Understanding Selling and Sales Management

Coaching Sales Management

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. [...]

Read the full article →

Making Business Plans Make Sense

Sales Coach

Does your business plan make the usual mistake – focussing too much on money, and not enough on market? Do you add up the numbers without really understanding the assumptions? Most people do. Do you set the rules about what you will, and won’t do, before you start the plan. Most people don’t. In which [...]

Read the full article →

How To Advertise Your Business With Adwords

Internet Enabled Business

Did you know that when Google initially became known, its founders had no way to make money from their new search engine? That’s right. It wasn’t until Google Adwords came along, that Google was able to finally turn a profit, and a profit they have certainly made. Adwords bring Google over $1 billion per month! [...]

Read the full article →

What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

Read the full article →

Social Media Marketing Where’s the Payback

Internet Enabled Business

Where’s the Return on Investment from Social Media Marketing. There isn’t any. Now it’s official, at least according to the folks at Copyblogger. Are you surprised? I’m not. I’ve believed for some time now the only way of making money on the Internet is teaching people how to make money on the Internet, and that [...]

Read the full article →

Automated Sales Management Could Be a Reality Soon

Sales Manager

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

Read the full article →

Who Needs a Sales Strategy

Sales Strategies and Tactics

Why do you need a sales strategy? Surely success in sales and sales management is all about tactics – individual responses to unique customer needs. No two customers, no two opportunities, and no two sales deals are the same. The only strategy any sales manager can make work is “whatever it takes”. Do whatever is [...]

Read the full article →

4 Sales Styles for B Players

Sales Coach

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

Read the full article →

A Role for Sales People in 2012 – Customer Experience

Sales Strategies and Tactics

Is there a role for sales and sales management in 2012 and beyond? The traditional sales tasks in prospecting, pitching and closing seem to be redundant now the Internet has enabled customers to do their own research, and marketing to do the pitching. Maybe 2012 is all about transitioning the role of revenue generation from [...]

Read the full article →

← Previous Entries

Next Entries →