sales courage to do anything about it? To be more productive, you must have the courage to call out the "WHITE ELEPHANT " in the room when you see it, hear it or sense it.support@anthonycoletraining.com (Tony Cole)Wed, 23 Sep 2009 02:26:56 GMThttp://sales-management.bestmanagementarticles.com/a-33921-cold-calling-isn-t-the-only-way-to-get-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-33921-cold-calling-isn-t-the-only-way-to-get-prospects.aspxNot many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.klee@klagroup.com (Kendra Lee)Tue, 15 Sep 2009 22:50:01 GMThttp://sales-management.bestmanagementarticles.com/a-33904-sales-leadership--building-a-shared-mental-model.aspxhttp://sales-management.bestmanagementarticles.com/a-33904-sales-leadership--building-a-shared-mental-model.aspxAn organisation's vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organisation's destination.jf@jonathanfarrington.com (Jonathan Farrington)Sat, 12 Sep 2009 20:42:08 GMThttp://sales-management.bestmanagementarticles.com/a-33778-sales-management-training-tips-sales-coaching-vs-admin.aspxhttp://sales-management.bestmanagementarticles.com/a-33778-sales-management-training-tips-sales-coaching-vs-admin.aspxAfter my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales. steven@starresults.com (Steven Rosen)Fri, 04 Sep 2009 21:22:15 GMThttp://sales-management.bestmanagementarticles.com/a-33679-do-you-have-the-five-key-skills-to-succeed-in-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-33679-do-you-have-the-five-key-skills-to-succeed-in-sales.aspxThe old sales tactics taught and used by many salespeople in the past will not work in the new economy. If you're going to succeed in sales during the current economic situation and in the coming three to five years, you're going to have to adapt a new way of selling.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 20 Aug 2009 04:40:35 GMThttp://sales-management.bestmanagementarticles.com/a-33565-when-sales-training-isn-t-working.aspxhttp://sales-management.bestmanagementarticles.com/a-33565-when-sales-training-isn-t-working.aspxNothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren't implementing what they learned when they get back to the field.klee@klagroup.com (Kendra Lee)Fri, 07 Aug 2009 21:53:27 GMThttp://sales-management.bestmanagementarticles.com/a-33543-sales-management-training-tips-how-to-coach-the-self-doubter.aspxhttp://sales-management.bestmanagementarticles.com/a-33543-sales-management-training-tips-how-to-coach-the-self-doubter.aspxJoe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Each month Joe is put to the test with different sales reps he must coach to successsteven@starresults.com (Steven Rosen)Thu, 06 Aug 2009 12:01:01 GMThttp://sales-management.bestmanagementarticles.com/a-33115-fill-your-pipeline-by-refining-your-referral-requests.aspxhttp://sales-management.bestmanagementarticles.com/a-33115-fill-your-pipeline-by-refining-your-referral-requests.aspxLately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier and less stressful than cold calling. They're more accessible, and there's less competition to close the deal.klee@klagroup.com (Kendra Lee)Tue, 04 Aug 2009 00:20:15 GMThttp://sales-management.bestmanagementarticles.com/a-32838-which-do-you-think-is-more-important-pursuing-sales-results-vs-developing-your-team.aspxhttp://sales-management.bestmanagementarticles.com/a-32838-which-do-you-think-is-more-important-pursuing-sales-results-vs-developing-your-team.aspxWhat is more important to sales managers Results or People Development?steven@starresults.com (Steven Rosen)Tue, 28 Jul 2009 15:38:27 GMThttp://sales-management.bestmanagementarticles.com/a-33463-create-email-subject-lines-that-draw-prospects-in.aspxhttp://sales-management.bestmanagementarticles.com/a-33463-create-email-subject-lines-that-draw-prospects-in.aspxEmail is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts.klee@klagroup.com (Kendra Lee)Mon, 27 Jul 2009 09:28:30 GMThttp://sales-management.bestmanagementarticles.com/a-33446-sales-commitment-and-shadow-of-the-leader.aspxhttp://sales-management.bestmanagementarticles.com/a-33446-sales-commitment-and-shadow-of-the-leader.aspxPeople stand in the shadow of the leader. But, what does "shadow of the leader" mean? It's pretty simple; however, the profound concept of “Shadow of the Leader” helps us understand where to "fix" problems in the commitment, work, communication, leadership and management of any organization.support@anthonycoletraining.com (Tony Cole)Thu, 23 Jul 2009 22:06:50 GMThttp://sales-management.bestmanagementarticles.com/a-33180-sales-mission-complete.aspxhttp://sales-management.bestmanagementarticles.com/a-33180-sales-mission-complete.aspxWhat does it take to build a committed and cohesive sales team? Read how one of the best learning institutions in the world addresses this crucial element of success the same way sales organizations must.support@anthonycoletraining.com (Tony Cole)Fri, 19 Jun 2009 00:13:39 GMThttp://sales-management.bestmanagementarticles.com/a-33020-email-is-the-new-phone.aspxhttp://sales-management.bestmanagementarticles.com/a-33020-email-is-the-new-phone.aspxExpectations and how email is used have changed. With these changes email is now as important as face-to-face meetings and phone calls. Here are some tips to consider when making email a primary customer interaction tool:klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33026-shortcuts-to-the-decision-maker.aspxhttp://sales-management.bestmanagementarticles.com/a-33026-shortcuts-to-the-decision-maker.aspxEvery seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. Lately I've noticed that some sellers are ignoring the steps that should be taken in the effort to shorten their path to reach the decision maker.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33018-are-you-selling-to-customers-or-clients--know-the-difference-to-succeed-as-a-consultative-seller.aspxhttp://sales-management.bestmanagementarticles.com/a-33018-are-you-selling-to-customers-or-clients--know-the-difference-to-succeed-as-a-consultative-seller.aspxHow do you refer to the people you represent? Are they “clients” or “customers”? The terms may seem interchangeable, but for those who recognize the subtle distinctions, you may be leaving a wrong impression.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33019-client-communication-as-easy-as-a-b-c.aspxhttp://sales-management.bestmanagementarticles.com/a-33019-client-communication-as-easy-as-a-b-c.aspxTo be a successful consultative seller, you need to grow and maintain a broad base of client contacts. How do you maintain and strengthen relationships with all of these people so you will be the first person they remember when they have a business issue that requires your expertise?klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33021-getting-past-the-executive-gatekeeper.aspxhttp://sales-management.bestmanagementarticles.com/a-33021-getting-past-the-executive-gatekeeper.aspxSome sellers fail miserably when trying to gain access to a company executive. They smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn't get many sellers past today's sophisticated executive gatekeepers.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33023-increase-prospecting-results-by-integrating-your-touches.aspxhttp://sales-management.bestmanagementarticles.com/a-33023-increase-prospecting-results-by-integrating-your-touches.aspxConnecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without frustrating prospects.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33024-is-email-hiding-your-personality.aspxhttp://sales-management.bestmanagementarticles.com/a-33024-is-email-hiding-your-personality.aspxEmail is so much easier to use for prospecting than the phone. But it's also easily deleted with no response. you have to be really careful that the words you choose let your personality shine through. So how do you let your personality out and get 85% of your prospects to hit reply?klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33025-now-is-the-time-to-master-financial-conversations.aspxhttp://sales-management.bestmanagementarticles.com/a-33025-now-is-the-time-to-master-financial-conversations.aspxFinancial justification is the biggest blocker in today's economic environment. But some sellers aren't feeling any pain - their sales aren't taking longer in spite of the economy - and yours don't have to either.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33029-create-opportunities-in-our-tough-economy.aspxhttp://sales-management.bestmanagementarticles.com/a-33029-create-opportunities-in-our-tough-economy.aspxCreating opportunities is all about keeping your name in front of potential customers, listening hard during sales calls, and thinking deeply to make creative suggestions. You can do it, too.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33027-top-3-2009-sales-resolutions.aspxhttp://sales-management.bestmanagementarticles.com/a-33027-top-3-2009-sales-resolutions.aspxIt's a new year, with a fresh sales quota and a new set of sales resolutions. I'm always looking for ways to improve and January consistently finds me evaluating my performance from the previous year then setting goals for the coming one.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33028-your-value-is-like-a-homemade-chocolate-chip-cookie.aspxhttp://sales-management.bestmanagementarticles.com/a-33028-your-value-is-like-a-homemade-chocolate-chip-cookie.aspxEven though my homemade chocolate chip cookies are definitely not low fat, people eat two, three and four at a time - more than they ever intended. Your clients are the same way. If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33022-don-t-be-afraid-to-help-clients-reach-financial-justification.aspxhttp://sales-management.bestmanagementarticles.com/a-33022-don-t-be-afraid-to-help-clients-reach-financial-justification.aspxTo be a true consultant to your clients you must build a business case for investing in your recommendation and providing the client with a strong feeling of confidence in the return on investment (ROI) your solution will bring.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-33030-use-testimonials-to-attract-prospects-and-win-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-33030-use-testimonials-to-attract-prospects-and-win-sales.aspxStrong testimonials make prospects long to engage you - especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you'll soon find prospects asking you to engage with them.klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:34:52 GMThttp://sales-management.bestmanagementarticles.com/a-33031-attract-prospects-with-easy-web-2-0-techniques.aspxhttp://sales-management.bestmanagementarticles.com/a-33031-attract-prospects-with-easy-web-2-0-techniques.aspxUse Web 2.0 to get your name out in cyberspace and become the expert others turn to. Before you know it you'll be attracting new prospects who have prequalified their need for your assistance simply from the snippets they've heard. Those are the leads we all strive for!klee@klagroup.com (Kendra Lee)Mon, 15 Jun 2009 21:31:44 GMThttp://sales-management.bestmanagementarticles.com/a-32952-5-smart-decisions-to-selling-success.aspxhttp://sales-management.bestmanagementarticles.com/a-32952-5-smart-decisions-to-selling-success.aspxIf you want to be able to reasonably predict the future sales health of your business, you MUST make smart decisions and smart adjustments based on smart numbers.support@anthonycoletraining.com (Tony Cole)Fri, 15 May 2009 23:21:54 GMThttp://sales-management.bestmanagementarticles.com/a-32824-the-sales-manager-s-most-important-decision.aspxhttp://sales-management.bestmanagementarticles.com/a-32824-the-sales-manager-s-most-important-decision.aspxThe most important decision every Sales Manager makes is deciding who will be on the sales team. Hiring great sales people makes all the difference between the success and failure of a sales organization. You will discover the financial impact of hiring great sales talent.barrys@selectingwinners.com (Barry Shamis)Tue, 05 May 2009 15:31:07 GMThttp://sales-management.bestmanagementarticles.com/a-32741-no-socks-day-an-excuse-to-prospect.aspxhttp://sales-management.bestmanagementarticles.com/a-32741-no-socks-day-an-excuse-to-prospect.aspxI'm always looking for a new reason to connect with a prospect that hasn't yet responded to my emails. Add some fun to your communications as it gets later in the email prospecting game. What about sending a quick email that says something like this?klee@klagroup.com (Kendra Lee)Sat, 02 May 2009 22:39:42 GMThttp://sales-management.bestmanagementarticles.com/a-32810-mine-proposals-for-hidden-gems-of-opportunity.aspxhttp://sales-management.bestmanagementarticles.com/a-32810-mine-proposals-for-hidden-gems-of-opportunity.aspxWith the economy causing prospects and clients alike to clamp their wallets shut, we're looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities.klee@klagroup.com (Kendra Lee)Sat, 02 May 2009 22:35:22 GMThttp://sales-management.bestmanagementarticles.com/a-32787-are-you-buff-or-buffalo-in-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-32787-are-you-buff-or-buffalo-in-selling.aspxYou want to become “sales buff”? If so, then you have to make sure you understand what it takes to be buff and what happens if you are buffalo.support@anthonycoletraining.com (Tony Cole)Fri, 24 Apr 2009 06:29:02 GMThttp://sales-management.bestmanagementarticles.com/a-32785-stop-quoting-and-start-qualifying.aspxhttp://sales-management.bestmanagementarticles.com/a-32785-stop-quoting-and-start-qualifying.aspxYou don't make commissions on quotes. You don't need the practice of quoting. So, stop quoting and start finding sales prospects that fit the profile of your ideal client.support@anthonycoletraining.com (Tony Cole)Fri, 17 Apr 2009 23:05:33 GMThttp://sales-management.bestmanagementarticles.com/a-32786-consistent-sales-growth.aspxhttp://sales-management.bestmanagementarticles.com/a-32786-consistent-sales-growth.aspxI'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consistent? Is it predictable? CMBMQHM- This is the "secret" to consistent, predictable sales growth.support@anthonycoletraining.com (Tony Cole)Fri, 17 Apr 2009 22:56:21 GMThttp://sales-management.bestmanagementarticles.com/a-32773-three-key-trends-in-channel-partner-education.aspxhttp://sales-management.bestmanagementarticles.com/a-32773-three-key-trends-in-channel-partner-education.aspxThere's a direct correlation between reseller education and market effectiveness. Now resellers are checking a vendor's commitment to training along with other program considerations. Vendors should make themselves aware of three key trends driving reseller education.brian@slssinc.com (Brian Berlin)Mon, 13 Apr 2009 21:11:19 GMThttp://sales-management.bestmanagementarticles.com/a-29984-qualifying-what-is-it.aspxhttp://sales-management.bestmanagementarticles.com/a-29984-qualifying-what-is-it.aspxFeel like the dog chasing it's tail when prospecting! Get to the real buyers, make money, save time!hhg@hgoergerassoc.com (Harlan Goerger)Tue, 07 Apr 2009 10:37:41 GMThttp://sales-management.bestmanagementarticles.com/a-32707-sales-success-in-tough-times.aspxhttp://sales-management.bestmanagementarticles.com/a-32707-sales-success-in-tough-times.aspxSales can be challenging in the best of times - targets or quotas to achieve, business overheads to cover. With the current economic downturn it can be even more challenging! No promises of any magical new techniques, it reminds you of the fundamentals which you may be failing to apply!gy@solutions4training.com (Graham Yemm)Mon, 23 Mar 2009 21:11:53 GMThttp://sales-management.bestmanagementarticles.com/a-32706-careful-what-you-cut--enhance-your-negotiation-skills-in-tough-times.aspxhttp://sales-management.bestmanagementarticles.com/a-32706-careful-what-you-cut--enhance-your-negotiation-skills-in-tough-times.aspxIn tough times many sellers respond by giving too much away to get orders. Buyers push for better deals and too many just give in as pressure to get the business and fear of losing the order can take over. Giving in too easily and cutting your prices is not a good idea - it erodes your profit!gy@solutions4training.com (Graham Yemm)Mon, 23 Mar 2009 20:41:07 GMThttp://sales-management.bestmanagementarticles.com/a-32617-sales-tips-from-a-pro.aspxhttp://sales-management.bestmanagementarticles.com/a-32617-sales-tips-from-a-pro.aspxAlthough I consult with entrepreneurs on their marketing, it's often their sales that needs attention. Here's an interview with a top sales coach and professional describing what every entrepreneur needs to know about sales.smart.marketing@sbcglobal.net (Pat Price)Wed, 18 Mar 2009 22:36:35 GMThttp://sales-management.bestmanagementarticles.com/a-32667-lead-by-example-do-as-i-do.aspxhttp://sales-management.bestmanagementarticles.com/a-32667-lead-by-example-do-as-i-do.aspxModeling is not just for parenting, but is also applicable when managing a successful sales team. Read here to learn the top three things a sales manager must do for proper leadership and hitting sales goals.katie@salesleadershipdevelopment.com (Colleen Stanley)Wed, 18 Mar 2009 22:12:26 GMThttp://sales-management.bestmanagementarticles.com/a-32589-how-to-coach-the-talented-slacker.aspxhttp://sales-management.bestmanagementarticles.com/a-32589-how-to-coach-the-talented-slacker.aspxLooking into an example of a rep that has all the talent but lacks consistent effort to be a top performer and how to turn the tides.steven@starresults.com (Steven Rosen)Sat, 14 Mar 2009 20:40:19 GMThttp://sales-management.bestmanagementarticles.com/a-32607-sales-are-down-what-can-you-do.aspxhttp://sales-management.bestmanagementarticles.com/a-32607-sales-are-down-what-can-you-do.aspxIt's Q1 2009 and your sales are down, what can you do? I faced a similar situation in Q1 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access to our customers became limited. Hospitals and physicians were also limiting sales rep visits. steven@starresults.com (Steven Rosen)Sat, 14 Mar 2009 20:12:35 GMThttp://sales-management.bestmanagementarticles.com/a-32423-five-overlooked-truths-about-channel-recruitment.aspxhttp://sales-management.bestmanagementarticles.com/a-32423-five-overlooked-truths-about-channel-recruitment.aspxThere are five simple truths about recruiting channel partners that haven't changed in over 25 years. Some might argue there are way more than five, but these are the ones I've seen pass the test of time, despite repeated attempts to circumnavigate or ignore.brian@slssinc.com (Brian Berlin)Wed, 18 Feb 2009 16:21:55 GMThttp://sales-management.bestmanagementarticles.com/a-32424-3-lead-generation-myths-that-will-clog-your-sales-funnel--keep-you-from-closing-more-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-32424-3-lead-generation-myths-that-will-clog-your-sales-funnel--keep-you-from-closing-more-sales.aspxIn this lagging and volatile economy, it's easy to be lured by business which clogs our sales funnel. Here are some Lead Generation myths that will hold you back from closing more Sales... JoanneBlack.articles@gmail.com (Joanne Black)Tue, 17 Feb 2009 22:07:15 GMThttp://sales-management.bestmanagementarticles.com/a-32386-what-s-the-difference-between-partnering-and-outsourcing-.aspxhttp://sales-management.bestmanagementarticles.com/a-32386-what-s-the-difference-between-partnering-and-outsourcing-.aspxThe terms "partnering" and "outsourcing" are thrown about so frequently .... and in so many contexts .... that it's hard to nail down an exact definition for either.melemm@cognisurf.com (Michael Lemm)Fri, 13 Feb 2009 07:25:35 GMThttp://sales-management.bestmanagementarticles.com/a-31968-keep-doing-start-doing-stop-doing.aspxhttp://sales-management.bestmanagementarticles.com/a-31968-keep-doing-start-doing-stop-doing.aspxWhat do you need to “Keep Doing, Start Doing and Stop Doing” in order to achieve your goals? Find out how to identify the "rocks" you need to move in order to grow.support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 13:56:12 GMThttp://sales-management.bestmanagementarticles.com/a-31969-rocks-to-do-s-and-intentions.aspxhttp://sales-management.bestmanagementarticles.com/a-31969-rocks-to-do-s-and-intentions.aspxAre you "doing" or "intending"? Did you finish your sales "to do's"? Find out what happens when you back up intention with commitment.support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 13:49:12 GMThttp://sales-management.bestmanagementarticles.com/a-31971-sales-scorecard-for-success.aspxhttp://sales-management.bestmanagementarticles.com/a-31971-sales-scorecard-for-success.aspxYou need a sales scorecard. The question is why? Learn why and then how to make a sales scorecard to make sure that you have the "right" prospects in the "right seat”.support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 13:37:00 GMThttp://sales-management.bestmanagementarticles.com/a-31972-sell-the-sizzle-not-the-steak.aspxhttp://sales-management.bestmanagementarticles.com/a-31972-sell-the-sizzle-not-the-steak.aspxAre you selling the “steak” or the “sizzle”? How does this relate to why your prospects fail to become qualified buyers and why your qualified buyers fail to become clients? Here is my take on the 3 most important things to do to get people to take action.support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 13:17:00 GMThttp://sales-management.bestmanagementarticles.com/a-31970-sales-core-competencies.aspxhttp://sales-management.bestmanagementarticles.com/a-31970-sales-core-competencies.aspxTypically, the reason people lose business is due to lack of sales “know how”. What are the 7 critical core sales competencies and symptoms of failure that you must address to "fix" the choke points in your sales system?support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 13:11:42 GMThttp://sales-management.bestmanagementarticles.com/a-31967-consistency-and-sustainability-in-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-31967-consistency-and-sustainability-in-selling.aspxWhat do you need to focus on to survive the current sales environment? When in trouble, return to the fundamentals and return to consistent and sustainable sales success.support@anthonycoletraining.com (Tony Cole)Mon, 09 Feb 2009 12:51:06 GMThttp://sales-management.bestmanagementarticles.com/a-31555-driving-sales-through-brand-management.aspxhttp://sales-management.bestmanagementarticles.com/a-31555-driving-sales-through-brand-management.aspxManaging a brand is similar to building a reputation. It grows slowly, gaining trust and loyalty from its followers until it becomes established.jonathan@altersage.com (Jonathan Andrews)Wed, 28 Jan 2009 19:36:19 GMThttp://sales-management.bestmanagementarticles.com/a-31562-creating-inspirational-brand-visions.aspxhttp://sales-management.bestmanagementarticles.com/a-31562-creating-inspirational-brand-visions.aspxBrand vision has evolved from brand positioning. Where positioning is defined as the specific niche in which a product sees itself as occupying in the competitive environment.jonathan@altersage.com (Jonathan Andrews)Wed, 28 Jan 2009 11:59:10 GMThttp://sales-management.bestmanagementarticles.com/a-31445-do-you-make-these-mistakes-in-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-31445-do-you-make-these-mistakes-in-sales.aspxHow to tell the difference between a prospect and a suspect, and how doing so will save you valuable time and unneeded frustration. marie@fromtheheartsalestraining.com (Jim Klein)Sun, 25 Jan 2009 11:28:33 GMThttp://sales-management.bestmanagementarticles.com/a-31268-the-triad-theory.aspxhttp://sales-management.bestmanagementarticles.com/a-31268-the-triad-theory.aspxWant to bring your selling skills to a new level? This article will show you how thinking in 3's will make all the difference!ctstrainer@yahoo.com (Paul Castain)Sat, 24 Jan 2009 22:46:02 GMThttp://sales-management.bestmanagementarticles.com/a-31343-top-3-ways-to-influence-your-bottom-line.aspxhttp://sales-management.bestmanagementarticles.com/a-31343-top-3-ways-to-influence-your-bottom-line.aspxThis article shares the 3 strategies all salepeople must develop in order to close business and make money.katie@salesleadershipdevelopment.com (Colleen Stanley)Sat, 24 Jan 2009 22:14:27 GMThttp://sales-management.bestmanagementarticles.com/a-31411-how-to-make-qualifying-your-prospect-so-much-easier.aspxhttp://sales-management.bestmanagementarticles.com/a-31411-how-to-make-qualifying-your-prospect-so-much-easier.aspxWhat's taught in most books, courses, and by sales managers all over the world, is to start asking questions and probing your prospect for answers to your questions. marie@fromtheheartsalestraining.com (Jim Klein)Sat, 24 Jan 2009 07:12:21 GMThttp://sales-management.bestmanagementarticles.com/a-31324-how-to-generate-a-steady-supply-of-quality-leads.aspxhttp://sales-management.bestmanagementarticles.com/a-31324-how-to-generate-a-steady-supply-of-quality-leads.aspxImagine how exciting it would be to talk to people who already know about you and your products or service. How difficult would it be to close those sales? marie@fromtheheartsalestraining.com (Jim Klein)Fri, 23 Jan 2009 00:36:42 GMThttp://sales-management.bestmanagementarticles.com/a-31134-how-to-get-face-to-face-over-the-phone.aspxhttp://sales-management.bestmanagementarticles.com/a-31134-how-to-get-face-to-face-over-the-phone.aspxOne disadvantage of selling by telephone is the lack of face to face contact.marie@fromtheheartsalestraining.com (Jim Klein)Sun, 18 Jan 2009 21:35:52 GMThttp://sales-management.bestmanagementarticles.com/a-30878-inject-reality-into-your-sales-forecasting-process.aspxhttp://sales-management.bestmanagementarticles.com/a-30878-inject-reality-into-your-sales-forecasting-process.aspxA simple test can tell sales managers how real their forecasts are instead of relying on complicated weighting or the sales rep's best guess.brian@slssinc.com (Brian Berlin)Mon, 05 Jan 2009 23:19:25 GMThttp://sales-management.bestmanagementarticles.com/a-30705-the-most-underused-and-powerful-method-of-lead-generation.aspxhttp://sales-management.bestmanagementarticles.com/a-30705-the-most-underused-and-powerful-method-of-lead-generation.aspx Referrals are the most effective way to create a steady stream of customers for your product or service. In most businesses referrals generate over 70% of their sales.