Understanding Selling and Sales Management

Make Your Sales Manager Happy

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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What Do You Call A Salesman You Can Trust

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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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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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 [...]

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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! [...]

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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 [...]

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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 [...]

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