The Vital Few

Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto'...

How To Stop Sales Lead Leakage

Most companies have the classic problem of spending money on the marketing side of the fence in order to generate leads only to see that those leads are not followed up effectively by the sales team. This classic leakage of leads to unnecessary expense and definitely inhibits a company's ability to accelerate its sales.

The Art Of Delegation

In any organisation there is a degree of formal authority which goes with the job. A subordinate expects their boss to have a wider knowledge, wield a greater influence, and carry more weight than they do themselves. At the same time, there is an added dimension to authority which is invested in the person themselves which we call leadership.

How to Double Your Sales Appointments in Half the Time; Part 2

Why is 'Setting Sales Appointments' a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?

How to Develop a Master-Planned Sales Plan

If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business.

It's The Sales Process That Sells, Not the Salesperson

Some salespeople don’t realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost.

How to Create A Vision For Sales Success

When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need.

Fake Sales Calls from Competitors; Note to Sales Managers

Have you ever been shopped by your competition and they call up and ask questions and you put a salesperson on it to see if they can answer all their questions and turn the incoming call into a sales call.

The Poker Selling System

Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!

Sales Manager Tip #47; Interested Prospects and How you can tell

A good sales manager needs to train their sales Force to recognize when someone is interested in what the company is offering. A good salesperson should notice this instinctively.

Sales Manager Tip #28; The Informed Prospect

A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.

Business Lead Lists

Business lead lists can be classified into a number of categories. They can be based on the various characteristics of the customers, such as age, sex and education. They can also be based on the geographical and other characteristics of the markets.

Sales Management and Managing Sales

For those engaged in sales management and trying to control a group of self-starter type sales people you can just imagine how hard it is. In all the commotion, chaos and controversy they have to manage in shear terror of handling all that is coming at them.

Managing Leads: 3 Actions You Can Take While Waiting for IT to Deliver Your CRM Solution

Effective lead management is one of the benefits provided by major CRM solutions, but they are expensive and often take years to implement. Here are three actions you can take now to improve your own lead management while waiting for IT to deliver perfect CRM system.