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 01 Jan 2009 00:06:19 GMThttp://sales-management.bestmanagementarticles.com/a-30700-your-most-important-sales-tool.aspxhttp://sales-management.bestmanagementarticles.com/a-30700-your-most-important-sales-tool.aspxIf your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 31 Dec 2008 23:02:55 GMThttp://sales-management.bestmanagementarticles.com/a-30668-how-to-quickly-build-rapport-with-your-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-30668-how-to-quickly-build-rapport-with-your-prospects.aspx Building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn.marie@fromtheheartsalestraining.com (Jim Klein)Wed, 31 Dec 2008 03:52:05 GMThttp://sales-management.bestmanagementarticles.com/a-30655-unlock-the-power-of-cold-call-prospecting.aspxhttp://sales-management.bestmanagementarticles.com/a-30655-unlock-the-power-of-cold-call-prospecting.aspxCold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 31 Dec 2008 00:37:05 GMThttp://sales-management.bestmanagementarticles.com/a-30539-business-and-sales-growth-secrets-for-2009.aspxhttp://sales-management.bestmanagementarticles.com/a-30539-business-and-sales-growth-secrets-for-2009.aspxThe jury is still out about our current economy. Some say we will be experiencing a mild recession and others say we are on the brink of a depression. It doesn't matter where you fall in the debate, one thing is certain, business growth is not as easy as it once was.dennis@dennissommer.com (Dennis Sommer)Tue, 30 Dec 2008 12:09:39 GMThttp://sales-management.bestmanagementarticles.com/a-30599-how-to-get-past-call-reluctance-and-make-your-calls-more-profitable.aspxhttp://sales-management.bestmanagementarticles.com/a-30599-how-to-get-past-call-reluctance-and-make-your-calls-more-profitable.aspx Getting past call reluctance is one of the keys to successful cold calling.marie@fromtheheartsalestraining.com (Jim Klein)Tue, 30 Dec 2008 01:35:01 GMThttp://sales-management.bestmanagementarticles.com/a-30511-are-you-struggling-to-make-appointments-with-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-30511-are-you-struggling-to-make-appointments-with-prospects.aspxUse These 5 Powerful Prospecting Tips and Make More Sales Appointments marie@fromtheheartsalestraining.com (Jim Klein)Sat, 27 Dec 2008 00:23:53 GMThttp://sales-management.bestmanagementarticles.com/a-30387-the-twelve-golden-principles-of-selling--version-2-0.aspxhttp://sales-management.bestmanagementarticles.com/a-30387-the-twelve-golden-principles-of-selling--version-2-0.aspxSelling is the most wonderfully exhilarating, satisfying and fulfilling career in the world - but only if you are selling successfully. Someone has to be the best - why not you? jf@jonathanfarrington.com (Jonathan Farrington)Mon, 22 Dec 2008 21:36:21 GMThttp://sales-management.bestmanagementarticles.com/a-30297-customer-not-responsible-objections.aspxhttp://sales-management.bestmanagementarticles.com/a-30297-customer-not-responsible-objections.aspxAs we dive further into our FO's (frequent objections) and after tackling the lack of a need of existing objections or the knee jerk objections, we move on to the next set of objections likely to come up. These objections you will run across will contain authority or responsibility issues.saleschump@gmail.com (Mat Houchens)Sun, 21 Dec 2008 18:59:28 GMThttp://sales-management.bestmanagementarticles.com/a-30296-can-t-land-a-deal--cut-bait.aspxhttp://sales-management.bestmanagementarticles.com/a-30296-can-t-land-a-deal--cut-bait.aspxOne thing I see time and time again is a sales rep working the same account for what seems like an eternity and not getting anywhere with it. This is very frustrating from a reps perspective and a management perspective.saleschump@gmail.com (Mat Houchens)Sun, 21 Dec 2008 18:48:49 GMThttp://sales-management.bestmanagementarticles.com/a-30243-customer-doesn-t-see-a-need-exists.aspxhttp://sales-management.bestmanagementarticles.com/a-30243-customer-doesn-t-see-a-need-exists.aspxFor those of us that aren't rolling in the dough (that means you if you're looking for sales tips) we are probably still cold calling and trying to build our prospects. In this process we run into the knee-jerk objections.saleschump@gmail.com (Mat Houchens)Fri, 19 Dec 2008 18:15:51 GMThttp://sales-management.bestmanagementarticles.com/a-30240-three-steps-to-direct-mail-success.aspxhttp://sales-management.bestmanagementarticles.com/a-30240-three-steps-to-direct-mail-success.aspx Direct mail is still the number one marketing strategy used by many successful sales companies.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 18 Dec 2008 22:58:36 GMThttp://sales-management.bestmanagementarticles.com/a-29977-every-job-requires-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-29977-every-job-requires-sales.aspxMost people that aren't in sales underestimate the power of sales and don't realize how much selling occurs in everyone's daily life. Everyone should build or hone their sales skills, not just people directly involved in sales.saleschump@gmail.com (Mat Houchens)Thu, 18 Dec 2008 20:39:25 GMThttp://sales-management.bestmanagementarticles.com/a-30009-if-your-not-selling-change-it-up.aspxhttp://sales-management.bestmanagementarticles.com/a-30009-if-your-not-selling-change-it-up.aspxToo many times I hear sales reps getting frustrated with slow sales or being stuck at a certain level without being able to increase it.saleschump@gmail.com (Mat Houchens)Thu, 18 Dec 2008 20:14:46 GMThttp://sales-management.bestmanagementarticles.com/a-29976-cold-calls.aspxhttp://sales-management.bestmanagementarticles.com/a-29976-cold-calls.aspxI'm not going to beat around the bush or try to make cold calls out to be better than they are… cold calling sucks. There I said it. I'm a sales rep and I hate to cold call.saleschump@gmail.com (Mat Houchens)Thu, 18 Dec 2008 19:57:47 GMThttp://sales-management.bestmanagementarticles.com/a-30187-how-to-accomplish-more-in-less-time.aspxhttp://sales-management.bestmanagementarticles.com/a-30187-how-to-accomplish-more-in-less-time.aspx Dividing your time equally between soliciting (or marketing), selling and servicing is a time management skill that once mastered will return great benefits.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 18 Dec 2008 04:05:15 GMThttp://sales-management.bestmanagementarticles.com/a-30090-are-you-planning-for-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-30090-are-you-planning-for-sales-success.aspxIf you're not taking time to plan your like a tumbleweed blowing in the wind. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 17 Dec 2008 00:02:20 GMThttp://sales-management.bestmanagementarticles.com/a-30012-do-you-have-excellent-sales-presentation-skills-that-guarantee-outstanding-sales-results.aspxhttp://sales-management.bestmanagementarticles.com/a-30012-do-you-have-excellent-sales-presentation-skills-that-guarantee-outstanding-sales-results.aspxMastering the necessary sales presentation skills will increase your results and boost your sales. marie@fromtheheartsalestraining.com (Jim Klein)Tue, 16 Dec 2008 00:09:18 GMThttp://sales-management.bestmanagementarticles.com/a-29785-sales-talent-not-needed.aspxhttp://sales-management.bestmanagementarticles.com/a-29785-sales-talent-not-needed.aspxWill you honestly assess why your sales team performs the way it does and take meaningful action or will you apply band-aids to a problem that needs surgery? In the end you have to ask yourself about the team you have: Did I recruit them this way or did I make them this way?support@anthonycoletraining.com (Tony Cole)Sat, 13 Dec 2008 21:28:21 GMThttp://sales-management.bestmanagementarticles.com/a-29898-how-to-target-your-most-profitable-market.aspxhttp://sales-management.bestmanagementarticles.com/a-29898-how-to-target-your-most-profitable-market.aspx Target marketing is one of the keys to a successful sales marketing program.marie@fromtheheartsalestraining.com (Jim Klein)Sat, 13 Dec 2008 00:04:58 GMThttp://sales-management.bestmanagementarticles.com/a-29832-how-to-get-clients-to-take-immediate-action.aspxhttp://sales-management.bestmanagementarticles.com/a-29832-how-to-get-clients-to-take-immediate-action.aspxThe first step in getting people to take immediate action is for them to perceive your product or service as being in demand or in limited supply.marie@fromtheheartsalestraining.com (Jim Klein)Fri, 12 Dec 2008 00:23:53 GMThttp://sales-management.bestmanagementarticles.com/a-29784-sales-advisory-notice--prospect-get-appointments-sell.aspxhttp://sales-management.bestmanagementarticles.com/a-29784-sales-advisory-notice--prospect-get-appointments-sell.aspxPeople are willing to talk, people are worried, and they want help. If you've always had a consistent and predictable approach to building your business, your business will now zoom. If you haven't had that kind of approach now is a GREAT time to start.support@anthonycoletraining.com (Tony Cole)Thu, 11 Dec 2008 21:17:53 GMThttp://sales-management.bestmanagementarticles.com/a-29788-discover-6-sales-presentation-tips-that-will-have-your-prospects-asking-where-do-i-sign-.aspxhttp://sales-management.bestmanagementarticles.com/a-29788-discover-6-sales-presentation-tips-that-will-have-your-prospects-asking-where-do-i-sign-.aspxUse these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 11 Dec 2008 04:16:53 GMThttp://sales-management.bestmanagementarticles.com/a-29549-top-two-ways-to-close-more-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-29549-top-two-ways-to-close-more-sales.aspxIt's time to find the problem you can solve with your product or service. marie@fromtheheartsalestraining.com (Jim Klein)Sat, 06 Dec 2008 00:14:07 GMThttp://sales-management.bestmanagementarticles.com/a-29465-the-road-to-sales-success-is-paved-with-thanks.aspxhttp://sales-management.bestmanagementarticles.com/a-29465-the-road-to-sales-success-is-paved-with-thanks.aspxIt has been my experience that some of the most effective selling skills are not being taught as part of the sales process. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 04 Dec 2008 23:36:24 GMThttp://sales-management.bestmanagementarticles.com/a-29411-how-to-put-techno-selling-to-work-for-you.aspxhttp://sales-management.bestmanagementarticles.com/a-29411-how-to-put-techno-selling-to-work-for-you.aspx An effective marketing technique for any sales person and sales company is a web site.marie@fromtheheartsalestraining.com (Jim Klein)Wed, 03 Dec 2008 23:11:26 GMThttp://sales-management.bestmanagementarticles.com/a-29369-what-is-your-time-worth.aspxhttp://sales-management.bestmanagementarticles.com/a-29369-what-is-your-time-worth.aspx A very important time management tip I learned was how to determine the value of my time.marie@fromtheheartsalestraining.com (Jim Klein)Wed, 03 Dec 2008 01:02:53 GMThttp://sales-management.bestmanagementarticles.com/a-29308-how-to-maximize-your-time-on-the-phone.aspxhttp://sales-management.bestmanagementarticles.com/a-29308-how-to-maximize-your-time-on-the-phone.aspxEvery time you pick up the phone, either an incoming or out going call, think about asking for more business.marie@fromtheheartsalestraining.com (Jim Klein)Tue, 02 Dec 2008 02:03:58 GMThttp://sales-management.bestmanagementarticles.com/a-29259-selling-the-mocha-grande.aspxhttp://sales-management.bestmanagementarticles.com/a-29259-selling-the-mocha-grande.aspxWhat is it about you that you need to change, improve or capitalize on that would cause more people to want to do business with you, more frequently, more quickly and pay you more?support@anthonycoletraining.com (Tony Cole)Mon, 01 Dec 2008 17:37:55 GMThttp://sales-management.bestmanagementarticles.com/a-29260-3-giants-in-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-29260-3-giants-in-selling.aspxHere's an idea. If you want to make sure that your sales business doesn't collapse in a heap overnight, make sure that you are counting on these 3 critical sales fundamentals.support@anthonycoletraining.com (Tony Cole)Mon, 01 Dec 2008 17:22:39 GMThttp://sales-management.bestmanagementarticles.com/a-29262-sales-start-with-these-5-steps.aspxhttp://sales-management.bestmanagementarticles.com/a-29262-sales-start-with-these-5-steps.aspxOnce you get your head straight and get honest with yourself, commit yourself to have fierce and tough discussions with others. Not in-your-face aggressive or mean discussions, just tough discussions about what is or isn't happening and what has to happen to move a sale forward.support@anthonycoletraining.com (Tony Cole)Mon, 01 Dec 2008 08:41:00 GMThttp://sales-management.bestmanagementarticles.com/a-29261-convert-more-appointments-to-sales-opportunities-with-these-5-questions.aspxhttp://sales-management.bestmanagementarticles.com/a-29261-convert-more-appointments-to-sales-opportunities-with-these-5-questions.aspxIn prospecting effectively, you still have to uncover budget to fix the problem, and their ability to fire their current relationship, but until the prospect has arrived at their "tipping point' or "have to" moment, nothing else matters.support@anthonycoletraining.com (Tony Cole)Mon, 01 Dec 2008 08:39:58 GMThttp://sales-management.bestmanagementarticles.com/a-29263-consistent-sales-results-and-the-said-principle.aspxhttp://sales-management.bestmanagementarticles.com/a-29263-consistent-sales-results-and-the-said-principle.aspxYou want better, more consistent sales results? Impose on yourself more specific opportunities that require you to use those critical skills and you will adapt, and those needed activities and skills will soon become habits.support@anthonycoletraining.com (Tony Cole)Mon, 01 Dec 2008 08:39:04 GMThttp://sales-management.bestmanagementarticles.com/a-29212-how-to-retain-your-top-sales-people.aspxhttp://sales-management.bestmanagementarticles.com/a-29212-how-to-retain-your-top-sales-people.aspxWhen you realize 80% of your companies sales volume comes from the top 20% of your sales people you should understand your time and money are best spent on them.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 27 Nov 2008 06:47:06 GMThttp://sales-management.bestmanagementarticles.com/a-29125-first-impressions-do-they-really-matter.aspxhttp://sales-management.bestmanagementarticles.com/a-29125-first-impressions-do-they-really-matter.aspxAre first impressions really that important? In job hunting? In negotiating a deal? In impressing the person of your dreams?idtabije@yahoo.com (Ismael Tabije)Tue, 25 Nov 2008 21:02:05 GMThttp://sales-management.bestmanagementarticles.com/a-29110-are-you-missing-these-steps-to-successful-goal-setting.aspxhttp://sales-management.bestmanagementarticles.com/a-29110-are-you-missing-these-steps-to-successful-goal-setting.aspxBy deciding what you want to achieve and then taking action to move toward the end result, it gives you vision for the future and motivation for today.marie@fromtheheartsalestraining.com (Jim Klein)Tue, 25 Nov 2008 05:13:41 GMThttp://sales-management.bestmanagementarticles.com/a-29102-discover-6-keys-to-successful-prospecting-calls.aspxhttp://sales-management.bestmanagementarticles.com/a-29102-discover-6-keys-to-successful-prospecting-calls.aspx Many salespeople try to be every thing to all people instead of targeting a particular market.marie@fromtheheartsalestraining.com (Jim Klein)Tue, 25 Nov 2008 04:54:40 GMThttp://sales-management.bestmanagementarticles.com/a-29100-how-to-turn-your-clients-into-raving-fans.aspxhttp://sales-management.bestmanagementarticles.com/a-29100-how-to-turn-your-clients-into-raving-fans.aspx"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they were treated in your place of business." marie@fromtheheartsalestraining.com (Jim Klein)Tue, 25 Nov 2008 01:11:57 GMThttp://sales-management.bestmanagementarticles.com/a-28932-how-to-close-more-sales-more-often.aspxhttp://sales-management.bestmanagementarticles.com/a-28932-how-to-close-more-sales-more-often.aspx Much of the fear salespeople experience closing sales could be reduced or eliminated by proper preparation.marie@fromtheheartsalestraining.com (Jim Klein)Sat, 22 Nov 2008 02:57:07 GMThttp://sales-management.bestmanagementarticles.com/a-28785-guaranteed-repeat-and-referral-business.aspxhttp://sales-management.bestmanagementarticles.com/a-28785-guaranteed-repeat-and-referral-business.aspx Not staying in contact on a regular basis with past clients and customers is a mistake many salepeople make.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 20 Nov 2008 18:39:12 GMThttp://sales-management.bestmanagementarticles.com/a-28768-how-to-use-ab-split-testing-to-increase-conversions-and-profitability.aspxhttp://sales-management.bestmanagementarticles.com/a-28768-how-to-use-ab-split-testing-to-increase-conversions-and-profitability.aspxHave you ever wondered how the six figure guys get to be six figure guys? They Use Testing, and Automated Testing Software to greatly boost their conversion rates and thus profits.tim@crazyconversions.com (Tim Robinson)Thu, 20 Nov 2008 14:32:18 GMThttp://sales-management.bestmanagementarticles.com/a-28436-win-more-sales-with-the-science-of-social-dynamics.aspxhttp://sales-management.bestmanagementarticles.com/a-28436-win-more-sales-with-the-science-of-social-dynamics.aspxSales superstars are all using the Science of Social Dynamics to get more leads, win more sales, and close more deals. Learn how you can utilize this powerful science in your selling career.frumbauskas@yahoo.com (Frank Rumbauskas)Mon, 17 Nov 2008 14:07:00 GMThttp://sales-management.bestmanagementarticles.com/a-28345-the-secret-to-sales-marketing-success.aspxhttp://sales-management.bestmanagementarticles.com/a-28345-the-secret-to-sales-marketing-success.aspxOne concept in sales marketing that is so under used but will bring you out of sales mediocrity to fortune and fame is a Unique Selling Proposition or USP. Focusing on the USP in every advertising and sales marketing effort is the key to creating super successful products and services. marie@fromtheheartsalestraining.com (Jim Klein)Fri, 14 Nov 2008 23:29:00 GMThttp://sales-management.bestmanagementarticles.com/a-28336-how-to-design-an-effective-cold-calling-script.aspxhttp://sales-management.bestmanagementarticles.com/a-28336-how-to-design-an-effective-cold-calling-script.aspxA key to building confidence and overcoming the fear of the phone is to have an effective cold calling script.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 13 Nov 2008 22:51:11 GMThttp://sales-management.bestmanagementarticles.com/a-28314-discover-the-secret-to-personal-goal-setting-success.aspxhttp://sales-management.bestmanagementarticles.com/a-28314-discover-the-secret-to-personal-goal-setting-success.aspxLiving a balanced life is the key to personal goal setting success and your career success in sales.marie@fromtheheartsalestraining.com (Jim Klein)Thu, 13 Nov 2008 03:38:14 GMThttp://sales-management.bestmanagementarticles.com/a-28297-two-keys-to-achieving-your-goals.aspxhttp://sales-management.bestmanagementarticles.com/a-28297-two-keys-to-achieving-your-goals.aspxUse this goal setting technique after you've written down your goals, gotten specific about what you want and why you want it, and develope a clear mental image of your goal. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 12 Nov 2008 01:09:12 GMThttp://sales-management.bestmanagementarticles.com/a-28235-three-goal-setting-tips-that-will-change-your-life.aspxhttp://sales-management.bestmanagementarticles.com/a-28235-three-goal-setting-tips-that-will-change-your-life.aspxIn order to create your future you have to know what you want to create. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 18:34:34 GMThttp://sales-management.bestmanagementarticles.com/a-28231-6-steps-to-closing-a-sale.aspxhttp://sales-management.bestmanagementarticles.com/a-28231-6-steps-to-closing-a-sale.aspxBefore going to any appointment get yourself in the right frame of mind. Go in with the attitude that you will close the sale. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 04:32:21 GMThttp://sales-management.bestmanagementarticles.com/a-28230-a-marketing-idea-guaranteed-to-increase-your-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-28230-a-marketing-idea-guaranteed-to-increase-your-sales.aspxA guarantee will set you apart from your competition. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 04:14:17 GMThttp://sales-management.bestmanagementarticles.com/a-28229-discover-the-powerful-lead-generation-system-of-top-sales-people.aspxhttp://sales-management.bestmanagementarticles.com/a-28229-discover-the-powerful-lead-generation-system-of-top-sales-people.aspxDeveloping an abundant supply of targeted referrals is the number one lead generation system used by top sales people. