Sales

The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning.  His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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The Salesman and His Magic Pen

Sales Stories

This story about the salesman’s magic pen illustrates how the smallest detail, or idea, can make a big difference in any sale. It’s another in our Sales stories from the front line series – tales sales professionals tell in order to get their point across. Stories from the front line are counter intuitive and funny, [...]

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Two Words Made Him A Millionaire

Sales Stories

In every sale there’s more money to be made than the seller thinks. And yes, that means you and your deals. Here’s an interesting story which illustrates the point, but before we get into the tale, lets agree every sale is made at a point where buyer and seller agree to contract for a given [...]

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Selling From A Different Direction

Sales Stories

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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What Do You Call A Salesman You Can Trust

Sales Coach

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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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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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 [...]

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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 [...]

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