A Sales Process Must be Certified to be Successful

If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade.

Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People

Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.

Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement

There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.

What's Your Magic Number?

Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?

5 Bad and Lousy Words You Should Never Say In Your Sales Letter

Have you ever wondered why you still haven't made any sale even though your product is truly one of a kind? The failure is in your salesletter itself. Find out the secrets to increase the sales power in your salesletter.

Magic Number Calculator - A Diagnostic Approach to Sales Performance

I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a Key Performance Indicator study and determined they were running 2 new appointments per week/rep, but their KPI’s dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly 'magic number'. 8 months later sales units sold increased by 520%. Find out how.

Avoiding the Customers You Don't Want: The 10 Warning Signs of Trouble

All customers are not created equal. Some will return rich rewards. Others simply drain our time, money and talent. Discover the 10 signals of customers it's best to avoid. From the author of Writing Copy for Dummies.

B2B Sales Lead Generation Investment: Match Your Demand Generation Programs To Sales Needs

Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation.Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales. Learn how to optimize your sales lead generation programs and lead qualification efforts.

What's the Objective of Your 1st Sales Appointment?

Do you have a defined objective for you 1st appointment? How do you measure it and what tools do you have in place to improve it? If you're 1st appointment to proposal ratio is less than 60%, here are some target reasons why and ways to quickly improve it.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

How to Avoid a Cloned Sales Force

If you are frustrated with your ability to accurately assess the talent of potential sales candidates, this article will be of great value to you as a manager.

Automate Sales and Start a Revolution

Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.

The X Factor in Sales Management

Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.