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 04:09:05 GMThttp://sales-management.bestmanagementarticles.com/a-28226-10-powerful-methods-of-sales-lead-generation.aspxhttp://sales-management.bestmanagementarticles.com/a-28226-10-powerful-methods-of-sales-lead-generation.aspxAre you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 04:03:40 GMThttp://sales-management.bestmanagementarticles.com/a-28223-how-to-handle-rejection.aspxhttp://sales-management.bestmanagementarticles.com/a-28223-how-to-handle-rejection.aspxThis sales prospecting technique isn't specifically about how to prospect. It's a technique for dealing with the ill effects of prospecting, how to handle rejection. Being able to overcome the ill effects of rejection is vital to success in sales. marie@fromtheheartsalestraining.com (Jim Klein)Thu, 06 Nov 2008 01:31:54 GMThttp://sales-management.bestmanagementarticles.com/a-28207-the-real-true-secret-to-closing-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-28207-the-real-true-secret-to-closing-sales.aspxHaving a great closing technique doesn't guarantee you'll close sales. Closing sales begins before you walk in the door. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 05 Nov 2008 07:59:47 GMThttp://sales-management.bestmanagementarticles.com/a-28206-target-marketing-secrets-to-maximize-your-time-and-income.aspxhttp://sales-management.bestmanagementarticles.com/a-28206-target-marketing-secrets-to-maximize-your-time-and-income.aspxEvery product or service is desirable to a definable group of people. To have greater success in less time with your marketing strategies, spend time identifying your target market. marie@fromtheheartsalestraining.com (Jim Klein)Wed, 05 Nov 2008 07:59:44 GMThttp://sales-management.bestmanagementarticles.com/a-2630-top-ten-ways-to-become-a-great-salesperson.aspxhttp://sales-management.bestmanagementarticles.com/a-2630-top-ten-ways-to-become-a-great-salesperson.aspxBeing a better salesperson is more than learning new skills and techniques. Here are my top ten ways to become a better salesperson.marie@fromtheheartsalestraining.com (Jim Klein)Tue, 04 Nov 2008 11:23:14 GMThttp://sales-management.bestmanagementarticles.com/a-27694-maximizing-your-business-with-inside-sales-outsourcing.aspxhttp://sales-management.bestmanagementarticles.com/a-27694-maximizing-your-business-with-inside-sales-outsourcing.aspxMany businesses opt to transfer their inside sales to an outsourcing company for many reasons, most of which include reducing overhead costs.andik@verticalmeasures.com (Andy West)Mon, 20 Oct 2008 22:51:26 GMThttp://sales-management.bestmanagementarticles.com/a-27636-outsource-telesales-to-increase-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-27636-outsource-telesales-to-increase-sales.aspxBusinesses outsource telesales in order to increase productivity and sales.andik@verticalmeasures.com (Andy West)Sat, 18 Oct 2008 18:25:04 GMThttp://sales-management.bestmanagementarticles.com/a-27635-easy-benefits-from-telesales-outsourcing.aspxhttp://sales-management.bestmanagementarticles.com/a-27635-easy-benefits-from-telesales-outsourcing.aspxConcerned with your inside sales department? Think about telesales outsourcing - it's a valuable resource.andik@verticalmeasures.com (Andy West)Sat, 18 Oct 2008 17:53:57 GMThttp://sales-management.bestmanagementarticles.com/a-27630-telesales-consultants-aim-for-efficiency.aspxhttp://sales-management.bestmanagementarticles.com/a-27630-telesales-consultants-aim-for-efficiency.aspxTelesales Consultants evaluate businesses to make sure that they are running as efficiently as possible.andik@verticalmeasures.com (Andy West)Sat, 18 Oct 2008 15:45:14 GMThttp://sales-management.bestmanagementarticles.com/a-27609-how-to-connect-better-to-increase-your-closing-ratio.aspxhttp://sales-management.bestmanagementarticles.com/a-27609-how-to-connect-better-to-increase-your-closing-ratio.aspxHave you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts. I'm not talking about just more...stacydfi@gmail.com (Stacy O'Quinn)Sat, 18 Oct 2008 12:00:19 GMThttp://sales-management.bestmanagementarticles.com/a-19867-why-aren-t-you-following-up-with-your-leads.aspxhttp://sales-management.bestmanagementarticles.com/a-19867-why-aren-t-you-following-up-with-your-leads.aspxHave you ever had a GREAT lead for your business and totally dropped the ball? Why on earth does that happen? Creating a comfortable sales mindset can support business owners in effective marketing.articles@compassroseconsulting.com (Donna Price)Tue, 12 Aug 2008 08:28:10 GMThttp://sales-management.bestmanagementarticles.com/a-20972-close-more-sales-by-seeing-the-window-of-dissatisfaction.aspxhttp://sales-management.bestmanagementarticles.com/a-20972-close-more-sales-by-seeing-the-window-of-dissatisfaction.aspxIt is easier than you think to close more sales. When you appear in front of a buyer at EXACTLY the right time you end up with a higher close ratio, a shorter sales cycle, and sell at a much higher price. This article describes a unique selling window that will have you showing up in front...Craig.Elias@ShiftSelling.com (Craig Elias)Mon, 14 Jul 2008 07:19:07 GMThttp://sales-management.bestmanagementarticles.com/a-17556-have-fun.aspxhttp://sales-management.bestmanagementarticles.com/a-17556-have-fun.aspxThis is one of my favorite subjects because for my first 34 years, I didn't have much Fun. I didn't have Fun everyday until I learned it was up to me to work at it and create Fun everyday.sbillue@cfl.rr.com (Stan Billue)Wed, 02 Jul 2008 23:43:01 GMThttp://sales-management.bestmanagementarticles.com/a-17558-make-your-customer-a-star.aspxhttp://sales-management.bestmanagementarticles.com/a-17558-make-your-customer-a-star.aspxFirst of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 things that people care about the most, which are Themselves, their Job or Career, and their Family.sbillue@cfl.rr.com (Stan Billue)Tue, 01 Jul 2008 20:46:58 GMThttp://sales-management.bestmanagementarticles.com/a-17552-develop-your-potential.aspxhttp://sales-management.bestmanagementarticles.com/a-17552-develop-your-potential.aspxIt's possible that being a Salesperson isn't really your “calling” in life. Possibly you're only doing this until something else becomes available. That's fine except don't allow that to be an excuse to be “average” or just be good enough to get by.sbillue@cfl.rr.com (Stan Billue)Tue, 01 Jul 2008 20:29:51 GMThttp://sales-management.bestmanagementarticles.com/a-17549-enthusiasm.aspxhttp://sales-management.bestmanagementarticles.com/a-17549-enthusiasm.aspxSelling in its most simple form is nothing more than a transfer of feelings. The single most important Skill in Communicating, Negotiating, and Selling, is to be Enthusiastic. Yes, it's more important than Sales skills, or Listening skills, or even Product knowledge.sbillue@cfl.rr.com (Stan Billue)Tue, 01 Jul 2008 20:09:26 GMThttp://sales-management.bestmanagementarticles.com/a-17557-develop-a-positive-expectant-attitude.aspxhttp://sales-management.bestmanagementarticles.com/a-17557-develop-a-positive-expectant-attitude.aspxThere's an old saying; “Those who fear the worst are seldom disappointed.” How true that is. Unfortunately the average person actually uses up to 5 Negative Affirmations every waking hour, to program themselves for failure each day.sbillue@cfl.rr.com (Stan Billue)Mon, 30 Jun 2008 20:46:41 GMThttp://sales-management.bestmanagementarticles.com/a-17560-the-best-prospects-in-the-world.aspxhttp://sales-management.bestmanagementarticles.com/a-17560-the-best-prospects-in-the-world.aspxI can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks.sbillue@cfl.rr.com (Stan Billue)Mon, 30 Jun 2008 20:36:25 GMThttp://sales-management.bestmanagementarticles.com/a-3735-what-s-your-minimum.aspxhttp://sales-management.bestmanagementarticles.com/a-3735-what-s-your-minimum.aspxOne of the biggest challenges facing most Salespeople is how to handle the question of; "What's your Minimum". If you come right out and quote that amount the odds are that the Prospect will pick that amount.sbillue@cfl.rr.com (Stan Billue)Mon, 30 Jun 2008 20:31:13 GMThttp://sales-management.bestmanagementarticles.com/a-21313-wholesaling-and-dropshipping--two-specialized-fields.aspxhttp://sales-management.bestmanagementarticles.com/a-21313-wholesaling-and-dropshipping--two-specialized-fields.aspxWhile online wholesaling is just like any other online business where product must be advertised and marketed in order to be sold. Dropshipping is what come once the sales of wholesalers have been affected. These are two separate jobs done by specialized business organizations.marketing@somethingdirectory.com (anthony church)Thu, 05 Jun 2008 04:03:22 GMThttp://sales-management.bestmanagementarticles.com/a-21309-key-to-a-successful-wholesale-business-planning-and-research.aspxhttp://sales-management.bestmanagementarticles.com/a-21309-key-to-a-successful-wholesale-business-planning-and-research.aspxIn case you have made up your mind to start up a wholesale business, then there are a certain things that you have to keep in mind before you can start off with your venture. Proper research and planning can go a long way in making the entire process convenient and hassle free.marketing@somethingdirectory.com (anthony church)Thu, 05 Jun 2008 03:57:44 GMThttp://sales-management.bestmanagementarticles.com/a-21304-how-to-determine-a-reliable-wholesale-distributor.aspxhttp://sales-management.bestmanagementarticles.com/a-21304-how-to-determine-a-reliable-wholesale-distributor.aspxIn the case of online reselling business it is important that the wholesaler is a reliable person. It is the wholesaler who actually supplies the goods and it is thus essential to make sure that this person is trust worthy and consistent in his performance.marketing@somethingdirectory.com (anthony church)Thu, 05 Jun 2008 03:53:13 GMThttp://sales-management.bestmanagementarticles.com/a-21302-import-and-export-now-made-easy.aspxhttp://sales-management.bestmanagementarticles.com/a-21302-import-and-export-now-made-easy.aspxIn today's world, consumers can avail anything they want because of the increase in import and exports. It is the internet that has given impetus to this growth.marketing@somethingdirectory.com (anthony church)Thu, 05 Jun 2008 03:51:27 GMThttp://sales-management.bestmanagementarticles.com/a-21048-traditional-wholesale-trading-vs-drop-shipping.aspxhttp://sales-management.bestmanagementarticles.com/a-21048-traditional-wholesale-trading-vs-drop-shipping.aspxThis article describes drop shipping and traditional wholesale trading, enumerates the advantages and disadvantages of each, relative to the other, and offers new alternatives as well.marketing@somethingdirectory.com (anthony church)Tue, 03 Jun 2008 00:23:27 GMThttp://sales-management.bestmanagementarticles.com/a-21047-modern-trends-of-drop-shipping-and-wholesaling.aspxhttp://sales-management.bestmanagementarticles.com/a-21047-modern-trends-of-drop-shipping-and-wholesaling.aspxThis article explains the basics of drop shipping, a new alternative in retail, and focuses on tips for success in drop shipping.marketing@somethingdirectory.com (anthony church)Tue, 03 Jun 2008 00:22:13 GMThttp://sales-management.bestmanagementarticles.com/a-21012-the-real-magic-is-not-in-the-cards-an-empowering-secret-to-effective-sales-and-marketing-solutions.aspxhttp://sales-management.bestmanagementarticles.com/a-21012-the-real-magic-is-not-in-the-cards-an-empowering-secret-to-effective-sales-and-marketing-solutions.aspxSearching and identifying what needs to be done so you achieve effective sales results is difficult for most people. In fact, not only do they struggling with specifically what to do, but they also struggle with how to do it. In this article, you will learn an empowering secret...publications@directsellingacademy.com (Jeffrey Zalewski)Mon, 02 Jun 2008 05:31:08 GMThttp://sales-management.bestmanagementarticles.com/a-20926-your-salespeople-are-the-center-of-your-business.aspxhttp://sales-management.bestmanagementarticles.com/a-20926-your-salespeople-are-the-center-of-your-business.aspxWithout sales, you have no business. How you manage your sales force will determine how well your business will grow.diane@seizethisdaycoaching.com (Diane Helbig)Sat, 31 May 2008 20:19:17 GMThttp://sales-management.bestmanagementarticles.com/a-17696-short-visit-syndrome-are-you-missing-sales-because-of-a-high-bounce-rate.aspxhttp://sales-management.bestmanagementarticles.com/a-17696-short-visit-syndrome-are-you-missing-sales-because-of-a-high-bounce-rate.aspxImagine if half the people that called your sales team hung up within 10 seconds. Not people they were cold-calling but interested people calling them.submissions@miechiels.com (Todd Miechiels)Tue, 27 May 2008 18:01:35 GMThttp://sales-management.bestmanagementarticles.com/a-20376-using-positive-persistence-as-a-selling-tool.aspxhttp://sales-management.bestmanagementarticles.com/a-20376-using-positive-persistence-as-a-selling-tool.aspxPersistence is one of the most powerful marketing tools any company has. Learn steps you can take to make sure you grow your business during a recession.mark@gentlerainmarketing.com (Mark Satterfield)Fri, 23 May 2008 04:37:32 GMThttp://sales-management.bestmanagementarticles.com/a-3977-use-anything-but-h-a-y-t.aspxhttp://sales-management.bestmanagementarticles.com/a-3977-use-anything-but-h-a-y-t.aspxAn easy way to vault into the top 5% of Sales Pros, is to avoid using words and phrases that have been so over-used and abused, that they can actually turn off Prospects and Customers.sbillue@cfl.rr.com (Stan Billue)Thu, 22 May 2008 02:31:13 GMThttp://sales-management.bestmanagementarticles.com/a-3737--so-what-s-your-minimum-.aspxhttp://sales-management.bestmanagementarticles.com/a-3737--so-what-s-your-minimum-.aspxJust a few days ago I got an urgent email from a Client who asked for help. He needed to return an email to a Prospect that wanted to know the Minimum so could I please send him a way to handle “What's your Minimum”.sbillue@cfl.rr.com (Stan Billue)Thu, 22 May 2008 01:59:05 GMThttp://sales-management.bestmanagementarticles.com/a-4181-c-o-i-s-can-make-your-career.aspxhttp://sales-management.bestmanagementarticles.com/a-4181-c-o-i-s-can-make-your-career.aspxI can't even begin to tell you how many times I've heard Salespeople complain about Cold Calling.sbillue@cfl.rr.com (Stan Billue)Thu, 22 May 2008 01:02:13 GMThttp://sales-management.bestmanagementarticles.com/a-2886-supercharge-your-presentation-with-super-verbs.aspxhttp://sales-management.bestmanagementarticles.com/a-2886-supercharge-your-presentation-with-super-verbs.aspxThe words we use in Selling can make or break our Success.sbillue@cfl.rr.com (Stan Billue)Thu, 22 May 2008 00:14:11 GMThttp://sales-management.bestmanagementarticles.com/a-4874-trial-closes-are-not-traumatic.aspxhttp://sales-management.bestmanagementarticles.com/a-4874-trial-closes-are-not-traumatic.aspxAlthough "Closing the Sale" should be nothing more than a logical conclusion to an effective Presentation, some Salespeople make the mistake of trying to use too many "Closes".sbillue@cfl.rr.com (Stan Billue)Wed, 21 May 2008 23:52:47 GMThttp://sales-management.bestmanagementarticles.com/a-4491-continuation-phrases-cough-up-cash-and-ultimate-qualifying.aspxhttp://sales-management.bestmanagementarticles.com/a-4491-continuation-phrases-cough-up-cash-and-ultimate-qualifying.aspxPART 1: Most Prospects we call on have already been called by many other Salespeople. PART 2: In Selling 101 we learned about Open and Closed End Questions. Although Open Questions are better than Closed, there is a better and more effective way to gather information.sbillue@cfl.rr.com (Stan Billue)Wed, 21 May 2008 23:52:38 GMThttp://sales-management.bestmanagementarticles.com/a-17553--3-super-success-secret--become-a-performer.aspxhttp://sales-management.bestmanagementarticles.com/a-17553--3-super-success-secret--become-a-performer.aspxPlease appreciate that Prospects and Customers want to be entertained. They don't want to be bored by someone who is only educating them. They would much rather talk with and listen to Sales Pros who are exciting, dynamic, and enthusiastic, rather than boring.sbillue@cfl.rr.com (Stan Billue)Wed, 21 May 2008 23:52:30 GMThttp://sales-management.bestmanagementarticles.com/a-1186-positive-tip--sales-skill.aspxhttp://sales-management.bestmanagementarticles.com/a-1186-positive-tip--sales-skill.aspxPositive Tip & Sales Skill for November, 2006.sbillue@cfl.rr.com (Stan Billue)Wed, 21 May 2008 23:38:48 GMThttp://sales-management.bestmanagementarticles.com/a-3975-the-most-effective-single-word-that-isn-t-even-in-the-dictionary.aspxhttp://sales-management.bestmanagementarticles.com/a-3975-the-most-effective-single-word-that-isn-t-even-in-the-dictionary.aspxHere's a great Technique that can be used for both Buying and Selling. It's called the Disappointed Technique and although there are many variations, let's start with the easiest since it's only One Word.sbillue@cfl.rr.com (Stan Billue)Wed, 21 May 2008 23:34:52 GMThttp://sales-management.bestmanagementarticles.com/a-18516-improving-sales-productivity-begins-and-ends-with-the-sales-manager.aspxhttp://sales-management.bestmanagementarticles.com/a-18516-improving-sales-productivity-begins-and-ends-with-the-sales-manager.aspxThere are so many places to try and squeeze additional performance improvements out of your team. The question is...where do you start?mnicksjr@focusomr.com (Martice E Nicks Jr)Mon, 12 May 2008 17:18:39 GMThttp://sales-management.bestmanagementarticles.com/a-19938-selling-without-slides.aspxhttp://sales-management.bestmanagementarticles.com/a-19938-selling-without-slides.aspxIt's a scenario played out in millions of sales meetings every year - the eager salesperson runs thought his slide deck designed to impress the customer - and as a result often kills off any chance of a sale. managementandbusinessarticles@ianbrodie.com (Ian Brodie)Mon, 12 May 2008 16:41:21 GMThttp://sales-management.bestmanagementarticles.com/a-17818-time-management--sales-productivity-s-black-hole.aspxhttp://sales-management.bestmanagementarticles.com/a-17818-time-management--sales-productivity-s-black-hole.aspxIs time management the best approach to improving sales productivity?mnicksjr@focusomr.com (Martice E Nicks Jr)Wed, 07 May 2008 20:41:32 GMThttp://sales-management.bestmanagementarticles.com/a-17633-the-7-deadly-sins-of-voice-mail.aspxhttp://sales-management.bestmanagementarticles.com/a-17633-the-7-deadly-sins-of-voice-mail.aspxDespite the huge popularity of email in today's fast-paced business world, telephones and voice mail are still an important and vital part of business communication and new business development. Avoiding these 7 Deadly Sins of Voice Mail will ensure that you get the most 'bang' for your efforts on mark@bettersalesresults.com (Mark Winder)Wed, 07 May 2008 02:00:31 GMThttp://sales-management.bestmanagementarticles.com/a-19383-the-secret-of-recession-proof-sales-team-motivation.aspxhttp://sales-management.bestmanagementarticles.com/a-19383-the-secret-of-recession-proof-sales-team-motivation.aspxDuring a recession you need to work harder to find solutions to increasing sales team motivation, getting customers to buy, and encouraging people to work smarter and more efficiently. Recessions don't spell the end of a business, but rather an opportunity to grow and improve your business model.vcarlson@digitalbrandexpressions.com (R.L. Fielding)Wed, 07 May 2008 01:56:02 GMThttp://sales-management.bestmanagementarticles.com/a-19673-medium-is-beautiful.aspxhttp://sales-management.bestmanagementarticles.com/a-19673-medium-is-beautiful.aspxMany salespeople mistakenly believe their largest accounts are their best ones. In reality it's often the medium sized accounts that are both the most profitable and have the highest growth potential.managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 07 May 2008 01:48:33 GMThttp://sales-management.bestmanagementarticles.com/a-19672-you-are-what-you-sell.aspxhttp://sales-management.bestmanagementarticles.com/a-19672-you-are-what-you-sell.aspxCustomers are increasingly making judgements about your products and services based on their perception of you. Do you measure up?managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 07 May 2008 01:48:33 GMThttp://sales-management.bestmanagementarticles.com/a-19671-it-s-the-most-commonly-quoted-rule-in-sales-the-80-20-rule-but-does-it-really-work.aspxhttp://sales-management.bestmanagementarticles.com/a-19671-it-s-the-most-commonly-quoted-rule-in-sales-the-80-20-rule-but-does-it-really-work.aspxIt's the most commonly quoted rule in sales: the 80:20 rule. But does it really work?managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 07 May 2008 01:48:33 GMThttp://sales-management.bestmanagementarticles.com/a-19674-back-to-basics-the-vital-importance-of-sales-activity-targets.aspxhttp://sales-management.bestmanagementarticles.com/a-19674-back-to-basics-the-vital-importance-of-sales-activity-targets.aspxEveryone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. Yet fewer companies focus on the key area of Sales Activity targets.managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 07 May 2008 01:48:22 GMThttp://sales-management.bestmanagementarticles.com/a-19675-rejection-sometimes-it-really-is-personal.aspxhttp://sales-management.bestmanagementarticles.com/a-19675-rejection-sometimes-it-really-is-personal.aspx"Rejection isn't personal" - it's the oldest saying in sales. But is it really true? If people buy from people they know, like & trust then surely rejection really is personal.managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 07 May 2008 01:47:02 GMThttp://sales-management.bestmanagementarticles.com/a-19540-lydia-ramsey-s-six-secret-sales-weapons.aspxhttp://sales-management.bestmanagementarticles.com/a-19540-lydia-ramsey-s-six-secret-sales-weapons.aspxSix secret sales weapons that wil open doors and build relationships that increase sales.articles@mannersthatsell.com (Lydia Ramsey)Sun, 27 Apr 2008 16:43:26 GMThttp://sales-management.bestmanagementarticles.com/a-18680-using-google-alerts-as-a-sales-prospecting-tool.aspxhttp://sales-management.bestmanagementarticles.com/a-18680-using-google-alerts-as-a-sales-prospecting-tool.aspxFind prospects and new business opportunitieshal@marketstrategy.cc (Hal Warfield)Mon, 14 Apr 2008 18:56:07 GMThttp://sales-management.bestmanagementarticles.com/a-18556-selling-your-business--step-by-step-process.aspxhttp://sales-management.bestmanagementarticles.com/a-18556-selling-your-business--step-by-step-process.aspxSelling a successful running business is not as simple as it sounds. This article throws light on the process of selling a business from start to end and emphasis on certain key points which are normally overlooked.marketing@somethingdirectory.com (anthony church)Mon, 14 Apr 2008 18:54:11 GMThttp://sales-management.bestmanagementarticles.com/a-17827-sales-management-how-to-manage-independent-tech-savvy-new-millennial--help-them-sell-effectively.aspxhttp://sales-management.bestmanagementarticles.com/a-17827-sales-management-how-to-manage-independent-tech-savvy-new-millennial--help-them-sell-effectively.aspxSales managers are facing challenges managing new sales professionals… Understand their work styles, motivations and view of the worlds to manage them better… peoplesavvypr@gmail.com (Gregory Stebbins)Mon, 14 Apr 2008 18:53:02 GMThttp://sales-management.bestmanagementarticles.com/a-468-cold-calling-for-introverts.aspxhttp://sales-management.bestmanagementarticles.com/a-468-cold-calling-for-introverts.aspxBeing in sales poses many problems for introverts but probably the biggest