Sales Management

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Create Possibilities, Not Expectations
Managers and executives have the power to shut down a conversation or open up a dialogue. Quite often, they don't realize how much of an influence they have over their staff and how influential they can be without even trying. When a manager takes a strong stand or position and makes a statement like, "Here's the solution," it removes any opportunity for others to contribute a different and potentially better idea.

The False Promise of Word-of-Mouth Marketing
Is a passive form of business development such as word-of-mouth marketing really going to have a serious impact on your business? Maybe there's a better way of getting customers to help build you business.
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Survivors: Still Selling

Recession Lesson: Real Estate

Given the notoriously depressed real estate market, are there any realtors today who arent just singing the blues?

Recession Lesson: Magazine Ads

John Handley offers a few pointers (martini lunch, anyone?) on how to keep the morale of your sales team up when income goes way, way down.

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Learning to Sell - the Basics

Selling Relationships

Need help with sales? Read on....It's always fun to speak with students and new entrepreneurs. I'm off to do that today at ... Read More

The First Point of Attack: The Pitch

Sales Cowboy

Executives don't have time for long-winded pitches. Get to the point quickly and effectively.Read More

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Better Cold-Calling Skills

Keith Rosen, author of The Complete Idiot's Guide to Cold ......

Live Coaching Session: How to Make Better Cold Calls

Keith Rosen, author of The Complete Idiot's Guide to Cold ......

How to Motivate and Coach Salespeople

AllBusiness.com's Paul Kilduff interviews Keith Rosen, Sales Advisor for AllBusiness.com ......

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The Right Way to Manage Salespeople Use the tools of "invitation" and "accountability" to get the most out of your sales staff. (ARTICLE) Are Your Sales Goals Sabotaging You? Focusing exclusively on meeting sales goals can have a negative effect on the number of sales you close. (ARTICLE) Can B2B Salespeople Succeed Without Cold Calling? The vast majority of sellers hate cold calling, so is it possible to succeed without making those cold ... (BLOG POST) It's a New World for Sellers--and It Ain't Fun Are you, like most sellers, finding it difficult to connect with quality prospects? Even though there are a ... (BLOG POST) Selling as a Profession We sellers are the backbone of the world's economy, yet so many of us want to be anything ... (BLOG POST) Call Reports -- Are They Worth the Hassle? Dave Brock's excellent piece on reporting and sales bureaucracy reminded me of my thoughts on what a tremendous ... (BLOG POST) The changing environment of selling and sales management. Although effective selling and sales management are often critical to marketing success, the stature of this research domain--and ... (PERIODICAL ARTICLE) Stimulate Your Staff with Questions Managers use many different tactics to stimulate interest in their staff and to push them into action. Most ... (ARTICLE) Stop Tolerating Things that Hold You Back Although you have a handle on your business' operating costs, there may be some hidden expenses that cost ... (ARTICLE) Motivate Your Salesforce to Achieve Selling Success Your salesforce -- and the revenue it brings in -- is the lifeblood of your business. Knowing how ... (ARTICLE) Why Salespeople Fail Build accountablity in your salespeople by sifting through their excuses. (ARTICLE) No Cost, High Content Telecalls about Making Sales Gains.... with Jill... Being connected to such an effective sales expert as Jill Konrath is quite a coup. I have mentioned ... (BLOG POST) Accelerating Sales Performance What is the number one activity that drives sales performance? Answer: Coaching. The biggest obstacle is teaching managers ... (BLOG POST) Survey Results: What Prospecting Methods do Prospects Really Respond To? Are you and your sales team using the prospecting methods prospects really respond to? (BLOG POST) How to Build and Motivate a Sales Team A dazzling sales team can generate tremendous sales for an average product or service, but a clumsy sales ... (ARTICLE) How to Create a Good Compensation Package The key to creating a good compensation package is finding balance. Most salespeople don't want to be solely ... (ARTICLE) The Keys to Great Sales Presentations If your business depends on selling products or services to other firms, then you need to make great ... (ARTICLE) Sales Coach Find processes, tools, and a good dose of inspiration from some of the best in the business to ... (BLOGS) Turn the Internet into a Real Business Building Workhorse A top internet marketer shows you how to do what he did. (BLOG POST) Book Review: Dirty Little Secrets by Sharon Drew Morgen Not closing as many sales as you should be? Sharon Drew Morgen says it isn't you, it's whats ... (BLOG POST)
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