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Sales Management Information
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8 Procedures to Take Control of Sales and Marketing
The Cash to Cash CyclePart Three of SeriesWe're sprinting toward that million dollar mark..
Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We're in the relationship business?..
10 Things to Help Your Business When Sales Are Slow During the Holidays
Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don't have to do them all. Even doing just one will get you another rung higher on your business ladder.
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.
Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations.
How To Become A Better Sales Manager
YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me.
Leadership Lessons for Sales Managers
Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.
How To Have A Successful Retail Sales Event
In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.First, if your store is in an area with fairly frequent rains (or snows), do not, and I mean, do not have a one-day sale.
7 Tips for Testing Your Sales and Marketing
One marketing technique may work wonders for someone, but that doesn't guarantee that it'll do the same for you. The only way to really know what works for YOUR products and YOUR target audience is to experiment.
Stop Drowning: Nine Strategies For Managing Your Priorities
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager.
Is Your Sales Trust Factor High Enough to Win Against the Competition?
How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller.
A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers
As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt.
The Sales Carpenter
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.
6 Steps to Avoid Losing Summer Sales
It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online.
The Benefits of Catalog Sales For Your Business
Things to watch out for when selling your product in catalogs.Giving away the farm.
Generous Donor Refused (how qualified business slipped away)
Generous Donor RefusedPicture this. You are a fund development director for a respectable school at a well-known state university.
Sales Tactics to Beat Your Competition
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.
Do You Really Want Local County Contracts?
If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish.
The Achilles Heel of Management Coaching
While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance.
Franchise Sales; Recruiting of Laid Off Employees
Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs.
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