is the idea of making cold calls. Now before we look at cold calling for introverts let's look at the concept of cold calling itself a bit more closely.hal@marketstrategy.cc (Hal Warfield)Wed, 09 Apr 2008 06:40:21 GMThttp://sales-management.bestmanagementarticles.com/a-17685-does-your-team-sell-transactionally-or-are-they-trusted-advisors.aspxhttp://sales-management.bestmanagementarticles.com/a-17685-does-your-team-sell-transactionally-or-are-they-trusted-advisors.aspxIf your sales team sells transactionally and your competitors are focused on becoming trusted advisors, what impact will it have on your competitiveness.mnicksjr@focusomr.com (Martice E Nicks Jr)Wed, 09 Apr 2008 06:29:41 GMThttp://sales-management.bestmanagementarticles.com/a-15593-turbo-charge-your-selling-skills-with-the-art-of-storytelling.aspxhttp://sales-management.bestmanagementarticles.com/a-15593-turbo-charge-your-selling-skills-with-the-art-of-storytelling.aspxOne of the most effective tools you can use to improve your selling skills is the use of stories. By crafting powerful stories that illustrate the value of your products and services you can grab customers interest and demonstrate your credibility.managementandbusinessarticles@ianbrodie.com (Ian Brodie)Wed, 09 Apr 2008 06:28:06 GMThttp://sales-management.bestmanagementarticles.com/a-17607-phone-sales-leads-are-worthless-trash.aspxhttp://sales-management.bestmanagementarticles.com/a-17607-phone-sales-leads-are-worthless-trash.aspxPhone leads are the most powerful tool in a marketer's arsenal. Find out what can make them trash.siegel@topsavings.net (Aaron Siegel)Mon, 07 Apr 2008 21:35:50 GMThttp://sales-management.bestmanagementarticles.com/a-17855-warm-up-for-cold-calls.aspxhttp://sales-management.bestmanagementarticles.com/a-17855-warm-up-for-cold-calls.aspxLearn some tips in this article that can help improve your sales ratio when utilizing phone sales leads. You may find you do better after reading this.siegel@topsavings.net (Aaron Siegel)Mon, 07 Apr 2008 21:35:50 GMThttp://sales-management.bestmanagementarticles.com/a-15983-the-number-one-best-piece-of-sales-advice-ever.aspxhttp://sales-management.bestmanagementarticles.com/a-15983-the-number-one-best-piece-of-sales-advice-ever.aspxNo matter what the product or service is that you're trying to sell or promote, there's one piece of the sales puzzle that will guarantee a higher rate of sales success - unless you leave it out of your sales process. Not following this advice will either make your job significantly tougher or...mark@bettersalesresults.com (Mark Winder)Mon, 24 Mar 2008 06:47:43 GMThttp://sales-management.bestmanagementarticles.com/a-15939-using-neuro-linguistic-programming-to-close-the-deal.aspxhttp://sales-management.bestmanagementarticles.com/a-15939-using-neuro-linguistic-programming-to-close-the-deal.aspxIf you aren't closing as many real estate deals as you would like, you need to learn how to speak another language. I'm not talking about learning Spanish, French or German. You need to learn to speak the language of sales if you want your conversations to translate into profits.coachtimharris@gmail.com (Tim Harris)Mon, 24 Mar 2008 06:07:30 GMThttp://sales-management.bestmanagementarticles.com/a-15971-how-to-un-stick-your-sales-efforts-and-get-back-to-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-15971-how-to-un-stick-your-sales-efforts-and-get-back-to-sales-success.aspxAre your sales stuck in the doldrums even though you have an abundance of opportunity in your sales funnel? It happens to everybody, their business suffers because the sales are "there" but they just don't seem to come in. This article sheds light on this phenomenon...mark@bettersalesresults.com (Mark Winder)Sun, 23 Mar 2008 18:32:40 GMThttp://sales-management.bestmanagementarticles.com/a-15605-sales-training-stop-traditional-based-selling--focus-on-consultative-selling-now.aspxhttp://sales-management.bestmanagementarticles.com/a-15605-sales-training-stop-traditional-based-selling--focus-on-consultative-selling-now.aspxToday, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement.BrooksGroupTraining@gmail.com (Will Brooks)Thu, 13 Mar 2008 18:11:38 GMThttp://sales-management.bestmanagementarticles.com/a-15375-mortgage-leads-a-referral-system-that-works-best-for-you.aspxhttp://sales-management.bestmanagementarticles.com/a-15375-mortgage-leads-a-referral-system-that-works-best-for-you.aspxI worked for years as a mortgage loan officer. During this time I worked with two highly successful mortgage loan officers.conn1229@yahoo.com (jay conners)Thu, 13 Mar 2008 05:54:41 GMThttp://sales-management.bestmanagementarticles.com/a-16842-winning-tactics-to-deal-with-price-objections.aspxhttp://sales-management.bestmanagementarticles.com/a-16842-winning-tactics-to-deal-with-price-objections.aspxDo you ever lose business to your competitors on price? This article reveals 4 simple steps to deal with price objections and win more business.alan@themotivationdoctor.com (Alan Fairweather)Sun, 09 Mar 2008 09:19:29 GMThttp://sales-management.bestmanagementarticles.com/a-15039-uncovering-the-top-ten-sales-myths.aspxhttp://sales-management.bestmanagementarticles.com/a-15039-uncovering-the-top-ten-sales-myths.aspxWhile its no secret that entrepreneurs and self-employed professionals need sales skills in order to thrive and survive, often times sales is exactly what stands in their way to success. And, too often one (or more) of these Top Ten Myths, is to blame. This article uncovers these misconceptions..mark@bettersalesresults.com (Mark Winder)Fri, 07 Mar 2008 21:33:58 GMThttp://sales-management.bestmanagementarticles.com/a-10618-goal-setting-to-leverage-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-10618-goal-setting-to-leverage-sales-success.aspxIf your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will become diluted and as their sales manager you are losing out on a massive piece of their potential. jf@jonathanfarrington.com (Jonathan Farrington)Fri, 07 Mar 2008 05:01:06 GMThttp://sales-management.bestmanagementarticles.com/a-14585-sales--does-it-have-to-be-another-bad-word.aspxhttp://sales-management.bestmanagementarticles.com/a-14585-sales--does-it-have-to-be-another-bad-word.aspxWhen the topic of selling and sales come up most of us run and hide. But if the truth be told this is a skill that we can not pass up if we are looking for success. Here are some common sense approaches to handling your fears when it comes to sales.dreamteammarketing@gmail.com (Matthew Glenn)Thu, 06 Mar 2008 05:52:14 GMThttp://sales-management.bestmanagementarticles.com/a-10619-negotiation--the-importance-of-trading-concessions.aspxhttp://sales-management.bestmanagementarticles.com/a-10619-negotiation--the-importance-of-trading-concessions.aspxThe way concessions are handled is a vitally important negotiating skill and can have a huge impact on the final result. Here are ten tried and tested tactics to help you. jf@jonathanfarrington.com (Jonathan Farrington)Sun, 02 Mar 2008 02:09:56 GMThttp://sales-management.bestmanagementarticles.com/a-9336-no-pain-no-sale.aspxhttp://sales-management.bestmanagementarticles.com/a-9336-no-pain-no-sale.aspxIf a prospect feels content with their current supplier or their current situation, then it will be a huge challenge to motivate them to want to buy your product or service. That is why every pain your prospect feels is an opportunity for you.jf@jonathanfarrington.com (Jonathan Farrington)Sun, 02 Mar 2008 02:08:50 GMThttp://sales-management.bestmanagementarticles.com/a-9337-how-important-is-self-motivation-in-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-9337-how-important-is-self-motivation-in-selling.aspxAs sales people, if we continually look to find motivation from outside of ourselves, then we are placing ourselves in a risky situation because it may not always be possible to have a drip feed of motivation feeding us when we need it most.jf@jonathanfarrington.com (Jonathan Farrington)Sun, 24 Feb 2008 02:53:34 GMThttp://sales-management.bestmanagementarticles.com/a-10131-closing-with-ease.aspxhttp://sales-management.bestmanagementarticles.com/a-10131-closing-with-ease.aspxNext to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the buying process. jf@jonathanfarrington.com (Jonathan Farrington)Sun, 24 Feb 2008 02:52:29 GMThttp://sales-management.bestmanagementarticles.com/a-15650-the-sales-person-s-first-day.aspxhttp://sales-management.bestmanagementarticles.com/a-15650-the-sales-person-s-first-day.aspxCompanies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.lsalz@salesdodo.com (Lee Salz)Thu, 21 Feb 2008 12:45:18 GMThttp://sales-management.bestmanagementarticles.com/a-15649-motivating-the-passive-sales-candidate.aspxhttp://sales-management.bestmanagementarticles.com/a-15649-motivating-the-passive-sales-candidate.aspxEnticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?lsalz@salesdodo.com (Lee Salz)Thu, 21 Feb 2008 12:44:15 GMThttp://sales-management.bestmanagementarticles.com/a-15648-priming-the-sales-applicant-pump.aspxhttp://sales-management.bestmanagementarticles.com/a-15648-priming-the-sales-applicant-pump.aspxMany confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.lsalz@salesdodo.com (Lee Salz)Thu, 21 Feb 2008 12:43:11 GMThttp://sales-management.bestmanagementarticles.com/a-15647-secrets-buried-in-a-sales-person-s-resume.aspxhttp://sales-management.bestmanagementarticles.com/a-15647-secrets-buried-in-a-sales-person-s-resume.aspxThe vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.lsalz@salesdodo.com (Lee Salz)Thu, 21 Feb 2008 12:41:44 GMThttp://sales-management.bestmanagementarticles.com/a-10620-how-to-deliver-persuasive-sales-presentations.aspxhttp://sales-management.bestmanagementarticles.com/a-10620-how-to-deliver-persuasive-sales-presentations.aspxHere are ten suggestions that help improve the effectiveness of any presentationjf@jonathanfarrington.com (Jonathan Farrington)Mon, 18 Feb 2008 05:48:15 GMThttp://sales-management.bestmanagementarticles.com/a-15610-how-to-identify--sell-to-the-four-personality-types-resident-in-every-boardroom.aspxhttp://sales-management.bestmanagementarticles.com/a-15610-how-to-identify--sell-to-the-four-personality-types-resident-in-every-boardroom.aspxIt is of course dangerous to generalise and there will always be exceptions, however based on my experience, I have very rarely been mistaken using this concept of personality identification.jf@jonathanfarrington.com (Jonathan Farrington)Mon, 18 Feb 2008 05:22:56 GMThttp://sales-management.bestmanagementarticles.com/a-15579-to-have-growth-in-profits-you-must-have-growth-in-people.aspxhttp://sales-management.bestmanagementarticles.com/a-15579-to-have-growth-in-profits-you-must-have-growth-in-people.aspxIt is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble.jf@jonathanfarrington.com (Jonathan Farrington)Tue, 12 Feb 2008 02:31:05 GMThttp://sales-management.bestmanagementarticles.com/a-15578-are-self-limiting-beliefs-constraining-your-sales-team.aspxhttp://sales-management.bestmanagementarticles.com/a-15578-are-self-limiting-beliefs-constraining-your-sales-team.aspxIntuitively, Sales Directors understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.jf@jonathanfarrington.com (Jonathan Farrington)Tue, 12 Feb 2008 02:27:46 GMThttp://sales-management.bestmanagementarticles.com/a-12201-how-to-effectively-overcome-objections.aspxhttp://sales-management.bestmanagementarticles.com/a-12201-how-to-effectively-overcome-objections.aspxObjections from a prospect are inevitable and a part of business life. To overcome objections effectively requires understanding objections. This article digs into the biggest reason most marketers struggle in having to handle and overcome objections. Plus, you will discover a little known secret...publications@directsellingacademy.com (Jeffrey Zalewski)Tue, 05 Feb 2008 05:44:47 GMThttp://sales-management.bestmanagementarticles.com/a-12199-the-simple-way-to-close-more-sales-effectively.aspxhttp://sales-management.bestmanagementarticles.com/a-12199-the-simple-way-to-close-more-sales-effectively.aspxChances are you are not closing as much business as you would like. Rarely do you need more leads. What you need is to become more efficient and more effective in closing the prospects you have already made contact with. In this training article, we will uncover a simple way to close more sales...publications@directsellingacademy.com (Jeffrey Zalewski)Wed, 30 Jan 2008 07:29:15 GMThttp://sales-management.bestmanagementarticles.com/a-9895-how-to-price-handmade-jewelry.aspxhttp://sales-management.bestmanagementarticles.com/a-9895-how-to-price-handmade-jewelry.aspxPricing handmade jewelry seems to one topic that jewelry artists never agree on. There are lots of different viewpoints and philosophies. This article will discuss some of the things to think about as you consider how to price your jewelry, and some of the common pricing models...christinegierer@sympatico.ca (Christine Gierer)Wed, 23 Jan 2008 02:57:47 GMThttp://sales-management.bestmanagementarticles.com/a-9696-finding-the-right-sales-talent-for-your-company.aspxhttp://sales-management.bestmanagementarticles.com/a-9696-finding-the-right-sales-talent-for-your-company.aspxHiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.lsalz@salesdodo.com (Lee Salz)Tue, 22 Jan 2008 06:40:26 GMThttp://sales-management.bestmanagementarticles.com/a-14866-try-before-buy.aspxhttp://sales-management.bestmanagementarticles.com/a-14866-try-before-buy.aspxIn the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.lsalz@salesdodo.com (Lee Salz)Mon, 21 Jan 2008 10:26:10 GMThttp://sales-management.bestmanagementarticles.com/a-13139-eight-habits-of-good-sales-and-marketing.aspxhttp://sales-management.bestmanagementarticles.com/a-13139-eight-habits-of-good-sales-and-marketing.aspxYou do not wake up one morning with the idea for an excellent product or service and automatically know the skills required for equally exciting sales and marketing techniques. Like anything else in your life...articles@dti.eu.com (Paul Sutherland)Thu, 17 Jan 2008 04:20:01 GMThttp://sales-management.bestmanagementarticles.com/a-14634-the-starbucks-momentum.aspxhttp://sales-management.bestmanagementarticles.com/a-14634-the-starbucks-momentum.aspxI'm downtown one business morning. There are coffee lovers parading their Starbucks boldly and proudly. They don't drink them because you don't drink a status symbol.adsthatmakemoney@yahoo.com (Tommy Yan)Wed, 16 Jan 2008 15:31:46 GMThttp://sales-management.bestmanagementarticles.com/a-14357-instant-gratification.aspxhttp://sales-management.bestmanagementarticles.com/a-14357-instant-gratification.aspxThe more exotic the reward, the more response you'll get. The more unique the gift, the more sales you'll make. And the more in-demand the prize, the more customers you'll attract.adsthatmakemoney@yahoo.com (Tommy Yan)Wed, 09 Jan 2008 15:18:58 GMThttp://sales-management.bestmanagementarticles.com/a-14027-hidden-power-of-reciprocity.aspxhttp://sales-management.bestmanagementarticles.com/a-14027-hidden-power-of-reciprocity.aspxPicture the Salvation Army bell ringers. As you exit the store, they smile and wish you a nice day. Even if you opt not to donate eighty percent of the time, they get you for twenty. That's twenty percent that could have stayed in your pocket.adsthatmakemoney@yahoo.com (Tommy Yan)Wed, 02 Jan 2008 17:23:20 GMThttp://sales-management.bestmanagementarticles.com/a-9781--hunter-vs--farmer--how-do-you-sell.aspxhttp://sales-management.bestmanagementarticles.com/a-9781--hunter-vs--farmer--how-do-you-sell.aspxAre you a transactional ("hunter") or a consultative ("farmer") salesperson. Find out the difference and learn which method is most likely to help you increase your sales, your profits and your customer loyalty.phassett@salesnowonline.com (Pat Hassett)Wed, 02 Jan 2008 01:42:53 GMThttp://sales-management.bestmanagementarticles.com/a-11535-business-basics-5-elements-of-a-sales-relationship.aspxhttp://sales-management.bestmanagementarticles.com/a-11535-business-basics-5-elements-of-a-sales-relationship.aspxI've seen it over and over - small business owners who get nervous and uncomfortable when it's time to assume the role of salesperson.helaine@pathofpurpose.com (Helaine Iris)Mon, 17 Dec 2007 18:19:32 GMThttp://sales-management.bestmanagementarticles.com/a-9732-the-reality-of-telemarketing.aspxhttp://sales-management.bestmanagementarticles.com/a-9732-the-reality-of-telemarketing.aspxThe most effective direct marketing strategy comes from one of the most overlooked places-the telemarketing firm.bgrinonneau@masmllc.com (Brian Grinonneau)Mon, 17 Dec 2007 17:32:34 GMThttp://sales-management.bestmanagementarticles.com/a-13469-the-sales-person-s-kryptonite.aspxhttp://sales-management.bestmanagementarticles.com/a-13469-the-sales-person-s-kryptonite.aspxRFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!lsalz@salesdodo.com (Lee Salz)Mon, 17 Dec 2007 09:31:30 GMThttp://sales-management.bestmanagementarticles.com/a-9780-cold-calling-it-s-chilly-out-there.aspxhttp://sales-management.bestmanagementarticles.com/a-9780-cold-calling-it-s-chilly-out-there.aspxCold call reluctance got you down? Follow these tips to warm up your cold calling experience and to achieve solid results for you and your customers.phassett@salesnowonline.com (Pat Hassett)Thu, 13 Dec 2007 19:41:36 GMThttp://sales-management.bestmanagementarticles.com/a-9683-gatekeepers-are-no-trouble-anymore.aspxhttp://sales-management.bestmanagementarticles.com/a-9683-gatekeepers-are-no-trouble-anymore.aspxIf you can't get past the gatekeeper, it's probably your own fault. Learn a simple 3-step approach that puts the gatekeepers who control executive access on your side.pj1@thepauljohnson.com (Paul Johnson)Thu, 13 Dec 2007 19:16:58 GMThttp://sales-management.bestmanagementarticles.com/a-12809-why-your-customer-s-buy-3-motivators-small-business-owners-should-know-about.aspxhttp://sales-management.bestmanagementarticles.com/a-12809-why-your-customer-s-buy-3-motivators-small-business-owners-should-know-about.aspxWhat motivates people to buy and how you can apply this knowledge to help make your business more successful by increasing sales and profit?warlow@smallbusinesssuccess.biz (Rob Warlow)Thu, 13 Dec 2007 10:10:18 GMThttp://sales-management.bestmanagementarticles.com/a-13045-perfecting-the-art-of-silence-in-negotiating.aspxhttp://sales-management.bestmanagementarticles.com/a-13045-perfecting-the-art-of-silence-in-negotiating.aspxSilence is the secret tool of power negotiators. Knowing when to listen, not talk. Using facial expressions, not your voice, to make a point. Here are five tips on how perfecting the art of silence can make you a better negotiatorjag@liztahir.com (Liz Tahir)Thu, 13 Dec 2007 05:09:12 GMThttp://sales-management.bestmanagementarticles.com/a-13223-will-you-pass-the-flinch-test.aspxhttp://sales-management.bestmanagementarticles.com/a-13223-will-you-pass-the-flinch-test.aspxThere is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?lsalz@salesdodo.com (Lee Salz)Mon, 10 Dec 2007 11:50:09 GMThttp://sales-management.bestmanagementarticles.com/a-11151-understanding-the-value-of-the-taguchi-method-of-testing.aspxhttp://sales-management.bestmanagementarticles.com/a-11151-understanding-the-value-of-the-taguchi-method-of-testing.aspxThe most sophisticated level of testing is a multi-variate form of testing that utilizes the Taguchi Method. Marketers have learned that while an A/B test might create a 5-10% improvement, a Taguchi test could provide a 15-45% improvement. bonniejean@dreamdoerleague.com (Glen Hopkins)Thu, 29 Nov 2007 17:50:01 GMThttp://sales-management.bestmanagementarticles.com/a-9497-the-top-10-reasons-to-outsource-sales-appointment-setting.aspxhttp://sales-management.bestmanagementarticles.com/a-9497-the-top-10-reasons-to-outsource-sales-appointment-setting.aspxThe top 2% of sales organizations separate prospecting from selling to realize increases in sales productivity.bgrinonneau@masmllc.com (Brian Grinonneau)Wed, 28 Nov 2007 15:15:17 GMThttp://sales-management.bestmanagementarticles.com/a-10871-testimonial-and-guarantee-secrets-that-sell-more.aspxhttp://sales-management.bestmanagementarticles.com/a-10871-testimonial-and-guarantee-secrets-that-sell-more.aspxRegardless of the persuasion power of your copy, the reader knows that you are the one endorsing your own product. But if you're in the middle of reading an advertisement, then a friend calls up and tells you how great that the competitor's product is, which product would you be more likely to buy?bonniejean@dreamdoerleague.com (Glen Hopkins)Tue, 27 Nov 2007 18:27:30 GMThttp://sales-management.bestmanagementarticles.com/a-12483-when-the-sale-doesn-t-happen.aspxhttp://sales-management.bestmanagementarticles.com/a-12483-when-the-sale-doesn-t-happen.aspxIn a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.lsalz@salesdodo.com (Lee Salz)Tue, 27 Nov 2007 10:32:16 GMThttp://sales-management.bestmanagementarticles.com/a-12374-from-told-to-sold-leverage-your-stories-to-resonate-with-prospects-and-customers.aspxhttp://sales-management.bestmanagementarticles.com/a-12374-from-told-to-sold-leverage-your-stories-to-resonate-with-prospects-and-customers.aspxStories connect! And they connect deeply, often stirring us emotionally at a heart level. That's what makes them memorable, and powerful as a sales tool. harrisonarticles@yahoo.com (Craig Harrison)Sat, 24 Nov 2007 21:33:20 GMThttp://sales-management.bestmanagementarticles.com/a-10873-increase-result-from-referrals.aspxhttp://sales-management.bestmanagementarticles.com/a-10873-increase-result-from-referrals.aspxIt is a growing myth that once a company has acquired a rhythmic system of referrals, the owner of that company can just as well hang up his sales hat and coast into retirement with a never ending stream of revenue.edgar_biggs@yahoo.com (Obinna Heche)Tue, 20 Nov 2007 16:16:12 GMThttp://sales-management.bestmanagementarticles.com/a-12001--why-can-t-i-hire-the-right-sales-people--part-2.aspxhttp://sales-management.bestmanagementarticles.com/a-12001--why-can-t-i-hire-the-right-sales-people--part-2.aspxA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company's Sales Talent Screening Program.lsalz@salesdodo.com (Lee Salz)Fri, 16 Nov 2007 13:58:36 GMThttp://sales-management.bestmanagementarticles.com/a-12000--why-can-t-i-hire-the-right-sales-people--part-1.aspxhttp://sales-management.bestmanagementarticles.com/a-12000--why-can-t-i-hire-the-right-sales-people--part-1.aspxA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company's Sales Talent Screening Program.lsalz@salesdodo.com (Lee Salz)Fri, 16 Nov 2007 13:57:03 GMThttp://sales-management.bestmanagementarticles.com/a-9666-avoiding-sour-negotiations-in-real-estate.aspxhttp://sales-management.bestmanagementarticles.com/a-9666-avoiding-sour-negotiations-in-real-estate.aspxNegotiations can go sour, especially when emotions run high. The agent's responsibility is to understand the overall situation and help prevent it from getting too disruptive to the process. These are some techniques and tips on how to negotiate a win-win outcome.realestate@escapesomewhere.com (Ki Gray)Thu, 15 Nov 2007 19:17:35 GMThttp://sales-management.bestmanagementarticles.com/a-10881-how-to-deal-with-voicemail-when-prospecting.aspxhttp://sales-management.bestmanagementarticles.com/a-10881-how-to-deal-with-voicemail-when-prospecting.aspxStatistics show that 60%-70% of your phone prospecting will be answered by voicemail. I can say for certain, and you probably can too, that when a strange number shows on my caller ID, I do not answer it. Period. I listen, however, to the voicemail message.joeylmt@bellsouth.net (Gregory McGuire)Thu, 15 Nov 2007 17:19:50 GMThttp://sales-management.bestmanagementarticles.com/a-9902-5-steps-to-explosive-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-9902-5-steps-to-explosive-sales.aspxThe professional network marketers who do well have the formula for success tightly packed. It's a proven fact that network marketers that are simply unaware of this system must get in on the action or they will sink!patrice@thepatricecompany.com (Patrice Walker)Tue, 13 Nov 2007 19:11:39 GMThttp://sales-management.bestmanagementarticles.com/a-8797-create-a-1-step-system-and-start-making-money.aspxhttp://sales-management.bestmanagementarticles.com/a-8797-create-a-1-step-system-and-start-making-money.aspxA 1 step system, if put together correctly, can sky-rocket sales in your business.md07@goldenhandshakellc.com (Mike Dillard)Sun, 11 Nov 2007 18:51:15 GMThttp://sales-management.bestmanagementarticles.com/a-10550-five-methods-of-cold-calling-success.aspxhttp://sales-management.bestmanagementarticles.com/a-10550-five-methods-of-cold-calling-success.aspxA little bit of help overcoming the somewhat daunting task of Cold Calling.floyd@hijackmyebooks.com (Floyd Bogart)Sat, 10 Nov 2007 21:01:08 GMThttp://sales-management.bestmanagementarticles.com/a-11598-what-s-the-plan.aspxhttp://sales-management.bestmanagementarticles.com/a-11598-what-s-the-plan.aspxIf you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.lsalz@salesdodo.com (Lee Salz)Wed, 07 Nov 2007 13:18:42 GMThttp://sales-management.bestmanagementarticles.com/a-8598-how-to-improve-your-negotiation-skills--get-the-best-possible-deal-by-playing-poker.aspxhttp://sales-management.bestmanagementarticles.com/a-8598-how-to-improve-your-negotiation-skills--get-the-best-possible-deal-by-playing-poker.aspxWhy Your Sales Team's Ability to Read Their Opponent's Actions is Critical to Getting the Best Deal They Can.peoplesavvypr@gmail.com (Gregory Stebbins)Tue, 06 Nov 2007 11:40:32 GMThttp://sales-management.bestmanagementarticles.com/a-11214-selling-to-target-10-ways-to-get-a-target-buyer-interested-in-your-product.aspxhttp://sales-management.bestmanagementarticles.com/a-11214-selling-to-target-10-ways-to-get-a-target-buyer-interested-in-your-product.aspxIt's not all that hard to get Target interested in selling your products. Here's how to Attract Target Buyers & Actually Get Your Products on Target's shelves.mzfisherarticles@gmail.com (Margie Zable Fisher)Tue, 06 Nov 2007 06:30:42 GMThttp://sales-management.bestmanagementarticles.com/a-11147-the-most-underutilized-strategic-advantage.aspxhttp://sales-management.bestmanagementarticles.com/a-11147-the-most-underutilized-strategic-advantage.aspxSales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.lsalz@salesdodo.com (Lee Salz)Tue, 30 Oct 2007 10:13:51 GMThttp://sales-management.bestmanagementarticles.com/a-10622-building-your-business-with-layers-of-brand.aspxhttp://sales-management.bestmanagementarticles.com/a-10622-building-your-business-with-layers-of-brand.aspx95% of most businesses fail in the first two years. 