Winning Sales Management Strategies

The sales manager in any organisation is likely hero and villain, at the same time. Articles in this category explain our experiences in how to meet the job description while adding value to both the business and the sales team.

Answers to Questions You Didn’t Know to Ask
You already know about selling, but maybe managing sales is a different matter. How about an introduction to the philosophies, strategies, and processes used by professional sales managers? That’s what you’ll get from our eBook Succeeding In Sales Management – Preview and Buy Here

Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy?  There is, but probably not the one you might automatically consider.  The objective of stratagem in this concept isn’t laying a trap for your prospect.  It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer.  Fooling [...]

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What’s Your Sales Model

Sales Strategies and Tactics

What do we mean by Sales Model and why is it important?  And isn’t this all a little too intellectual?  Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions.  If you are the sort of sales professional who can sell anything [...]

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The Difference Between Selling Product and Selling Solution

Sales Strategies and Tactics

Is there a diference between selling a product and selling a solution?  Over recent years all sorts of marketing and sales people have transformed their pitches.  Products were out, and solutions were in.  Great news. Something different to talk about, and an escape from the pressure on features and price. Customers liked it. There’s an [...]

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Whats Different About Sales Management

Sales Manager

What’s the difference between a sales rep and a sales manager? And how can the successful sales person climb the corporate ladder, winning promotion to the next level? The answer is transitioning from Me to Us. For sales reps life is relatively simple – all about Me. It’s my target, my territory, my prospects, my [...]

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Send Your Best Sales Guy On Every Call

Sales Manager

Would you send your best sales guy on every call if you could?  You know, the one who seems to have a special knack of asking the right questions, and understanding the answers. The one who’s sales forecast always turns out to be the most accurate. The one who knows when to hold the cards, [...]

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B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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Make Your Sales Manager Happy

Sales Manager

Is there anything which makes the sales manager happy – apart from the usual sex drugs and rock and roll, that is? Sales Managers are mostly sharp tongued cynics with an attitude. They have to be. Few people get told the whole truth less often. They have to read between the lines and work with [...]

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Your Sales Playbook

Sales Strategies and Tactics

Your sales strategy is simply a playbook – what the sports coaches call the predetermined moves you’ll make in particular circumstances set by the opposition. For a sports playbook you need to understand and stay within the rules of the game. You need to research the opposition’s past performances, seeing how they exploit weaknesses. You [...]

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Coaching Sales Management

Sales Manager

Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team? Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. [...]

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