Sales Management
8 Procedures to Take Control of Sales and Marketing
The Cash to Cash Cycle
Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We're making great time, so let's bring on the next mile marker – marketing and sales.
Increasing Overall Sales and Marketing Effectiveness
If you are an organization spending $500,000 or more on [...]
Shorten Sales Cycles in Complex Sales Environments
Help buyers discover the answers they need to understand and align all of their decision variables.
In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision [...]
Increase Your Sales Accept Credit Cards, Part 2
In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option.
If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank.
If yours is a home-based or a brand-new company, be sure to [...]
Overcoming Sales Objections for Small Business Networks
Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.
The problem generally begins when you start [...]
Offer Package Deals To Increase Profits And Sales
An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services to be closely related. [...]
The Product or the Sale
This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?
In the study of business [...]
Online Sales: Secret To Increase Your Sales By Bundling Your Products
Microsoft has used this online sales secret to become a giant, and the greatest software company in the world.
How about you?
What are you waiting for?
The secret is bundling your products.
An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons [...]
Getting Off The Advertising And Sales Rollercoaster
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and [...]
How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail
In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face. His hands are folded together in front of him and his elbows rest on the chair; he leans ever [...]
Hire A Six, To Consistently Produce Sales Success
For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I'd always [...]