91% fail in the first five. Slow sales, poor location, perhaps a bad idea/investment are the primary excuses. Yet, my work finds another more intriguing issue—branding. drew@gettingtothefinishline.com (Drew Stevens PhD)Thu, 25 Oct 2007 20:57:21 GMThttp://sales-management.bestmanagementarticles.com/a-10795-cold-calling--a-powerful-strategy-for-growth-or-simply-a-waste-of-time.aspxhttp://sales-management.bestmanagementarticles.com/a-10795-cold-calling--a-powerful-strategy-for-growth-or-simply-a-waste-of-time.aspxThe organisations that rely on their existing customers for ongoing sales revenue are quickly overtaken by organisations that have a clearly defined strategy in place for the acquisition of new customers. Yet, what is the best approach for winning new customers? nikki@trainique.com (Nikki Owen)Thu, 25 Oct 2007 20:48:55 GMThttp://sales-management.bestmanagementarticles.com/a-10799-when-life-is-hard.aspxhttp://sales-management.bestmanagementarticles.com/a-10799-when-life-is-hard.aspxWe all have desires, dreams, fears and emotional needs that drive us in our quest to create more of the life we want, trying to attain our own vision of success and that ellusive, tantalising taste of permanent happiness and personal fulfillment.nikki@trainique.com (Nikki Owen)Thu, 25 Oct 2007 20:47:54 GMThttp://sales-management.bestmanagementarticles.com/a-10798-a-magical-selling-tale.aspxhttp://sales-management.bestmanagementarticles.com/a-10798-a-magical-selling-tale.aspxWhen I was a little girl I believed in fairy tales, magical kingdoms and a world where all wishes came true.It didn't take long to discover that life has a cruel way of shattering illusions and the adventures of life can cause a cynical hardening of aspirations in the face of adversity. nikki@trainique.com (Nikki Owen)Thu, 25 Oct 2007 20:46:31 GMThttp://sales-management.bestmanagementarticles.com/a-10797-is-sales-training-passing-its-sell-by-date.aspxhttp://sales-management.bestmanagementarticles.com/a-10797-is-sales-training-passing-its-sell-by-date.aspxTraditional sales training courses are costly, time-consuming and rarely have an impact after three months. Is there a more efficient way to improve the performance of sales people that encourages them to become hooked on their own continual development?nikki@trainique.com (Nikki Owen)Thu, 25 Oct 2007 20:45:24 GMThttp://sales-management.bestmanagementarticles.com/a-10794-the-key-to-making-your-salespeople-20-times-more-productive.aspxhttp://sales-management.bestmanagementarticles.com/a-10794-the-key-to-making-your-salespeople-20-times-more-productive.aspxLooking at the tangible proof that concludes regular one-to-one sales coaching produces a dramatic impact on salespeople's performance, productivity and retention.nikki@trainique.com (Nikki Owen)Thu, 25 Oct 2007 20:43:14 GMThttp://sales-management.bestmanagementarticles.com/a-9594-the-secret-to-setting-appointments-with-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-9594-the-secret-to-setting-appointments-with-prospects.aspxBook more appointments with prospects by relinquishing old techniques that fail to build rapport and trust.tammy@tammystanley.com (Tammy Stanley)Thu, 25 Oct 2007 01:45:10 GMThttp://sales-management.bestmanagementarticles.com/a-10774-the-value-of-a-success-driven-sales-team.aspxhttp://sales-management.bestmanagementarticles.com/a-10774-the-value-of-a-success-driven-sales-team.aspxA strong sales force makes for a strong and successful company. There are steps to take to better your chances at getting that strong sales force.ereed@igbsinc.com (Eric Reed)Tue, 23 Oct 2007 23:44:09 GMThttp://sales-management.bestmanagementarticles.com/a-9598-the-importance-of-acknowledging-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-9598-the-importance-of-acknowledging-prospects.aspxOne of the simplest ways to get prospects listening is to acknowledge them.tammy@tammystanley.com (Tammy Stanley)Mon, 22 Oct 2007 17:40:05 GMThttp://sales-management.bestmanagementarticles.com/a-8287-if-you-do-not-ask-the-answer-is-always-no.aspxhttp://sales-management.bestmanagementarticles.com/a-8287-if-you-do-not-ask-the-answer-is-always-no.aspxThere is an old saying that is very true even today. It gives quite an interesting insight into the process of “Making and Negotiating Offers” on businesses or anything else you might want to buy.kismetrei@earthlink.net (Willard Michlin)Mon, 22 Oct 2007 17:23:47 GMThttp://sales-management.bestmanagementarticles.com/a-9485-does-the-fear-of-cold-calling-stop-you-from-calling-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-9485-does-the-fear-of-cold-calling-stop-you-from-calling-prospects.aspxPlenty of sales professionals dream of being able to make cold calls first thing in the morning so they can get appointments set in their calendar and start seeing an increase in their income. However, that scenario seldom occurs....tammy@tammystanley.com (Tammy Stanley)Thu, 18 Oct 2007 11:31:48 GMThttp://sales-management.bestmanagementarticles.com/a-9393-sell-yourself-as-well-as-your-product.aspxhttp://sales-management.bestmanagementarticles.com/a-9393-sell-yourself-as-well-as-your-product.aspxWhen selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. conn1229@yahoo.com (jay conners)Wed, 17 Oct 2007 11:30:30 GMThttp://sales-management.bestmanagementarticles.com/a-10397-the-secret-to-overcoming-the-price-objection.aspxhttp://sales-management.bestmanagementarticles.com/a-10397-the-secret-to-overcoming-the-price-objection.aspxIf you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 14:04:24 GMThttp://sales-management.bestmanagementarticles.com/a-10396-successful-selling-and-the-theory-of-relativity.aspxhttp://sales-management.bestmanagementarticles.com/a-10396-successful-selling-and-the-theory-of-relativity.aspxAre you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 14:03:06 GMThttp://sales-management.bestmanagementarticles.com/a-10395-finding-the-right-home-for-your-sales-skills.aspxhttp://sales-management.bestmanagementarticles.com/a-10395-finding-the-right-home-for-your-sales-skills.aspxWant to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 14:01:37 GMThttp://sales-management.bestmanagementarticles.com/a-10394-close-doors-not-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-10394-close-doors-not-sales.aspxYou have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 13:58:56 GMThttp://sales-management.bestmanagementarticles.com/a-10393-migrating-from-vendor-to-partner.aspxhttp://sales-management.bestmanagementarticles.com/a-10393-migrating-from-vendor-to-partner.aspxThere is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 13:57:27 GMThttp://sales-management.bestmanagementarticles.com/a-10392-can-t-sell-today.aspxhttp://sales-management.bestmanagementarticles.com/a-10392-can-t-sell-today.aspxThe following is a diatribe from a fallen sales hero.lsalz@salesdodo.com (Lee Salz)Mon, 15 Oct 2007 13:55:35 GMThttp://sales-management.bestmanagementarticles.com/a-8410-is-your-follow-up-communication-committing-prospecticide.aspxhttp://sales-management.bestmanagementarticles.com/a-8410-is-your-follow-up-communication-committing-prospecticide.aspxEvery communication you have with a prospect is just as important as your first. Are your follow-up communications killing your prospects?pmccord@mccordandassociates.com (Paul McCord)Thu, 11 Oct 2007 11:53:56 GMThttp://sales-management.bestmanagementarticles.com/a-9603-how-to-get-prospects-listening.aspxhttp://sales-management.bestmanagementarticles.com/a-9603-how-to-get-prospects-listening.aspxThe key to getting prospects to listen is to craft your message with a specific customer in mind.tammy@tammystanley.com (Tammy Stanley)Wed, 10 Oct 2007 18:56:42 GMThttp://sales-management.bestmanagementarticles.com/a-9698-12-keys-to-tuning-up-your-sales-force.aspxhttp://sales-management.bestmanagementarticles.com/a-9698-12-keys-to-tuning-up-your-sales-force.aspxNot sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.lsalz@salesdodo.com (Lee Salz)Tue, 09 Oct 2007 18:32:56 GMThttp://sales-management.bestmanagementarticles.com/a-9700-5-keys-to-ensuring-a-spectacular-sales-training-engagement.aspxhttp://sales-management.bestmanagementarticles.com/a-9700-5-keys-to-ensuring-a-spectacular-sales-training-engagement.aspxSales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.lsalz@salesdodo.com (Lee Salz)Tue, 09 Oct 2007 18:31:59 GMThttp://sales-management.bestmanagementarticles.com/a-8129-excel-your-sales-career-how-to-overcome-fear-beat-your-competition-and-achieve-higher-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-8129-excel-your-sales-career-how-to-overcome-fear-beat-your-competition-and-achieve-higher-sales.aspxEven sales professionals with tremendous track records have fear, but excelling in sales is about going where no others will go. Here's how to overcome fears & excel your sales career. machepr@yahoo.com (Chuck Mache)Tue, 09 Oct 2007 06:49:21 GMThttp://sales-management.bestmanagementarticles.com/a-9517-using-business-and-greeting-cards-effectively.aspxhttp://sales-management.bestmanagementarticles.com/a-9517-using-business-and-greeting-cards-effectively.aspxBusiness cards and greeting cards almost go hand in hand when being used for marketing and business purposes. With a few exceptions.conn1229@yahoo.com (jay conners)Mon, 08 Oct 2007 10:10:58 GMThttp://sales-management.bestmanagementarticles.com/a-9156-poor-credit-mortgage-leads-to-avoid-or-not-to-avoid.aspxhttp://sales-management.bestmanagementarticles.com/a-9156-poor-credit-mortgage-leads-to-avoid-or-not-to-avoid.aspxThese days with the mortgage industry being the way it is, mortgage brokers and loan officers may be finding it tougher and tougher to close deals for people with poor credit. conn1229@yahoo.com (jay conners)Mon, 01 Oct 2007 23:34:47 GMThttp://sales-management.bestmanagementarticles.com/a-9331-six-simple-steps-for-getting-more-mortgage-applications.aspxhttp://sales-management.bestmanagementarticles.com/a-9331-six-simple-steps-for-getting-more-mortgage-applications.aspxWhen I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan.conn1229@yahoo.com (jay conners)Sun, 30 Sep 2007 18:45:21 GMThttp://sales-management.bestmanagementarticles.com/a-8142-internet-impact-on-retail-customer-s-buying-process.aspxhttp://sales-management.bestmanagementarticles.com/a-8142-internet-impact-on-retail-customer-s-buying-process.aspxThe internet has changed the face of retail selling. Customers are able to search for information and evaluate alternatives on-line. In store retail sales processes have, in many organisations failed to adapt to the increased power consumers have now. kevin.dwyer@changefactory.com.au (Kevin Dwyer)Thu, 27 Sep 2007 19:32:42 GMThttp://sales-management.bestmanagementarticles.com/a-9180-mortgage-leads-making-the-most-of-them.aspxhttp://sales-management.bestmanagementarticles.com/a-9180-mortgage-leads-making-the-most-of-them.aspxIf you are a loan officer or mortgage broker and you are currently investing in mortgage leads, or you have given thought to investing in mortgage leads, make sure you are making the most of them. conn1229@yahoo.com (jay conners)Wed, 26 Sep 2007 02:13:35 GMThttp://sales-management.bestmanagementarticles.com/a-9299-the-challenge-of-sales-leadership.aspxhttp://sales-management.bestmanagementarticles.com/a-9299-the-challenge-of-sales-leadership.aspxIn 2004, a significant piece of research was conducted involving 2663 organisations: The report highlighted the fact that a major barrier to sales success was a failure to select and develop a sales leadership team capable of nurturing and fully developing their sales people's potential.jf@jonathanfarrington.com (Jonathan Farrington)Tue, 25 Sep 2007 03:51:53 GMThttp://sales-management.bestmanagementarticles.com/a-2062-is-your-forecast-too-sunny-how-to-improve-the-accuracy-of-sales-forecasts.aspxhttp://sales-management.bestmanagementarticles.com/a-2062-is-your-forecast-too-sunny-how-to-improve-the-accuracy-of-sales-forecasts.aspxForecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organizations. How often are your forecasts accurate?gy@solutions4training.com (Graham Yemm)Thu, 20 Sep 2007 22:59:29 GMThttp://sales-management.bestmanagementarticles.com/a-9259-unfair-sales-technique.aspxhttp://sales-management.bestmanagementarticles.com/a-9259-unfair-sales-technique.aspxOne-by-one, the victims haplessly and helplessly gave in. No arguing. No haggling. And no excuses.adsthatmakemoney@yahoo.com (Tommy Yan)Wed, 19 Sep 2007 19:20:03 GMThttp://sales-management.bestmanagementarticles.com/a-9199-real-time-internet-mortgage-leads.aspxhttp://sales-management.bestmanagementarticles.com/a-9199-real-time-internet-mortgage-leads.aspxFor loan officers and mortgage brokers looking to purchase internet mortgage leads, buying mortgage leads in real time is one method you should put serious consideration in to. conn1229@yahoo.com (jay conners)Fri, 14 Sep 2007 02:13:49 GMThttp://sales-management.bestmanagementarticles.com/a-9194-be-a-successful-sales-manager--not-a-super-seller.aspxhttp://sales-management.bestmanagementarticles.com/a-9194-be-a-successful-sales-manager--not-a-super-seller.aspxA challenge for many sales managers is to let go of their old role as a sales person. They may really enjoy the actual selling, or think that they will gain the respect from their team by proving how good they are as a seller - neither of which helps them be a good manager or sales leader!gy@solutions4training.com (Graham Yemm)Mon, 10 Sep 2007 06:08:27 GMThttp://sales-management.bestmanagementarticles.com/a-7145-how-to-write-effective-sales-copy.aspxhttp://sales-management.bestmanagementarticles.com/a-7145-how-to-write-effective-sales-copy.aspxLearning how to write an effective sales copy is the closest thing to picking money off a tree in the world. You can literally turn your thoughts into money over and over again.md07@goldenhandshakellc.com (Mike Dillard)Sat, 08 Sep 2007 17:05:28 GMThttp://sales-management.bestmanagementarticles.com/a-7118-building-client-relationships-how-to-use-sales-psychology-to-create-more-lifetime-clients-now.aspxhttp://sales-management.bestmanagementarticles.com/a-7118-building-client-relationships-how-to-use-sales-psychology-to-create-more-lifetime-clients-now.aspxYou can double or even triple your sales by getting a grasp on your customer's behavioral style. It will make a difference in your sales figures and will turn one-time customers into lifetime customers.peoplesavvypr@gmail.com (Gregory Stebbins)Thu, 06 Sep 2007 06:58:42 GMThttp://sales-management.bestmanagementarticles.com/a-8633-7-tested-and-proven-ways-to-grow-your-list-and-make-more-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-8633-7-tested-and-proven-ways-to-grow-your-list-and-make-more-sales.aspxThe most important business building activity you will perform as an infopreneur is building your own mailing list.info@mmc84.com (Gowri Cumba)Wed, 29 Aug 2007 02:42:46 GMThttp://sales-management.bestmanagementarticles.com/a-471-is-your-sales-team-submerged-in-a-comfort-zone.aspxhttp://sales-management.bestmanagementarticles.com/a-471-is-your-sales-team-submerged-in-a-comfort-zone.aspxPerhaps of all the temptations we meet in life, money, power, sex, alcohol, drugs and fame, the subtlest of all is the comfort zone, that invitation to settle for less, to go for content when the stresses of over achievement beckon.jf@jonathanfarrington.com (Jonathan Farrington)Wed, 22 Aug 2007 23:28:47 GMThttp://sales-management.bestmanagementarticles.com/a-7799-sales-managers-invest-in-the-best.aspxhttp://sales-management.bestmanagementarticles.com/a-7799-sales-managers-invest-in-the-best.aspxSales managers have a huge impact on both the top line and the bottom line. To get the best sales management, you need to invest in smart selection, management training, and on-the-job support. wally@threestarleadership.com (Wally Bock)Wed, 22 Aug 2007 20:01:36 GMThttp://sales-management.bestmanagementarticles.com/a-6709-how-to-increase-sales-100-in-9-months-or-less.aspxhttp://sales-management.bestmanagementarticles.com/a-6709-how-to-increase-sales-100-in-9-months-or-less.aspxDid you know that the top 5% of the sales force earns 75% of the income? I would rather be in that group. They don't ever have to worry about being laid off - something that the degreed non-full commission people do.articles.articlemarketer@gmail.com (Article Marketer)Wed, 11 Jul 2007 22:08:22 GMThttp://sales-management.bestmanagementarticles.com/a-6367-poor-negotiation-skills-lose-your-shirt-in-7-days.aspxhttp://sales-management.bestmanagementarticles.com/a-6367-poor-negotiation-skills-lose-your-shirt-in-7-days.aspxGuaranteed tips and techniques to lose your spouse, your home and your shirt: in seven days!joseph@xtrememind.com (Joseph Plazo, Ph.D)Fri, 06 Jul 2007 02:18:04 GMThttp://sales-management.bestmanagementarticles.com/a-6287-business-fashion-for-women-executives-pearl-jewelry-at-your-next-sales-presentation.aspxhttp://sales-management.bestmanagementarticles.com/a-6287-business-fashion-for-women-executives-pearl-jewelry-at-your-next-sales-presentation.aspxWhile the men looked comfortable in suits, the women often struggled with finding a business fashion sense that would clearly emphasize their business credibility. Here are My Top 7 Reasons Why You Should Wear Pearls at Your Next Sales Presentation.articles@purepearls.com (Amanda Raab)Fri, 06 Jul 2007 00:37:16 GMThttp://sales-management.bestmanagementarticles.com/a-6267-higher-sales-performance-a-new-approach-for-setting-sales-goals--achieving-outrageous-results.aspxhttp://sales-management.bestmanagementarticles.com/a-6267-higher-sales-performance-a-new-approach-for-setting-sales-goals--achieving-outrageous-results.aspxEvery sales executive has heard how important it is to set sales goals. I am going to suggest a somewhat radical, new change to the way you currently set goals so you can achieve higher sales performance.rfentonarticles@gmail.com (Richard Fenton)Thu, 05 Jul 2007 04:41:20 GMThttp://sales-management.bestmanagementarticles.com/a-6234-does-the-fear-of-cold-calling-stop-you-from-calling-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-6234-does-the-fear-of-cold-calling-stop-you-from-calling-prospects.aspxPlenty of sales professionals dream of being able to make cold calls first thing in the morning so they can get appointments set in their calendar and start seeing an increase in their income. However, that scenario seldom occurs. Although a good number of sales professionals want to have calendarstammy@tammystanley.com (Tammy Stanley)Wed, 04 Jul 2007 03:06:49 GMThttp://sales-management.bestmanagementarticles.com/a-6117-five-levels-of-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-6117-five-levels-of-selling.aspxThere are different levels of selling and you can increase your sales and profitability by moving your sales approach to a higher level.bob@decision-makingtoday.com (Robert (Bob) Cannon)Wed, 04 Jul 2007 02:51:58 GMThttp://sales-management.bestmanagementarticles.com/a-5997-what-you-actually-broadcast-when-you-bash-your-competition.aspxhttp://sales-management.bestmanagementarticles.com/a-5997-what-you-actually-broadcast-when-you-bash-your-competition.aspxWhen you bash your competition, you run the risk of destroying your credibility with your prospects for several reasons. Learn what your prospects might feel or infer when you speak poorly about your competitors.tammy@tammystanley.com (Tammy Stanley)Tue, 03 Jul 2007 02:15:41 GMThttp://sales-management.bestmanagementarticles.com/a-5998-should-you-wait-for-your-prospects-to-call-you.aspxhttp://sales-management.bestmanagementarticles.com/a-5998-should-you-wait-for-your-prospects-to-call-you.aspxExpecting prospects and/or customers to call is the same as expecting prospects to do the sales person's job.tammy@tammystanley.com (Tammy Stanley)Tue, 03 Jul 2007 01:58:27 GMThttp://sales-management.bestmanagementarticles.com/a-5861-the-art-of-successful-sales-lead-generation.aspxhttp://sales-management.bestmanagementarticles.com/a-5861-the-art-of-successful-sales-lead-generation.aspxIs your business looking at sales lead generation? Like many businesses getting the right type of sales lead into your business is the key to it's success. In this article we will look at sales lead generation and the types of methods you can use to generate your own sales leadsarticles.articlemarketer@gmail.com (Article Marketer)Thu, 21 Jun 2007 19:09:42 GMThttp://sales-management.bestmanagementarticles.com/a-5827-how-to-make-maximum-sales-in-minimum-time.aspxhttp://sales-management.bestmanagementarticles.com/a-5827-how-to-make-maximum-sales-in-minimum-time.aspxHow