Salesmanship

The Sales Manager’s Dilemma

Sales Stories

Nobody should generalise about sales managers. There are so many different types of business, and so many different ways of making them work. There are so many different approaches a sales manager can take. But there’s one dilemma most sales managers confront constantly. Stuck between the CEO’s need for revenue, sales guys complaints about product [...]

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Send Your Best Sales Guy On Every Call

Sales Manager

Would you send your best sales guy on every call if you could?  You know, the one who seems to have a special knack of asking the right questions, and understanding the answers. The one who’s sales forecast always turns out to be the most accurate. The one who knows when to hold the cards, [...]

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Your Own Sales Coach Online

Sales Coach

At last sales professionals can have their very own sales coach – online. At all hours of day and night, anywhere in the world, they can check their sales plan against a database of best practice. The coach gives an immediate assessment of the degree of qualification for the deal, and a list of recommendations. [...]

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B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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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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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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Automated Sales Management Could Be a Reality Soon

Sales Forecast

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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