Sales Strategy and How To Build One

Sales strategy includes all aspects of products, customers, value proposition, sales process and tools. It’s about who will buy what, why they’ll buy, and how they’ll buy. These articles focus on understanding the principles of sales strategy and how to implement them. You might also be interested in:

Successful Sales Management

Check out our Sales Management tutorials for coaching in strategy, tactics, processes, systems and tools; all explained in short courses to help you improve the performance of your sales operations.

Is A Blog Your New Business Card

Internet Enabled Business

A blog gives sales executives an opportunity to stand out from the crowd – a way to explain who and what we are, why we’re special, and why others should do business with us. Have you got a blog as your personal business card, yet? The sales guys personal blog can be a multi faceted, [...]

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The End of Linked In Isn’t the End

Internet Enabled Business

The end of Linked In is close now, or at least that’s the message in Is Linked In Checking Out? by Brad McCarty at TNW. It’s a good article, referring back to a previous piece in the same publication about the downward spiral in usage resulting from crappy old fashioned software and the lack of [...]

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3 Reasons You Need a Sales Management Process

Sales Strategies and Tactics

Sales Management Process is something rarely talked about in polite company. Generally people prefer the mythology of the born salesman, or the power of being positive or the good old fashioned numbers game. Recognising sales and sales management is about being professional at the job is something most find hard to do. There are 3 [...]

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The Power of Lose/Lose Selling

Sales Strategies and Tactics

Do you have a Magic Move in your sales process? Is there a silver bullet in your sales strategy? If so what is it? How often does it work? How do you know it’s the secret making the difference between hero and zero? I’m no fan of all those self improvement books which teach you [...]

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Do You Have An Inbound Marketing Sales Strategy

Internet Enabled Business

Image by Intersection Consulting via Flickr Do you have an Inbound Marketing Sales Strategy.   How did you develop it and how well does it work? How do you know?   Surely marketing is marketing and sales is sales.  The two are different beasts – aren’t they? The question arises because an organisation I’m associated [...]

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Surviving Sales Management

Sales Manager

Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – Sales Management is a roller coaster ride, always with the risk of falling from the carriage. It’s not a lot of [...]

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What Is Your Sales Strategy, How Well Does It Work

Sales Manager

Sales strategy is the fundamental element of any business plan, in the same way as strategy is fundamental to achieving anything.  Even to get from one side of the room you need a strategy – will you walk,, crawl or slither on your belly.  Depending on the circumstances each could be the most appropriate way [...]

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