would you like to get more positive results in sales? I want to give you an exercise you can use to dramatically change the results you are currently getting.articles.articlemarketer@gmail.com (Article Marketer)Thu, 21 Jun 2007 15:20:08 GMThttp://sales-management.bestmanagementarticles.com/a-5722-10-surefire-ways-to-grab-a-skimmer-s-attention.aspxhttp://sales-management.bestmanagementarticles.com/a-5722-10-surefire-ways-to-grab-a-skimmer-s-attention.aspxPeople don't have much time to read your sales letters and would rather skim them. They will scan your letter and read only those that catches their eyes. Is the solution to have a short one? No, it's not.kevin@ksinclair.com (Kevin Sinclair)Wed, 20 Jun 2007 15:48:26 GMThttp://sales-management.bestmanagementarticles.com/a-5482-repeat-business-game-plans-can-build-your-residual-income.aspxhttp://sales-management.bestmanagementarticles.com/a-5482-repeat-business-game-plans-can-build-your-residual-income.aspxHow you set up your product mix for your inter net business can bring you a constant stream of income if you start off or make adjustments to bring customers back on a regular basiscashtomarket@aol.com (James Lowe)Wed, 20 Jun 2007 14:21:26 GMThttp://sales-management.bestmanagementarticles.com/a-5388-performance-indicators-for-coaching-retail-staff-to-improve-performance.aspxhttp://sales-management.bestmanagementarticles.com/a-5388-performance-indicators-for-coaching-retail-staff-to-improve-performance.aspxMost retail stores would agree that they can improve their sales performance. What I observe though, is that store mangers and sales managers often do not know how to get better performance from their staff.kevin.dwyer@changefactory.com.au (Kevin Dwyer)Mon, 18 Jun 2007 06:45:21 GMThttp://sales-management.bestmanagementarticles.com/a-5393-what-sales-technique-kills-more-deals-than-any-other.aspxhttp://sales-management.bestmanagementarticles.com/a-5393-what-sales-technique-kills-more-deals-than-any-other.aspxDo you know which sales technique kills a deal faster than any other does? Do you know what this sales technique is so that you do not use it and blow deals?omega-3@charter.net (Bob Bergeth)Mon, 18 Jun 2007 05:08:50 GMThttp://sales-management.bestmanagementarticles.com/a-5096-achieving-sales-on-the-telephone--effective-outbound-calls.aspxhttp://sales-management.bestmanagementarticles.com/a-5096-achieving-sales-on-the-telephone--effective-outbound-calls.aspxThe key to making effective outbound calls is structure. The most effective telephone sales person will have a set process for contacting customers and will stick to it, no matter what the temptation to alter their methods.andrew@trainerbubble.com (Andrew Wood)Mon, 18 Jun 2007 03:21:00 GMThttp://sales-management.bestmanagementarticles.com/a-5094-improving-sales-effectiveness--the-question-is-why.aspxhttp://sales-management.bestmanagementarticles.com/a-5094-improving-sales-effectiveness--the-question-is-why.aspxAchieving sales success is crucial to every business, after all sales is the only revenue generating function within a company, everything else costs money. So what do we do to ensure that our key players in the sales arena are doing all they can to develop this most important of areas? andrew@trainerbubble.com (Andrew Wood)Sat, 16 Jun 2007 07:00:24 GMThttp://sales-management.bestmanagementarticles.com/a-4880-use-video-plus-one-friend-to-check-yourself-before-your-next-presentation.aspxhttp://sales-management.bestmanagementarticles.com/a-4880-use-video-plus-one-friend-to-check-yourself-before-your-next-presentation.aspxFast internet connections and easy-to-use video cameras means sales people can have their friends quickly review their sales pitch and supply them valuable pointers.craig@marketinghawks.com (Craig Lutz-Priefert)Wed, 06 Jun 2007 01:55:47 GMThttp://sales-management.bestmanagementarticles.com/a-4781-interpersonal-skills-how-to-use-sales-psychology-to-create-longer-lasting-sales-winning-relationsh.aspxhttp://sales-management.bestmanagementarticles.com/a-4781-interpersonal-skills-how-to-use-sales-psychology-to-create-longer-lasting-sales-winning-relationsh.aspxBy understanding sales psychology and enhancing your interpersonal skills you will make more sales. Knowing how to analyze and use keys to the customer's psyche is what separates the ordinary sales representatives from the sales professionals.peoplesavvypr@gmail.com (Gregory Stebbins)Wed, 30 May 2007 00:39:12 GMThttp://sales-management.bestmanagementarticles.com/a-4369-beating-your-competition-how-to-easily--cheaply-win-the-hearts--wallets-of-competitors-clients.aspxhttp://sales-management.bestmanagementarticles.com/a-4369-beating-your-competition-how-to-easily--cheaply-win-the-hearts--wallets-of-competitors-clients.aspxWhy pro teams and successful businesses spend so much time in the screen rooms? They are looking for weaknesses to exploit. To win championships you can't just be a great athlete and to win in business, you can't just be a great businessman.hoardclients@yahoo.com (Michael Kaselnak)Sun, 20 May 2007 23:28:49 GMThttp://sales-management.bestmanagementarticles.com/a-3936-using-the-consultative-approach-to-gaining-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-3936-using-the-consultative-approach-to-gaining-sales.aspxWhat do we mean by a consultative approach? When you hear the word “salesman”, it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off.BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.)Thu, 17 May 2007 22:03:13 GMThttp://sales-management.bestmanagementarticles.com/a-4122-8-secret-tips-for-your-sales-letters.aspxhttp://sales-management.bestmanagementarticles.com/a-4122-8-secret-tips-for-your-sales-letters.aspxDid you know that fortunes were made or lost on the strength of sales letters? It is not "Build a better mousetrap" that will make you rich. It is "Create a better sales letter" that will lead you to fame and fortune.kevin@ksinclair.com (Kevin Sinclair)Thu, 17 May 2007 03:16:00 GMThttp://sales-management.bestmanagementarticles.com/a-3835-are-you-practicing-on-your-best-prospects.aspxhttp://sales-management.bestmanagementarticles.com/a-3835-are-you-practicing-on-your-best-prospects.aspxHow much time do you spend practicing and developing your skills? Do you practice a new technique on a prospect or on a fellow salesperson or your supervisor first? Do you not practice at all, but just show up?tim@timconnor.com (Tim Connor)Mon, 14 May 2007 02:42:30 GMThttp://sales-management.bestmanagementarticles.com/a-3837-do-you-act-like-you-need-the-business.aspxhttp://sales-management.bestmanagementarticles.com/a-3837-do-you-act-like-you-need-the-business.aspxDo you ever sound pathetic? Why not ask a fellow salesperson to eavesdrop on your telephone conversations or presentations with the only objective of looking for pathetic statements or questions.tim@timconnor.com (Tim Connor)Mon, 14 May 2007 02:37:00 GMThttp://sales-management.bestmanagementarticles.com/a-3944-if-your-sales-strategy-is-not-clear-sales-will-suffer.aspxhttp://sales-management.bestmanagementarticles.com/a-3944-if-your-sales-strategy-is-not-clear-sales-will-suffer.aspxAsk any of your sales managers to define sales strategy and you might get a myriad of responses. Some right, some wrong and many just vague. Ask them to define operational effectiveness and you will tend to get more accurate answers depending on the level of the manager.tim@timconnor.com (Tim Connor)Mon, 14 May 2007 02:34:08 GMThttp://sales-management.bestmanagementarticles.com/a-3946-do-you-have-a-lost-sales-strategy-or-do-you-just-let-them-go-without-a-fight.aspxhttp://sales-management.bestmanagementarticles.com/a-3946-do-you-have-a-lost-sales-strategy-or-do-you-just-let-them-go-without-a-fight.aspxLost business does not necessarily mean lost forever. Many salespeople unfortunately neglect this lucrative source of new business. I say new because, if you learn to treat these past customers as brand new prospects, you may just regain their business.tim@timconnor.com (Tim Connor)Mon, 14 May 2007 02:23:17 GMThttp://sales-management.bestmanagementarticles.com/a-3847-trainee-salesman-stumbles-on-a-cold-fortune.aspxhttp://sales-management.bestmanagementarticles.com/a-3847-trainee-salesman-stumbles-on-a-cold-fortune.aspxWhen you are able to talk naturally to your prospects you will also be able to answer all their questions with enthusiasm, without hesitation, and they will be impressed by your product knowledge.articles.articlemarketer@gmail.com (Article Marketer)Wed, 09 May 2007 20:15:25 GMThttp://sales-management.bestmanagementarticles.com/a-3825-the-twelve-golden-principles-of-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-3825-the-twelve-golden-principles-of-selling.aspxPeople buy from people - they always will...jf@jonathanfarrington.com (Jonathan Farrington)Wed, 09 May 2007 19:27:00 GMThttp://sales-management.bestmanagementarticles.com/a-3758-this-is-one-technique-i-guarantee-will-increase-your-sales-and-customer-loyalty.aspxhttp://sales-management.bestmanagementarticles.com/a-3758-this-is-one-technique-i-guarantee-will-increase-your-sales-and-customer-loyalty.aspxRead on, what I am about to share with you can guarantee your continued success and when you finish reading you will say to yourself, it can't be that easy? But, I am here to tell you that after using this technique for my entire career, that it is. tim@timconnor.com (Tim Connor)Tue, 08 May 2007 20:01:51 GMThttp://sales-management.bestmanagementarticles.com/a-3822-the-importance-of-empathy-of-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-3822-the-importance-of-empathy-of-selling.aspxNowhere is this truer than in selling, where you are trying to persuade another, often a stranger, to make a decision they may not even have considered prior to your meeting.jf@jonathanfarrington.com (Jonathan Farrington)Tue, 08 May 2007 19:51:25 GMThttp://sales-management.bestmanagementarticles.com/a-3755-the-natural-born-salesperson-is-a-myth.aspxhttp://sales-management.bestmanagementarticles.com/a-3755-the-natural-born-salesperson-is-a-myth.aspxThere is no such thing as the natural born salesperson, any more than there is a natural born pilot, athlete or physician. There has been a myth circling for years that people who are successful at selling have some natural skills, attitudes or personalities.tim@timconnor.com (Tim Connor)Tue, 08 May 2007 19:39:56 GMThttp://sales-management.bestmanagementarticles.com/a-3752-are-you-a-victim-of-sales-cycles.aspxhttp://sales-management.bestmanagementarticles.com/a-3752-are-you-a-victim-of-sales-cycles.aspxMany salespeople believe that they are not in control of the sales cycle. They put the buying control into the hands of the prospect. Of course, you cannot sell something to someone before they are ready, but you can discover the sense of urgency or attempt to create it.tim@timconnor.com (Tim Connor)Mon, 07 May 2007 22:20:48 GMThttp://sales-management.bestmanagementarticles.com/a-3779-improve-your-skills-for-sales-success-today.aspxhttp://sales-management.bestmanagementarticles.com/a-3779-improve-your-skills-for-sales-success-today.aspxIf you are a sales person, have you gone through any real sales training? Do you really need it? Many sales persons do, because there are many people who don't understand that selling implies two parties. It is a dialogue.articles.articlemarketer@gmail.com (Article Marketer)Mon, 07 May 2007 20:47:21 GMThttp://sales-management.bestmanagementarticles.com/a-3760-selling-is-90--understanding-people.aspxhttp://sales-management.bestmanagementarticles.com/a-3760-selling-is-90--understanding-people.aspxWhen Joe Gandolfo, a life insurance salesman was asked how he had sold over one billion dollars of life insurance in 1975, he said that all it takes is “understanding people.”virden@TheSellingEdge.com (Virden Thornton)Mon, 07 May 2007 20:43:21 GMThttp://sales-management.bestmanagementarticles.com/a-3909-practice-active-listening-and-boost-your-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-3909-practice-active-listening-and-boost-your-sales.aspxIn sales it's always said that if you understand your product and solve your customer's problems then you'll do well. But this presupposes one thing … that you have really listened and understood what the customer is saying. We're talking about the importance of active listening in sales.warlow@smallbusinesssuccess.biz (Rob Warlow)Mon, 07 May 2007 01:29:02 GMThttp://sales-management.bestmanagementarticles.com/a-3682-sales-challenges-in-a-competitive-economy.aspxhttp://sales-management.bestmanagementarticles.com/a-3682-sales-challenges-in-a-competitive-economy.aspxSalespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers.tim@timconnor.com (Tim Connor)Tue, 01 May 2007 22:41:05 GMThttp://sales-management.bestmanagementarticles.com/a-3666-what-is-your-excuse.aspxhttp://sales-management.bestmanagementarticles.com/a-3666-what-is-your-excuse.aspxThe prospect may say the issue is price, but often that means that the seller didn't create enough value.larry@larrygaller.com (Larry Galler)Tue, 01 May 2007 22:15:21 GMThttp://sales-management.bestmanagementarticles.com/a-3681-assuming-anything-in-sales-is-to-invite-failure.aspxhttp://sales-management.bestmanagementarticles.com/a-3681-assuming-anything-in-sales-is-to-invite-failure.aspxOne of the biggest mistakes many salespeople make is to assume. To believe that something is true without any verification, validation or evidence. In the area of the spiritual this is accepted practice and can be a healthy way to go through your life.tim@timconnor.com (Tim Connor)Tue, 01 May 2007 22:12:37 GMThttp://sales-management.bestmanagementarticles.com/a-3680-sales-objections-are-a-good-thing--don-t-hide-from-them.aspxhttp://sales-management.bestmanagementarticles.com/a-3680-sales-objections-are-a-good-thing--don-t-hide-from-them.aspxHow many prospects do you have in your funnel now who are stalling? How many excuses for not buying have you accepted during the past thirty days? How often do you think your prospects lie to you about why they are not really buying?tim@timconnor.com (Tim Connor)Mon, 30 Apr 2007 02:35:08 GMThttp://sales-management.bestmanagementarticles.com/a-3648-sales-letters--how-to-write-them.aspxhttp://sales-management.bestmanagementarticles.com/a-3648-sales-letters--how-to-write-them.aspxYou could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.alan@themotivationdoctor.com (Alan Fairweather)Fri, 27 Apr 2007 02:02:39 GMThttp://sales-management.bestmanagementarticles.com/a-3505-excellence-in-sales-starts-with-the-right-approach.aspxhttp://sales-management.bestmanagementarticles.com/a-3505-excellence-in-sales-starts-with-the-right-approach.aspxThese characterizations of sales types are extreme, but they set the context for thinking about how salespeople approach sales. Whether you belong to one group or another or not, review your technique and begin real sales training if you think that's the case.articles.articlemarketer@gmail.com (Article Marketer)Mon, 23 Apr 2007 23:12:47 GMThttp://sales-management.bestmanagementarticles.com/a-3438-objections-overruled.aspxhttp://sales-management.bestmanagementarticles.com/a-3438-objections-overruled.aspxObjections offer valuable insights into clients' concerns, fears & values. Once you understand these you can tailor your responses accordingly & thus sell more effectively.harrisonarticles@yahoo.com (Craig Harrison)Mon, 23 Apr 2007 22:59:43 GMThttp://sales-management.bestmanagementarticles.com/a-3467-how-to-move-from-call-reluctance-to-call-willingness.aspxhttp://sales-management.bestmanagementarticles.com/a-3467-how-to-move-from-call-reluctance-to-call-willingness.aspxContrary to popular belief, you can't stop sales call reluctance. What you can do to overcome it is to put your focus on something far more productive... call willingness.tammy@tammystanley.com (Tammy Stanley)Mon, 23 Apr 2007 22:52:50 GMThttp://sales-management.bestmanagementarticles.com/a-3437-how-inquisitive-are-you.aspxhttp://sales-management.bestmanagementarticles.com/a-3437-how-inquisitive-are-you.aspxQuestions are cues to customers. They uncover customers' needs & wants, their fears & frustrations. They'll tell all you need to know to formulate your sales approach. Read, to know how good are the questions you are asking?harrisonarticles@yahoo.com (Craig Harrison)Mon, 23 Apr 2007 22:29:39 GMThttp://sales-management.bestmanagementarticles.com/a-3327-sales-training-for-success-with-customers-today.aspxhttp://sales-management.bestmanagementarticles.com/a-3327-sales-training-for-success-with-customers-today.aspxWhat exactly is basic sales training? If you already are a sales person, do you really need that? Actually, you will be surprised about how many sales persons do.articles.articlemarketer@gmail.com (Article Marketer)Wed, 18 Apr 2007 21:29:21 GMThttp://sales-management.bestmanagementarticles.com/a-3204-how-to-get-sales-leads-at-trade-shows.aspxhttp://sales-management.bestmanagementarticles.com/a-3204-how-to-get-sales-leads-at-trade-shows.aspxGetting sales leads is vital to every business. The typical sales leads, however, are those that have the potential to be customers whom sales people get in touch with in many ways, several times before they jump into conclusions in buying and procuring the company's product or service.articles.articlemarketer@gmail.com (Article Marketer)Mon, 16 Apr 2007 21:52:36 GMThttp://sales-management.bestmanagementarticles.com/a-3140-sales-management-mastery-how-to-turn-your-sales-effort-into-a-rocket-ship-of-results.aspxhttp://sales-management.bestmanagementarticles.com/a-3140-sales-management-mastery-how-to-turn-your-sales-effort-into-a-rocket-ship-of-results.aspxMost business leaders don't know how to structure their sales organizations or even themselves for maximum productivity. They don't know how to change, adapt and re-organize for new stages of growth.holmesarticles@yahoo.com (Chet Holmes)Sun, 15 Apr 2007 23:36:42 GMThttp://sales-management.bestmanagementarticles.com/a-3144-5-sales-follow-up-tips-that-work.aspxhttp://sales-management.bestmanagementarticles.com/a-3144-5-sales-follow-up-tips-that-work.aspxIn reality, you go to events and do marketing campaigns to get business and you need to follow-up. You cannot wait until someone else does it, you may wait forever. Even when you have a marketing campaign on the go, you still need to follow-up with people that have responded.BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.)Sun, 15 Apr 2007 23:10:19 GMThttp://sales-management.bestmanagementarticles.com/a-3128-what-does-it-take-to-win-a-sale.aspxhttp://sales-management.bestmanagementarticles.com/a-3128-what-does-it-take-to-win-a-sale.aspxWhen you lose a deal, it is important that you take time to debrief with the client to learn why you did not get the contract. If you win, what happens? You usually go on with the project.BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.)Thu, 12 Apr 2007 23:04:55 GMThttp://sales-management.bestmanagementarticles.com/a-3033-power-of-upselling-.aspxhttp://sales-management.bestmanagementarticles.com/a-3033-power-of-upselling-.aspxThe customer has handed you her credit card. She's in a buying mood. She's hot for your product. This is the best time to make her another offer to increase store revenue and personal commissions.adsthatmakemoney@yahoo.com (Tommy Yan)Wed, 11 Apr 2007 23:03:59 GMThttp://sales-management.bestmanagementarticles.com/a-3004-when-you-lose-your-walk-away-power--you-lose-your-objectivity.aspxhttp://sales-management.bestmanagementarticles.com/a-3004-when-you-lose-your-walk-away-power--you-lose-your-objectivity.aspxI am suggesting that you weigh the consequences of spending too much time with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one. While you are cultivating a poor prospect, your competitor may be cultivating your good ones.tim@timconnor.com (Tim Connor)Tue, 10 Apr 2007 23:45:43 GMThttp://sales-management.bestmanagementarticles.com/a-2956-do-you-know-what-the-number-one-cause-of-failure-is-in-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2956-do-you-know-what-the-number-one-cause-of-failure-is-in-sales.aspxWhat is the number one cause of failure in sales? The inability to overcome the fear of rejection. Why do people let this fear negatively influence their behavior? Here are a few thoughts to consider. tim@timconnor.com (Tim Connor)Tue, 10 Apr 2007 01:31:32 GMThttp://sales-management.bestmanagementarticles.com/a-2913-top-10-sales-articles.aspxhttp://sales-management.bestmanagementarticles.com/a-2913-top-10-sales-articles.aspxImagine a single location, where time strapped business captains, sales professionals and publishers can locate a review of the very best sales related articles every week - it is now a reality! jf@jonathanfarrington.com (Jonathan Farrington)Fri, 06 Apr 2007 20:17:56 GMThttp://sales-management.bestmanagementarticles.com/a-2850-losing-control-of-the-sales-process-is-the-kiss-of-failure.aspxhttp://sales-management.bestmanagementarticles.com/a-2850-losing-control-of-the-sales-process-is-the-kiss-of-failure.aspxOne of the biggest mistakes poor salespeople make is that they lose control of the sales process. There are many ways they accomplish this feat. Here are a few for your consideration...tim@timconnor.com (Tim Connor)Thu, 29 Mar 2007 01:17:04 GMThttp://sales-management.bestmanagementarticles.com/a-2829-are-you-an-order-taker-or-a-sales-pro.aspxhttp://sales-management.bestmanagementarticles.com/a-2829-are-you-an-order-taker-or-a-sales-pro.aspxClerks generally make a modest wage. The pros can make a fortune. What's the difference? Here are a few of what I feel are the important traits of professional salespeople today.tim@timconnor.com (Tim Connor)Wed, 28 Mar 2007 01:47:34 GMThttp://sales-management.bestmanagementarticles.com/a-2826-are-you-selling-by-the-numbers-only.aspxhttp://sales-management.bestmanagementarticles.com/a-2826-are-you-selling-by-the-numbers-only.aspxFirst of all what's enough sales? Second of all, how many is enough people? Thirdly, is this the best approach to take to prospect for new business?tim@timconnor.com (Tim Connor)Wed, 28 Mar 2007 01:26:06 GMThttp://sales-management.bestmanagementarticles.com/a-2804-how-to-boost-your-sales-in-4-easy-steps.aspxhttp://sales-management.bestmanagementarticles.com/a-2804-how-to-boost-your-sales-in-4-easy-steps.aspxTo some people, selling just comes easily. How do they do it? The key to successful selling is finding a formula or framework that works, practicing it and sticking with it.warlow@smallbusinesssuccess.biz (Rob Warlow)Tue, 27 Mar 2007 00:40:11 GMThttp://sales-management.bestmanagementarticles.com/a-2812-selling-is-a-process-not-a-static-event.aspxhttp://sales-management.bestmanagementarticles.com/a-2812-selling-is-a-process-not-a-static-event.aspxTraditional sales training focused on the “close of the sale” as the most important element. Then the 70's and 80's- the hot topic was prospecting, qualifying and getting to the key decision makers. Then it was the 90's and consultative selling. What will the next decade bring?tim@timconnor.com (Tim Connor)Tue, 27 Mar 2007 00:00:18 GMThttp://sales-management.bestmanagementarticles.com/a-2778-are-you-selling-at-the-right-level.aspxhttp://sales-management.bestmanagementarticles.com/a-2778-are-you-selling-at-the-right-level.aspxThere are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling at...tim@timconnor.com (Tim Connor)Thu, 22 Mar 2007 22:57:10 