Sales Articles

Business » Sales | By Jerry Glynn @ Saturday, 22nd November 2008 @ 9:00 PM

Sales management is a term that encompasses many different responsibilities, not the least of which is formulating the proper sales approach for your sales team to follow. While there are many different types of approaches, the personal sales process, of which there are many variations on, is the most classic and the most widely used, even in variations, still today. The personal sales process consists of prospecting, pre approach, approach, presentation, overcoming objections, closing,... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 9:00 AM

I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they\'ve become quite successful by it. That\'s fine - as I\'ve always said, if it works for you, then keep doing it. My materials are for people who either are not getting results from cold calling, or who simply do not enjoy it and do not want to do it anymore. If you feel that cold calling is working just fine for you, this chapter is for you. The prob... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 7:38 AM

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Let\'s take the idea of funnels and forecasts, for instance. Funnels and forecasts are important aspects of running any sales operation. Both salespeople and managers need to know... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 3:38 AM

As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice. Why is this happening? Why is cold calling going away? There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point of total intolerance. Seasoned salespeople know this, yet many continue to cold call, if only because they haven\'t been taught anything different and have becom... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 2:37 AM

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. I found the advice given in that article to be deeply disturbing to me, especially since it is new and not from a twenty-year-old book from the old school of selling. The essence of the article is this: Companies that intend to implement a new sales plan must make it mandatory, must hold the salespeople accoun... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 2:32 AM

Have you ever wondered why sales managers are so insistent that you cold call? Have you ever wondered why many companies will not even consider a marketing budget, and instead mandate cold calling, make it a job requirement, and tell you you\'ll be fired if you don\'t do it? Doesn\'t it seem a bit strange that you\'d be paid so much in salary just to run around collecting fifty business cards a day, or making fifty telephone calls when your talents are so much b... more...

Business » Sales | By Frank Rumbauskas @ Friday, 21st November 2008 @ 2:20 AM

We\'ve all heard the term KISS at one time or another - \"Keep It Simple, Stupid.\" However, the majority of salespeople violate this basic principle more often than not. Let me start with some examples of what I\'m talking about. At one position I held, I sat next to someone who could have been a top salesperson. He and I both operated much the same in that rather than cold call, we ran our own personal marketing programs to generate leads and simply took the calls that... more...

Business » Sales | By Janet Giacoma @ Thursday, 20th November 2008 @ 12:16 PM

Today\'s real estate professionals face challenges that the industry hasn\'t seen in years, perhaps in the entire history of selling real estate. New housing starts are down as builders struggle with their own issues of rising costs, and a lack of interested or capable buyers. Homeowners, flush with cash from the sale of overpriced homes a few years back, bought houses that they really couldn\'t afford using variable rate mortgages. These mortgages, of course, were issued when ... more...

Business » Sales | By Jerry Glynn @ Thursday, 20th November 2008 @ 11:33 AM

Sales pipeline management is one of the most crucial components of a successful sales team. Successful sales professionals are those who know how to effectively manage sales schedules, and identify each stage of the sales process. This type of long term sales cycle management is what pipeline management is all about, and this article will provide helpful tips to keep you at the top of your sales game. A properly managed sales pipeline means the elimination of peaks and valleys, or in ot... more...

Business » Sales | By Tim Robinson @ Wednesday, 19th November 2008 @ 10:11 PM

Have you ever wondered how the six figure guys get to be six figure guys? The first thing that any internet professional will tell you is \"the money is in the list.\" That might be true but to convert members of your list to paying customers you need a powerful sales page that motivates, entices, and convinces them to actually open their wallet and get out their credit cards. How can you build sales page that can do these things? Easy, AB split testing. In a nutshell AB split te... more...