Revenue

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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Sales Management Best Practice

Sales Manager

Managing revenue is often the biggest challenge for entrepreneurs and small business principals. Its hard to be a focussed on sales when delivering service to customers is a full time job. Unfortunately, somebody has to do it, and that somebody is usually the business owner. The individual entrepreneur won’t want, or need, to manage his [...]

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So You Want the Sales Manager’s Job

Sales Manager

Do you really? You might want to think again. But when you do get promotion we’ve offered some advice on our Promoted to Sales Manager page. The Sales Manager is ultimately everybody’s fall guy, with all the problems and none of the fun. There are two types of Sales Manager, and you might not want [...]

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Which Type of Sales Manager Are You?

Sales Manager

In these days of infinite competition for the customer’s time and money the only sales organization that stands out is the one that recognizes the unique combination of customer circumstances, and manages the sales process accordingly.

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Sales Tip – Negotiation and concession are not the same.

Sales Coach

When a customer says “I want to negotiate” that usually means “I want a deal on the price”. We all understand, because we all do it sometime. Nobody wants to pay more than they need. For the salesman this is definitely a pain in the rear. It means he’s between a rock and hard place, [...]

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Ask the hard questions early.

Sales Qualification

In sales qualification we need to ask some direct, maybe challenging, questions. The longer we delay asking the harder it gets to do. Both we and the customer have something invested in the buy/sell process and it gets harder to walk away. That’s why we need to ask the hard questions early. Our sales process [...]

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