GMThttp://sales-management.bestmanagementarticles.com/a-2765-before-they-buy-what-you-say--10-steps-to-selling-yourself.aspxhttp://sales-management.bestmanagementarticles.com/a-2765-before-they-buy-what-you-say--10-steps-to-selling-yourself.aspxMost of the time we'll meet with resistance - "you're too expensive" or "we deal with someone else" or "I don't agree with you" or "your proposal isn't good enough." There are many things that people will say when they resist what you utter; however how many of these statements are true?alan@themotivationdoctor.com (Alan Fairweather)Thu, 22 Mar 2007 22:52:49 GMThttp://sales-management.bestmanagementarticles.com/a-2781-good-negotiation-skills-don-t-make-up-for-poor-selling-skills.aspxhttp://sales-management.bestmanagementarticles.com/a-2781-good-negotiation-skills-don-t-make-up-for-poor-selling-skills.aspxBoth skills - selling and negotiating - are necessary if you are to have any degree of career success in sales. Which is more important? You decide.tim@timconnor.com (Tim Connor)Thu, 22 Mar 2007 22:34:02 GMThttp://sales-management.bestmanagementarticles.com/a-2746-are-you-losing-control-of-the-sales-process.aspxhttp://sales-management.bestmanagementarticles.com/a-2746-are-you-losing-control-of-the-sales-process.aspxOne of the common sales traps that many salespeople fall into is the loss of control of the sales process. Here are a few common examples.tim@timconnor.com (Tim Connor)Tue, 20 Mar 2007 23:29:01 GMThttp://sales-management.bestmanagementarticles.com/a-2745-being-politically-correct-when-selling-can-cost-you-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2745-being-politically-correct-when-selling-can-cost-you-sales.aspxIf you believe you must ask permission to ask questions, you dramatically reduce your ability to access the information needed to consistently close your sales, because most prospects have an inborn resistance to helping you make your sale.virden@TheSellingEdge.com (Virden Thornton)Tue, 20 Mar 2007 23:06:15 GMThttp://sales-management.bestmanagementarticles.com/a-2714-month-end-has-a-new-meaning-for-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2714-month-end-has-a-new-meaning-for-sales.aspxTouch points are one of the keys to sales success. You have a schedule that includes many places on a daily basis to keep in touch with your customers.BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.)Mon, 19 Mar 2007 23:52:48 GMThttp://sales-management.bestmanagementarticles.com/a-2719-the-myth-of-closing-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2719-the-myth-of-closing-sales.aspxWhen a salesperson has ‘closing the sale' as his focus, he will tend to look at the overall process in a short-sighted way. He may unconsciously say or do things that he would not do or say if he were thinking longer term. tim@timconnor.com (Tim Connor)Mon, 19 Mar 2007 23:51:36 GMThttp://sales-management.bestmanagementarticles.com/a-2710-selling-yourself--it-s-not-about-you.aspxhttp://sales-management.bestmanagementarticles.com/a-2710-selling-yourself--it-s-not-about-you.aspxSelling yourself (or anything else) isn't about talking about you or what you do; it's about listening and understanding the other person's situation. So if you want to be INTERESTING then be INTERESTED!alan@themotivationdoctor.com (Alan Fairweather)Mon, 19 Mar 2007 23:50:23 GMThttp://sales-management.bestmanagementarticles.com/a-2654-more-sales--you-must-keep-asking.aspxhttp://sales-management.bestmanagementarticles.com/a-2654-more-sales--you-must-keep-asking.aspxThese are only two small opportunities of lost sales and irritation for the customer. To be fair, I'm often asked - "Is there anything else we can do for you today sir?" I usually say "no" because I can't think of any thing.alan@themotivationdoctor.com (Alan Fairweather)Tue, 13 Mar 2007 21:11:36 GMThttp://sales-management.bestmanagementarticles.com/a-2650-closing-the-sale--it-doesn-t-have-to-be-uncomfortable.aspxhttp://sales-management.bestmanagementarticles.com/a-2650-closing-the-sale--it-doesn-t-have-to-be-uncomfortable.aspx"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.alan@themotivationdoctor.com (Alan Fairweather)Tue, 13 Mar 2007 21:08:51 GMThttp://sales-management.bestmanagementarticles.com/a-2632-learn-selling-through-the-perspective-of-a-buyer.aspxhttp://sales-management.bestmanagementarticles.com/a-2632-learn-selling-through-the-perspective-of-a-buyer.aspxAs you can see, by simply switching the roles, I am able to learn a lot about selling. Selling is not just able selling products or service. I can be selling myself as potential good friend and build a network.wood128@singnet.com.sg (Max Ng)Tue, 13 Mar 2007 02:18:39 GMThttp://sales-management.bestmanagementarticles.com/a-2581-selling--always-go-for-top-money.aspxhttp://sales-management.bestmanagementarticles.com/a-2581-selling--always-go-for-top-money.aspxMany sales people believe that if they tell the customer that their price is really excellent compared to the competition then this will motivate the customer to buy. But price is seldom the reason for buying anything.alan@themotivationdoctor.com (Alan Fairweather)Mon, 12 Mar 2007 02:07:51 GMThttp://sales-management.bestmanagementarticles.com/a-2585-cold-calling--10-techniques-that-really-work.aspxhttp://sales-management.bestmanagementarticles.com/a-2585-cold-calling--10-techniques-that-really-work.aspxFirst, there is a myth that cold calling is necessary to gain new business. Second, it seems to be a challenge to many salespeople to make the cold call. All of this is totally unnecessary if you can change the cold call into a warm call.BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.)Mon, 12 Mar 2007 01:58:24 GMThttp://sales-management.bestmanagementarticles.com/a-2588-why-not-take-the-sales-quiz-to-see-how-you-are-doing.aspxhttp://sales-management.bestmanagementarticles.com/a-2588-why-not-take-the-sales-quiz-to-see-how-you-are-doing.aspxWhy not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results.tim@timconnor.com (Tim Connor)Mon, 12 Mar 2007 01:45:50 GMThttp://sales-management.bestmanagementarticles.com/a-2578-10-simple-steps-to-self-motivation-and-more-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2578-10-simple-steps-to-self-motivation-and-more-sales.aspxBefore we can get down to the process of selling our product, our service or our ideas then we need to be as sure as we can be - that the customer has bought us and that we have their full attention.alan@themotivationdoctor.com (Alan Fairweather)Mon, 12 Mar 2007 01:44:57 GMThttp://sales-management.bestmanagementarticles.com/a-2557-the-16-biggest-mistakes-new-salespeople-make.aspxhttp://sales-management.bestmanagementarticles.com/a-2557-the-16-biggest-mistakes-new-salespeople-make.aspxThere are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.tim@timconnor.com (Tim Connor)Fri, 09 Mar 2007 00:58:01 GMThttp://sales-management.bestmanagementarticles.com/a-2537-selling-the-sizzle-or-the-steak.aspxhttp://sales-management.bestmanagementarticles.com/a-2537-selling-the-sizzle-or-the-steak.aspxWhich method is more lucrative? Which has greater long-term growth potential? Can they be combined?adsthatmakemoney@yahoo.com (Tommy Yan)Thu, 08 Mar 2007 00:59:37 GMThttp://sales-management.bestmanagementarticles.com/a-2507-a-favorable-juncture-of-circumstances.aspxhttp://sales-management.bestmanagementarticles.com/a-2507-a-favorable-juncture-of-circumstances.aspxResearch shows that people decide whether to follow the advice and buy from a sales professional in the first two minutes of the conversation. By following the track outlined, you can truly turn each meeting of transaction into a favorable juncture of circumstances (a sales opportunity).virden@TheSellingEdge.com (Virden Thornton)Wed, 07 Mar 2007 00:05:02 GMThttp://sales-management.bestmanagementarticles.com/a-2479-would-you-like-fries-with-that-order-super-size-your-sales-through-up-selling-and-cross-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-2479-would-you-like-fries-with-that-order-super-size-your-sales-through-up-selling-and-cross-selling.aspxThe reality of business is that customers want to be sold. Not manipulatively bombarded with sales pitches or indiscriminately pressured with endless offerings, but intelligently informed, guided and suggested with related, logical and natural purchases that further their goals.harrisonarticles@yahoo.com (Craig Harrison)Tue, 06 Mar 2007 00:26:15 GMThttp://sales-management.bestmanagementarticles.com/a-2490-12-things-every-sales-super-star-knows.aspxhttp://sales-management.bestmanagementarticles.com/a-2490-12-things-every-sales-super-star-knows.aspxThere are only three ways to sell more. Do more right. Do less wrong. Or, do both. Every sales super star knows that there are many skills and attitudes that contribute to their success, but there are twelve critical attributes that they have integrated into their overall sales strategy.tim@timconnor.com (Tim Connor)Tue, 06 Mar 2007 00:11:52 GMThttp://sales-management.bestmanagementarticles.com/a-2476-would-you-buy-from-anonymous---.aspxhttp://sales-management.bestmanagementarticles.com/a-2476-would-you-buy-from-anonymous---.aspxWhy is it that so many organizations are afraid to publicize their key contacts? In a service oriented world, aren't they doing themselves a disservice?paul@b46.org (Paul Chiswick)Sun, 04 Mar 2007 22:59:11 GMThttp://sales-management.bestmanagementarticles.com/a-2455-the-processionary-caterpillar-syndrome-costs-you-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2455-the-processionary-caterpillar-syndrome-costs-you-sales.aspxLike the caterpillars, many sales professionals mistake daily activity for accomplishment, working hard for working smart. To change your behavior you need a plan and a program to move to a new level of sales excellence like the system we use to help our clients change their sales activities.virden@TheSellingEdge.com (Virden Thornton)Thu, 01 Mar 2007 23:25:07 GMThttp://sales-management.bestmanagementarticles.com/a-2436-ask-for-more--you-may-get-more.aspxhttp://sales-management.bestmanagementarticles.com/a-2436-ask-for-more--you-may-get-more.aspxDeveloping your ability to negotiate more firmly and flexibly is not a contradiction in terms, it can be the foundation for increasing business success and also improving relationships.gy@solutions4training.com (Graham Yemm)Wed, 28 Feb 2007 23:00:15 GMThttp://sales-management.bestmanagementarticles.com/a-2415-25-sales-fundamentals-for-success.aspxhttp://sales-management.bestmanagementarticles.com/a-2415-25-sales-fundamentals-for-success.aspx1. Your attitudes are the significant contributors to your sales success or failure. 2. Make a sale, you will make a living. Sell a relationship and you can make a fortune. 3...tim@timconnor.com (Tim Connor)Tue, 27 Feb 2007 23:16:40 GMThttp://sales-management.bestmanagementarticles.com/a-2421-your-extended-shadow-and-successful-sales-management.aspxhttp://sales-management.bestmanagementarticles.com/a-2421-your-extended-shadow-and-successful-sales-management.aspxAt the supervisory level in your company or firm, it is the extended shadow of the manager, more than any other single element that is the key to developing a sales culture and consistently achieving sales success.virden@TheSellingEdge.com (Virden Thornton)Tue, 27 Feb 2007 23:15:31 GMThttp://sales-management.bestmanagementarticles.com/a-2356-stop-selling-and-make-more-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-2356-stop-selling-and-make-more-sales.aspxMany people who are new to sales and also some experienced sales people want to keep talking about their product or service. What then happens is that the customer thinks "Oh no, I'm being sold to" and immediately disengages the brain and stops listening.alan@themotivationdoctor.com (Alan Fairweather)Thu, 22 Feb 2007 23:24:45 GMThttp://sales-management.bestmanagementarticles.com/a-2340-eight-keys-to-unlock-key-account-management.aspxhttp://sales-management.bestmanagementarticles.com/a-2340-eight-keys-to-unlock-key-account-management.aspxKey Account Management is becoming big...as companies realise getting it right is a great way to increase sales and profitability.paul@b46.org (Paul Chiswick)Thu, 22 Feb 2007 06:07:53 GMThttp://sales-management.bestmanagementarticles.com/a-2339-blame-the-salesman.aspxhttp://sales-management.bestmanagementarticles.com/a-2339-blame-the-salesman.aspxAre your sales poor? Well if they are the easiest and most obvious people to blame are your sales folk. But there may be deeper reasons for your problems...paul@b46.org (Paul Chiswick)Thu, 22 Feb 2007 06:07:24 GMThttp://sales-management.bestmanagementarticles.com/a-2313-positively-fearless-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-2313-positively-fearless-selling.aspxWhen you let go of your fears, or act in spite of them, your sales will skyrocket. Great salespeople put themselves at risk, no matter what their fears.debbie@debbieallen.com (Debbie Allen)Thu, 22 Feb 2007 00:19:56 GMThttp://sales-management.bestmanagementarticles.com/a-2303-silly-voicemail-serious-business.aspxhttp://sales-management.bestmanagementarticles.com/a-2303-silly-voicemail-serious-business.aspxMy accountant was always telling me I need to change my phone system greeting. He said it was unprofessional. I disagreed. When my customers call me, they thinks its great. I am always hearing, "I love your voicemail by the way. Its hilarious!"ncain@web-magnets.com (Nathan Cain)Wed, 21 Feb 2007 23:58:02 GMThttp://sales-management.bestmanagementarticles.com/a-2297-are-your-shoes-too-tight.aspxhttp://sales-management.bestmanagementarticles.com/a-2297-are-your-shoes-too-tight.aspx3 Action Steps designed to shake things up & get new & better results!info@salesdivas.com (Kim Duke)Wed, 21 Feb 2007 23:54:34 GMThttp://sales-management.bestmanagementarticles.com/a-2298-are-you-making-this-sales-mistake.aspxhttp://sales-management.bestmanagementarticles.com/a-2298-are-you-making-this-sales-mistake.aspxYou are what you think! A Sales Diva perspective on how to maximize your thoughts and your results.info@salesdivas.com (Kim Duke)Wed, 21 Feb 2007 23:36:03 GMThttp://sales-management.bestmanagementarticles.com/a-2310-secrets-to-becoming-a-master-sales-communicator.aspxhttp://sales-management.bestmanagementarticles.com/a-2310-secrets-to-becoming-a-master-sales-communicator.aspxKnowing how to effectively communicate is essential for any person to become successful in sales. The purpose of communication is to get your message across to your prospects in the best way possible.debbie@debbieallen.com (Debbie Allen)Wed, 21 Feb 2007 23:31:04 GMThttp://sales-management.bestmanagementarticles.com/a-2294-it-isn-t-a-sale-until-you-re-paid.aspxhttp://sales-management.bestmanagementarticles.com/a-2294-it-isn-t-a-sale-until-you-re-paid.aspx6 Tips to make sure you get paid.info@salesdivas.com (Kim Duke)Wed, 21 Feb 2007 23:12:19 GMThttp://sales-management.bestmanagementarticles.com/a-2307-6-steps-to-help-you-achieve-your-sales-goals.aspxhttp://sales-management.bestmanagementarticles.com/a-2307-6-steps-to-help-you-achieve-your-sales-goals.aspxWhy do you want to achieve higher goals? Do you know the purpose of your goal and why you feel compelled to accomplish them. Knowing the answers to these questions will help keep you on course. This is what will give you meaning and direction. Here are 6 steps to guide you towards achievement.debbie@debbieallen.com (Debbie Allen)Wed, 21 Feb 2007 23:01:15 GMThttp://sales-management.bestmanagementarticles.com/a-2304-dignity--salesmanship-and-the-beatle-card-close.aspxhttp://sales-management.bestmanagementarticles.com/a-2304-dignity--salesmanship-and-the-beatle-card-close.aspxThe competitive genre of salesmanship is based on a brotherhood that honors its members with respect, who, in turn, owe each other, uncompromising loyalty.” …Paul Shearstone 1997paul@paulshearstone.com (paul shearstone)Wed, 21 Feb 2007 22:54:23 GMThttp://sales-management.bestmanagementarticles.com/a-2249-shifting-your-mindset-for-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-2249-shifting-your-mindset-for-sales-success.aspxHow do you feel about selling? Ouch!! Do you want to stop reading now? Many of you reading this will probably admit (if only to yourself) that you do not enjoy it.gy@solutions4training.com (Graham Yemm)Mon, 19 Feb 2007 23:48:35 GMThttp://sales-management.bestmanagementarticles.com/a-2234-killer-fears-people-struggle-with-daily.aspxhttp://sales-management.bestmanagementarticles.com/a-2234-killer-fears-people-struggle-with-daily.aspxThe two deadly fears that many people struggle with and think they should never experience if they are to be successful in life and business are...donprice@donlprice.com (Don L. Price)Sun, 18 Feb 2007 23:49:33 GMThttp://sales-management.bestmanagementarticles.com/a-2214-effective-sales-letters-can-make-the-difference.aspxhttp://sales-management.bestmanagementarticles.com/a-2214-effective-sales-letters-can-make-the-difference.aspxOne of the weakest areas of poor salespeople is the ability to communicate on paper - whether it is a letter accompanying a proposal, a follow-up letter after a sales visit, or a letter or memo to a prospect on a new product, service or policy.tim@timconnor.com (Tim Connor)Thu, 15 Feb 2007 23:15:04 GMThttp://sales-management.bestmanagementarticles.com/a-2197-the-truth-about-sale-success.aspxhttp://sales-management.bestmanagementarticles.com/a-2197-the-truth-about-sale-success.aspxThe Brooks research found that there was a broad spread of personalities and sales styles across the groups of sales professionals assessed and that “personality characteristics pegged to success” was not a factor in the sales success equation.virden@TheSellingEdge.com (Virden Thornton)Wed, 14 Feb 2007 22:20:43 GMThttp://sales-management.bestmanagementarticles.com/a-2181-how-pareto-s-principle-impacts-your-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-2181-how-pareto-s-principle-impacts-your-sales-success.aspxBasically, Pareto's principle impacts your selling process in three key areas: · Hiring The Right Sales People, · Training Sales Team Members, and · Coaching The Team To Higher Performance Levels. virden@TheSellingEdge.com (Virden Thornton)Wed, 14 Feb 2007 00:44:53 GMThttp://sales-management.bestmanagementarticles.com/a-2162-to-improve-your-sales--begin-at-the-very-beginning.aspxhttp://sales-management.bestmanagementarticles.com/a-2162-to-improve-your-sales--begin-at-the-very-beginning.aspxFor many people selling is something they fear. This article can help you to rethink and reframe selling and your attitude to it. It gives some ideas for a different way to approach prospective clients and customers and gaining more businessgy@solutions4training.com (Graham Yemm)Mon, 12 Feb 2007 19:06:12 GMThttp://sales-management.bestmanagementarticles.com/a-2142-achieving-business-success-how-to-fuel-determination-today-for-breakthrough-achievements-tomorrow-.aspxhttp://sales-management.bestmanagementarticles.com/a-2142-achieving-business-success-how-to-fuel-determination-today-for-breakthrough-achievements-tomorrow-.aspxHere Are My Top 5 Things You Must Do Today For Breakthrough Achievements Tomorrow and Beyondmachepr@yahoo.com (Chuck Mache)Sun, 11 Feb 2007 17:52:34 GMThttp://sales-management.bestmanagementarticles.com/a-2114-ask-for-more--you-may-get-more.aspxhttp://sales-management.bestmanagementarticles.com/a-2114-ask-for-more--you-may-get-more.aspxMany people get into bad habits when they are negotiating. Whether selling, buying or aiming to influence someone, they do not work through the basic steps to reach a win-win. This may help!gy@solutions4training.com (Graham Yemm)Thu, 08 Feb 2007 23:11:26 GMThttp://sales-management.bestmanagementarticles.com/a-2111-the-finding-common-ground-sales-technique-is-a-myth.aspxhttp://sales-management.bestmanagementarticles.com/a-2111-the-finding-common-ground-sales-technique-is-a-myth.aspxStudies conducted by Dr. Al Mahribian at UCLA into effective communication, strongly indicate that often the decision to purchase a product or service is made in the first two minutes of a sales transaction.virden@TheSellingEdge.com (Virden Thornton)Wed, 07 Feb 2007 23:33:06 GMThttp://sales-management.bestmanagementarticles.com/a-2096-in-sales-words-just-don-t-compute.aspxhttp://sales-management.bestmanagementarticles.com/a-2096-in-sales-words-just-don-t-compute.aspxThink about it. Isn't it true that when you first meet someone new that your impression of them is based on how they look and sound?virden@TheSellingEdge.com (Virden Thornton)Tue, 06 Feb 2007 23:20:18 GMThttp://sales-management.bestmanagementarticles.com/a-2081-the-canned-sales-pitch-myth.aspxhttp://sales-management.bestmanagementarticles.com/a-2081-the-canned-sales-pitch-myth.aspxCanned or scripted sales approaches are rarely successful, because one size does not fit all in selling.virden@TheSellingEdge.com (Virden Thornton)Mon, 05 Feb 2007 23:10:45 GMThttp://sales-management.bestmanagementarticles.com/a-2048-put-quite-simply--selling-is-problem-solving.aspxhttp://sales-management.bestmanagementarticles.com/a-2048-put-quite-simply--selling-is-problem-solving.aspxThe human mind is a computer. You programme your computer by the input you feed into it: learning, knowledge, experience and so on. If you programme your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success. jf@jonathanfarrington.com (Jonathan Farrington)Sat, 03 Feb 2007 04:26:27 GMThttp://sales-management.bestmanagementarticles.com/a-2045-sales-stategy-just-ask.aspxhttp://sales-management.bestmanagementarticles.com/a-2045-sales-stategy-just-ask.aspxIf your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.virden@TheSellingEdge.com (Virden Thornton)Thu, 01 Feb 2007 23:38:18 GMThttp://sales-management.bestmanagementarticles.com/a-2027-closing-sales-is-not-a-problem-it-s-a-process.aspxhttp://sales-management.bestmanagementarticles.com/a-2027-closing-sales-is-not-a-problem-it-s-a-process.aspxToday, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself.virden@TheSellingEdge.com (Virden Thornton)Wed, 31 Jan 2007 23:45:32 GMThttp://sales-management.bestmanagementarticles.com/a-1938-how-to-sell--it-s-not-that-difficult.aspxhttp://sales-management.bestmanagementarticles.com/a-1938-how-to-sell--it-s-not-that-difficult.aspxSome simple steps to help you approach selling and deal with any negative mindsets you may have. The principles are not complicated - anyone can do it!gy@solutions4training.com (Graham Yemm)Wed, 24 Jan 2007 20:23:31 GMThttp://sales-management.bestmanagementarticles.com/a-1934-principles-of-selling-for-professional-practices--what-process-works-for-you.aspxhttp://sales-management.bestmanagementarticles.com/a-1934-principles-of-selling-for-professional-practices--what-process-works-for-you.aspxWhat are your concerns about selling? How people might perceive you? You do not like the idea of pushing people? The good news is that effective, professional selling does not have to be about this!gy@solutions4training.com (Graham Yemm)Tue, 23 Jan 2007 23:26:49 GMThttp://sales-management.bestmanagementarticles.com/a-1923-the-multiplying-factor-in-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1923-the-multiplying-factor-in-sales-success.aspxAs I have studied the success patterns of top sales professionals from all types of industries, I learned that for the 20% of the sales people who sell 80% of the goods and services, achievement or failure is controlled in large measure by their strong, overpowering will to succeed--an attitude.virden@TheSellingEdge.com (Virden Thornton)Mon, 22 Jan 2007 23:52:06 GMThttp://sales-management.bestmanagementarticles.com/a-1912-are-you-selling-features-or-benefits.aspxhttp://sales-management.bestmanagementarticles.com/a-1912-are-you-selling-features-or-benefits.aspxLearn