sales people

Yes We Do Need a Social Media Sales Strategy

Internet Enabled Business

Image via CrunchBase We definitely need a strategy for social media based selling. Like it or loathe it, the new paradigm is here to stay. We’ll either take advantage of its opportunities, or suffer its threats. But exploiting social media for selling isn’t simple. We’ve spent the last two years trying to understand where, and [...]

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Find Deals You Can Close, Focus on Those in the 4th Quarter

Sales Manager

Strategy for Sales and sales management is never more important than at the beginning of the 4th quarter. This is when the tough get going. With just 3 months left until the clock goes back to zero, now is when we win a reputation, and build our bonus. Everybody with an interest in revenue and profit [...]

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Is the New Role for Sales Back to the Future

Sales Coach

Is there a new role for sales executives, now the bean counters have done their worst – re-engineering, automating and outsourcing most of what we used to do? Can sales representatives find new ways of creating value for customers and employers, now now eMarketing and eCommerce use web pages to find, attract and convert prospects [...]

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How To Be Successful in Sales – Without Being Great

Sales Coach

Do good customers buy from bad sales people? How come there are so many really bad sales people making money in this world when the professional guys are finding life hard? If you’re the CEO and wondering why that difficult, unsociable, lazy, good for nothing rep makes more money than you do? Or if you’re [...]

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CEO Guide to Sales Management – Introduction

Sales Manager

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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When Are You Going to Get That Deal

Sales Qualification

In qualifying a sales deal WHEN a decision will be made is just as important as HOW that decision will be made, WHO will make it and WHY they’ll make it. If the prospect doesn’t have a time frame planned it probably isn’t going to happen, for anybody. So these are 4 of my main [...]

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Integrity is the Sales Guys Only Asset

Sales Coach

Image via Wikipedia In selling integrity is everything. Sales people who mislead customers don’t last very long in today’s world of instant, global communication. On the other hand sales guys who value their integrity – honesty, empathy and efficiency – continue to excel, year after year. The old tricks of the sales game simply don’t [...]

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Getting a Better Deal for Consulting Services

Sales Manager

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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