about the Feature/Benefit trap that we often fall into when we develop our promotional materials and sales presentations.larmbruster@strategies-by-design.com (Julie Chance)Mon, 22 Jan 2007 23:41:19 GMThttp://sales-management.bestmanagementarticles.com/a-1892-the-secrets-of-delivering-a-winning-presentation--every-time.aspxhttp://sales-management.bestmanagementarticles.com/a-1892-the-secrets-of-delivering-a-winning-presentation--every-time.aspxAll professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time. jf@jonathanfarrington.com (Jonathan Farrington)Sun, 21 Jan 2007 23:22:09 GMThttp://sales-management.bestmanagementarticles.com/a-1890-sales-team-development--what-are-your-options.aspxhttp://sales-management.bestmanagementarticles.com/a-1890-sales-team-development--what-are-your-options.aspxIn to-day's highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.jf@jonathanfarrington.com (Jonathan Farrington)Sun, 21 Jan 2007 23:00:44 GMThttp://sales-management.bestmanagementarticles.com/a-1889-how-to-develop-an-elevator-pitch.aspxhttp://sales-management.bestmanagementarticles.com/a-1889-how-to-develop-an-elevator-pitch.aspxWhat is an "Elevator Pitch"? Quite simply, a short presentation designed to grab the attention of new prospects in a succinct yet comprehensive way. jf@jonathanfarrington.com (Jonathan Farrington)Sun, 21 Jan 2007 22:55:23 GMThttp://sales-management.bestmanagementarticles.com/a-1880-the-biggest-mistake-in-selling.aspxhttp://sales-management.bestmanagementarticles.com/a-1880-the-biggest-mistake-in-selling.aspxAs many seasoned sales professionals know, 90 to 95 percent of the time when you hear a decision-maker say, ‘'I've got to think it over,” it's not a stalling tactic at all, but simply a polite way of telling you “no.”virden@TheSellingEdge.com (Virden Thornton)Thu, 18 Jan 2007 23:01:54 GMThttp://sales-management.bestmanagementarticles.com/a-1844-if-you-want-to-sell-more-go-the-extra-mile.aspxhttp://sales-management.bestmanagementarticles.com/a-1844-if-you-want-to-sell-more-go-the-extra-mile.aspxHow can you go the extra mile in sales? The following are a few examples. Some may relate to you and some may not. The thing to do is develop a list of actions you can take with your product or service that will demonstrate this law.tim@timconnor.com (Tim Connor)Tue, 16 Jan 2007 22:54:29 GMThttp://sales-management.bestmanagementarticles.com/a-1799-ever-lost-a-sale.aspxhttp://sales-management.bestmanagementarticles.com/a-1799-ever-lost-a-sale.aspxDiscouragement is right up there along with fear when it comes to negatively impacting your actions, decisions, attitudes and life and career outcomes.tim@timconnor.com (Tim Connor)Thu, 11 Jan 2007 23:15:04 GMThttp://sales-management.bestmanagementarticles.com/a-1785-program-your-biocomputer-for-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1785-program-your-biocomputer-for-sales-success.aspxTo be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding.virden@TheSellingEdge.com (Virden Thornton)Thu, 11 Jan 2007 00:47:16 GMThttp://sales-management.bestmanagementarticles.com/a-1750-turning-sales-techniques-into-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1750-turning-sales-techniques-into-sales-success.aspxThere are a number of methods you can use to move beyond an intellectual awareness of sound sales techniques. By applying some of these ideas, you can begin to see a steady improvement in the number and scope of your sales transactions.virden@TheSellingEdge.com (Virden Thornton)Mon, 08 Jan 2007 22:41:49 GMThttp://sales-management.bestmanagementarticles.com/a-1618-impressions-vital-to-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1618-impressions-vital-to-sales-success.aspxStanford University research suggests that it takes 9 to 12 positive impressions before the average decision-maker will make a purchasing decision.virden@TheSellingEdge.com (Virden Thornton)Tue, 19 Dec 2006 19:07:29 GMThttp://sales-management.bestmanagementarticles.com/a-1616-52-weeks-to-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1616-52-weeks-to-sales-success.aspxThe following 52 behaviors when mastered as a part of your personal and career development will guarantee increased sales.tim@timconnor.com (Tim Connor)Tue, 19 Dec 2006 19:04:33 GMThttp://sales-management.bestmanagementarticles.com/a-1592-the-10-most-important-to-do-s-of-any-successful-salesperson.aspxhttp://sales-management.bestmanagementarticles.com/a-1592-the-10-most-important-to-do-s-of-any-successful-salesperson.aspxSales people without targeted prospects are like trees without leaves. Eventually, you wither and die!jeff@convertmoresales.com (Jeff Hardesty)Sun, 17 Dec 2006 18:28:26 GMThttp://sales-management.bestmanagementarticles.com/a-1591-stay-with-it.aspxhttp://sales-management.bestmanagementarticles.com/a-1591-stay-with-it.aspx“Most people have to overcome obstacles along the way and just because one person receives some notoriety over another does not make that person any more a hero than the average person working through his problems.” Earl Nightingalevirden@TheSellingEdge.com (Virden Thornton)Sun, 17 Dec 2006 18:21:37 GMThttp://sales-management.bestmanagementarticles.com/a-1589-getting-below-the-truth-line.aspxhttp://sales-management.bestmanagementarticles.com/a-1589-getting-below-the-truth-line.aspxTraditional sales training asks you to use a variety of clever techniques to ‘overcome' these objections or sales resistance.tim@timconnor.com (Tim Connor)Sun, 17 Dec 2006 18:19:37 GMThttp://sales-management.bestmanagementarticles.com/a-1541-hire-a-six-to-consistently-produce-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1541-hire-a-six-to-consistently-produce-sales-success.aspxWhy hire a six? Because the six personality makes up the vast majority of today's top sales producers. And they are successful at selling, simply because they have a six personality.virden@TheSellingEdge.com (Virden Thornton)Thu, 07 Dec 2006 19:36:57 GMThttp://sales-management.bestmanagementarticles.com/a-1540-how-to-dramatically-improve-sales-closing-ratios.aspxhttp://sales-management.bestmanagementarticles.com/a-1540-how-to-dramatically-improve-sales-closing-ratios.aspxA closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented.virden@TheSellingEdge.com (Virden Thornton)Thu, 07 Dec 2006 19:31:41 GMThttp://sales-management.bestmanagementarticles.com/a-1526-fishy-salespeople-how-to-finally-stop-handing-out-free-fish-to-your-sales-people.aspxhttp://sales-management.bestmanagementarticles.com/a-1526-fishy-salespeople-how-to-finally-stop-handing-out-free-fish-to-your-sales-people.aspxShowing your people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.jeff@convertmoresales.com (Jeff Hardesty)Wed, 06 Dec 2006 19:14:58 GMThttp://sales-management.bestmanagementarticles.com/a-1492-sales-training-speaker-rates-sales-prospecting-training.aspxhttp://sales-management.bestmanagementarticles.com/a-1492-sales-training-speaker-rates-sales-prospecting-training.aspxIs Sales Prospecting Training a Key Element to Your Sales Results?jeff@convertmoresales.com (Jeff Hardesty)Sun, 03 Dec 2006 18:04:57 GMThttp://sales-management.bestmanagementarticles.com/a-1482-motivational-sales-speaker-explains-the-1-key-to-effective-sales-interviews.aspxhttp://sales-management.bestmanagementarticles.com/a-1482-motivational-sales-speaker-explains-the-1-key-to-effective-sales-interviews.aspxMotivational Sales Speaker's advice on how to use Key Sales Performance Indicators to ‘See if the Shoe fits' on both Sides of the Sales Interview Table jeff@convertmoresales.com (Jeff Hardesty)Wed, 29 Nov 2006 18:12:25 GMThttp://sales-management.bestmanagementarticles.com/a-1473-is-following-up-a-waste-of-time.aspxhttp://sales-management.bestmanagementarticles.com/a-1473-is-following-up-a-waste-of-time.aspxFollow-up in today's world can be a waste of time and energy or it can guarantee a closed sale. Sound like a paradox? Read on.tim@timconnor.com (Tim Connor)Wed, 29 Nov 2006 17:50:38 GMThttp://sales-management.bestmanagementarticles.com/a-1461-selling-is-the-key-element-in-the-total-marketing-process.aspxhttp://sales-management.bestmanagementarticles.com/a-1461-selling-is-the-key-element-in-the-total-marketing-process.aspxBusiness people in the UK have devalued selling for far too long and some managers have convinced themselves that they would do better if they did not employ salespeople - after all good products sell themselves, don't they?jf@jonathanfarrington.com (Jonathan Farrington)Mon, 27 Nov 2006 18:50:35 GMThttp://sales-management.bestmanagementarticles.com/a-1462-a-top-sales-speaker-tip-for-sales-effectiveness.aspxhttp://sales-management.bestmanagementarticles.com/a-1462-a-top-sales-speaker-tip-for-sales-effectiveness.aspxA Sales Speaker advises you to ‘Run your Numbers'… don't ‘Run After' Sales Quota.jeff@convertmoresales.com (Jeff Hardesty)Mon, 27 Nov 2006 18:34:43 GMThttp://sales-management.bestmanagementarticles.com/a-1463-don-t-get-the-holiday-blues.aspxhttp://sales-management.bestmanagementarticles.com/a-1463-don-t-get-the-holiday-blues.aspxMany salespeople believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary!tim@timconnor.com (Tim Connor)Mon, 27 Nov 2006 18:32:58 GMThttp://sales-management.bestmanagementarticles.com/a-1443-magic-number-calculator--a-diagnostic-approach-to-sales-performance.aspxhttp://sales-management.bestmanagementarticles.com/a-1443-magic-number-calculator--a-diagnostic-approach-to-sales-performance.aspxWe discussed the most overlooked Key Performance Indicator is the "magic number," which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal.jeff@convertmoresales.com (Jeff Hardesty)Thu, 23 Nov 2006 20:26:27 GMThttp://sales-management.bestmanagementarticles.com/a-1441-converting-sales-training-to-sales-success.aspxhttp://sales-management.bestmanagementarticles.com/a-1441-converting-sales-training-to-sales-success.aspx“The greatest discovery of my generation is, that a human being can alter his circumstances in life by altering his attitude of mind.” William Jamesvirden@TheSellingEdge.com (Virden Thornton)Thu, 23 Nov 2006 20:23:30 GMThttp://sales-management.bestmanagementarticles.com/a-1422-how-to-sell-your-cfo-on-sales-training.aspxhttp://sales-management.bestmanagementarticles.com/a-1422-how-to-sell-your-cfo-on-sales-training.aspxAsk any CFO what their first impression is when they hear the words ‘Sales Training' and they might communicate back their ‘Real world' vocabulary of ‘un-accountable' and ‘un-measurable'.jeff@convertmoresales.com (Jeff Hardesty)Thu, 23 Nov 2006 17:59:06 GMThttp://sales-management.bestmanagementarticles.com/a-1420-canned-sales-presentations-just-don-t-work-today.aspxhttp://sales-management.bestmanagementarticles.com/a-1420-canned-sales-presentations-just-don-t-work-today.aspxFlip charts and slides shows (“canned presentations”) make the best sales product or service promotions because, “a picture is worth a thousand words,” right? Well it depends!virden@TheSellingEdge.com (Virden Thornton)Thu, 23 Nov 2006 17:55:46 GMThttp://sales-management.bestmanagementarticles.com/a-1407-what-s-the-objective-of-your-1st-sales-appointment.aspxhttp://sales-management.bestmanagementarticles.com/a-1407-what-s-the-objective-of-your-1st-sales-appointment.aspxDefining a specific objective for your 1st appointment, setting a realistic benchmark of achievement and measuring the outcome will begin to get you on track to an 80%+ 1st appointment to Proposal ratio.jeff@convertmoresales.com (Jeff Hardesty)Wed, 22 Nov 2006 17:49:51 GMThttp://sales-management.bestmanagementarticles.com/a-1399-effective-teritory-management-is-not-rocket-science.aspxhttp://sales-management.bestmanagementarticles.com/a-1399-effective-teritory-management-is-not-rocket-science.aspxMany salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.tim@timconnor.com (Tim Connor)Tue, 21 Nov 2006 18:04:05 GMThttp://sales-management.bestmanagementarticles.com/a-1394-adopt-the-t-method-to-sales-performance-improvement.aspxhttp://sales-management.bestmanagementarticles.com/a-1394-adopt-the-t-method-to-sales-performance-improvement.aspxHere's a simple blueprint to gain more revenue in less time while maintaining fiscal accountability to the ‘Top-floor'.jeff@convertmoresales.com (Jeff Hardesty)Tue, 21 Nov 2006 17:58:19 GMThttp://sales-management.bestmanagementarticles.com/a-1386-do-you-talk-too-much.aspxhttp://sales-management.bestmanagementarticles.com/a-1386-do-you-talk-too-much.aspxOne of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT.tim@timconnor.com (Tim Connor)Mon, 20 Nov 2006 18:06:57 GMThttp://sales-management.bestmanagementarticles.com/a-1369-how-to-double-your-sales-appointments-in-half-the-time-part-1.aspxhttp://sales-management.bestmanagementarticles.com/a-1369-how-to-double-your-sales-appointments-in-half-the-time-part-1.aspxSales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only three ways to do it: jeff@convertmoresales.com (Jeff Hardesty)Sun, 19 Nov 2006 23:10:42 GMThttp://sales-management.bestmanagementarticles.com/a-1363-do-you-have-a-sales-advisory-board.aspxhttp://sales-management.bestmanagementarticles.com/a-1363-do-you-have-a-sales-advisory-board.aspxBecoming successful in sales and staying motivated without the help of others in some type of support system - formal or informal - can be a difficult assignment for anyone.tim@timconnor.com (Tim Connor)Sun, 19 Nov 2006 22:46:21 GMThttp://sales-management.bestmanagementarticles.com/a-1351-turn-inquiries-into-solid-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-1351-turn-inquiries-into-solid-sales.aspxThe first few minutes of an incoming telephone call are critical if you want to turn an inquiry about your company's products or services into a long term customer relationship.virden@TheSellingEdge.com (Virden Thornton)Thu, 16 Nov 2006 19:00:45 GMThttp://sales-management.bestmanagementarticles.com/a-1341-does-your-sales-training-program-address-your-sales-performance-issues-part-1.aspxhttp://sales-management.bestmanagementarticles.com/a-1341-does-your-sales-training-program-address-your-sales-performance-issues-part-1.aspxOne of the reasons why sales training fails is a failure to define a useful objective.jeff@convertmoresales.com (Jeff Hardesty)Wed, 15 Nov 2006 19:01:58 GMThttp://sales-management.bestmanagementarticles.com/a-1327-is-phone-sales-skill-a-lost-art.aspxhttp://sales-management.bestmanagementarticles.com/a-1327-is-phone-sales-skill-a-lost-art.aspxIf we could just sell and not have to deal with all the other albatross's life would be better; right? jeff@convertmoresales.com (Jeff Hardesty)Tue, 14 Nov 2006 18:45:26 GMThttp://sales-management.bestmanagementarticles.com/a-1326-cliche-ladened-presentations.aspxhttp://sales-management.bestmanagementarticles.com/a-1326-cliche-ladened-presentations.aspxSince selling is simply a form of communication, it only makes sense that you would want to make your presentation as simple and easy-to-understand as possible. virden@TheSellingEdge.com (Virden Thornton)Tue, 14 Nov 2006 18:43:27 GMThttp://sales-management.bestmanagementarticles.com/a-1241-the-sales-training-series-how-to-sell-with-a-better-strategy.aspxhttp://sales-management.bestmanagementarticles.com/a-1241-the-sales-training-series-how-to-sell-with-a-better-strategy.aspxIn prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer's first major buying decisionrdennison@thesalesboard.com (Duane Sparks)Thu, 02 Nov 2006 19:09:04 GMThttp://sales-management.bestmanagementarticles.com/a-1226-would-you-like-cheese-with-that.aspxhttp://sales-management.bestmanagementarticles.com/a-1226-would-you-like-cheese-with-that.aspxSelling the customer one time is good. However, making another sale to the same customer is much, much better. Learn why.don@xtramoney4me.net (Donovan Baldwin)Thu, 02 Nov 2006 17:57:20 GMThttp://sales-management.bestmanagementarticles.com/a-1203-don-t-sell-help-customers-buy.aspxhttp://sales-management.bestmanagementarticles.com/a-1203-don-t-sell-help-customers-buy.aspxRetail selling is one of the toughest jobs amongst white collar workers. To be effective, sales staff must be able to develop a relationship with strangers who distrust them in the first twenty seconds of meeting them. Unfortunately, most often this kevin.dwyer@changefactory.com.au (Kevin Dwyer)Wed, 01 Nov 2006 18:42:35 GMThttp://sales-management.bestmanagementarticles.com/a-1172-the-sales-training-series-how-to-develop-a-strong-sales-culture.aspxhttp://sales-management.bestmanagementarticles.com/a-1172-the-sales-training-series-how-to-develop-a-strong-sales-culture.aspxIn every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.rdennison@thesalesboard.com (Duane Sparks)Wed, 01 Nov 2006 17:55:28 GMThttp://sales-management.bestmanagementarticles.com/a-870-impress-people-with-your-message.aspxhttp://sales-management.bestmanagementarticles.com/a-870-impress-people-with-your-message.aspxIf you're going to err when communicating about your products or services you need to do it on the side of simplicity.virden@TheSellingEdge.com (Virden Thornton)Mon, 09 Oct 2006 18:32:27 GMThttp://sales-management.bestmanagementarticles.com/a-804-a-business-in-one-sentence.aspxhttp://sales-management.bestmanagementarticles.com/a-804-a-business-in-one-sentence.aspxA useful fill-in-the-blank method for getting clear on your business, a niche, a product or service, creating a theme and positioning statement for your business.catherine@abundancecenter.com (Catherine Franz)Wed, 04 Oct 2006 18:09:04 GMThttp://sales-management.bestmanagementarticles.com/a-662-the-peanut-butter-and-jelly-selling-strategy.aspxhttp://sales-management.bestmanagementarticles.com/a-662-the-peanut-butter-and-jelly-selling-strategy.aspxEvery business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe.steve@sellingmagic.com (Steve Martinez)Thu, 21 Sep 2006 02:41:00 GMThttp://sales-management.bestmanagementarticles.com/a-608-how-to-create-a-top-performing-sales-team.aspxhttp://sales-management.bestmanagementarticles.com/a-608-how-to-create-a-top-performing-sales-team.aspxFor a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competenjf@jonathanfarrington.com (Jonathan Farrington)Sun, 10 Sep 2006 20:02:48 GMThttp://sales-management.bestmanagementarticles.com/a-570-the-shocking-truth-about-your-image--four-bizarre-reasons-customers-may-not-like-you.aspxhttp://sales-management.bestmanagementarticles.com/a-570-the-shocking-truth-about-your-image--four-bizarre-reasons-customers-may-not-like-you.aspxReveals how employees inadvertently offend customers and turn away business without realizing what they're doing wrong.jeff@jeffmowatt.com (Jeff Mowatt)Wed, 06 Sep 2006 03:26:22 GMThttp://sales-management.bestmanagementarticles.com/a-569-test-your-telephone-effectiveness--find-out-if-your-phone-practices-are-winning-or-losing-customers.aspxhttp://sales-management.bestmanagementarticles.com/a-569-test-your-telephone-effectiveness--find-out-if-your-phone-practices-are-winning-or-losing-customers.aspxMini quiz enables managers and employees to determine how well their telephone service measures-up and apply new techniques to improve it.jeff@jeffmowatt.com (Jeff Mowatt)Wed, 06 Sep 2006 03:25:01 GMThttp://sales-management.bestmanagementarticles.com/a-568-phrases-that-pay--simple-statements-that-increase-your-perceived-value.aspxhttp://sales-management.bestmanagementarticles.com/a-568-phrases-that-pay--simple-statements-that-increase-your-perceived-value.aspxReveals ways for front line employees to sound helpful and enthusiastic even when they're not having a zipity-do-dah day.jeff@jeffmowatt.com (Jeff Mowatt)Wed, 06 Sep 2006 03:21:27 GMThttp://sales-management.bestmanagementarticles.com/a-571-30-seconds-to-significant-sales--how-to-up-sell-without-turning-off-your-customer.aspxhttp://sales-management.bestmanagementarticles.com/a-571-30-seconds-to-significant-sales--how-to-up-sell-without-turning-off-your-customer.aspxBy training employees on ethical, effective ways to 'up-sell', managers can generate quantum increases in profits without price cutting or advertising. The bonus is that these techniques are easy and take less than 30 seconds to apply.jeff@jeffmowatt.com (Jeff Mowatt)Tue, 05 Sep 2006 20:17:40 GMThttp://sales-management.bestmanagementarticles.com/a-572-getting-your-foot-in-the-door--7-steps-to-successful-cold-calling.aspxhttp://sales-management.bestmanagementarticles.com/a-572-getting-your-foot-in-the-door--7-steps-to-successful-cold-calling.aspxWith the huge potential for boosting market share sales through cold-calling, salespeople need these simple,step-by-step techniques that will dramatically enhance their success ratio.jeff@jeffmowatt.com (Jeff Mowatt)Tue, 05 Sep 2006 20:09:09 GMThttp://sales-management.bestmanagementarticles.com/a-573-creating-a-customer-feeding-frenzy--4-tools-that-make-you-simply-irresistible.aspxhttp://sales-management.bestmanagementarticles.com/a-573-creating-a-customer-feeding-frenzy--4-tools-that-make-you-simply-irresistible.aspxCustomers hate to be sold to, but they love to buy. The problem is that most customer contact employees focus their attention on trying to sell, when instead they should be stimulating the customer's natural urge to buy.jeff@jeffmowatt.com (Jeff Mowatt)Tue, 05 Sep 2006 19:46:04 GMThttp://sales-management.bestmanagementarticles.com/a-565-grand-intentions-to-greater-sales.aspxhttp://sales-management.bestmanagementarticles.com/a-565-grand-intentions-to-greater-sales.aspxDiscover how connecting to your customer's greater need creates more trust and a faster sale.jeff@jeffmowatt.com (Jeff Mowatt)Tue, 05 Sep 2006 19:04:59 GMThttp://sales-management.bestmanagementarticles.com/a-530-the-attraction-factor--do-you-want-to-attract-the-best-clients.aspxhttp://sales-management.bestmanagementarticles.com/a-530-the-attraction-factor--do-you-want-to-attract-the-best-clients.aspxWhy do people become attracted to your business? Why is it that some days, new client opportunities seem to grow on trees and you ask yourself, what did I do to open these floodgates?stuart@stuartcrawford.com (Stuart Crawford)Sun, 03 Sep 2006 19:56:54 GMThttp://sales-management.bestmanagementarticles.com/a-542-what-makes-a-good-speaker.aspxhttp://sales-management.bestmanagementarticles.com/a-542-what-makes-a-good-speaker.aspxWhen people hear that I owned a national, professional speakers bureau for 13 years, they often ask me, who are the best speakers and why? What follows are some of the characteristics of a very successful speaker who is often a highly paid speaker.sandra@schrift.com (sandra schrift)Sun, 03 Sep 2006 18:40:50 GMThttp://sales-management.bestmanagementarticles.com/a-540-is-your-infomercial-sinking-you-how-to-attract-more-business-using-great-networking-skills.aspxhttp://sales-management.bestmanagementarticles.com/a-540-is-your-infomercial-sinking-you-how-to-attract-more-business-using-great-networking-skills.aspxIn today's fast paced world, many small business computer consultants are wrapped up in their daily fire fighting activities at their client's location and have almost no time to attract new opportunities or build strong strategic alliances.stuart@stuartcrawford.com (Stuart Crawford)Sun, 03 Sep 2006 18:28:21 GMThttp://sales-management.bestmanagementarticles.com/a-546-how-to-create-sizzling-speech-and-book-titles.aspxhttp://sales-management.bestmanagementarticles.com/a-546-how-to-create-sizzling-speech-and-book-titles.aspxDo you know the name of the book that was written in 1937 and outsold every book except the Bible? It was How to Win Friends and Influence People.sandra@schrift.com (sandra schrift)Sun, 03 Sep 2006 18:10:34 GMT