Sales-Management  

Perfection is a challenge for any human to accomplish and fortunately I don’t have to rely on a human to manage my sales contacts. When I compare what a human requires, it becomes easy to understand why a computer program is so attractive. The computer doesn’t take breaks or go ...read more

“The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do”.- Dennis Waitley

Allowing self-limiting beliefs to constrain performance, will in turn limit sales results ...read more

To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it for them. We must show ...read more

Most sales managers got to where they are because they were effective salespeople, first.

And they became effective in sales because they were optimistic.

Then they were elevated to a management post, and they retained that optimism, projecting it into their crew. But the mark of a mature manager is adding a ...read more

If you’re a guy and you’re lucky enough to have a caring spouse or girlfriend you won’t be offended if she occasionally flicks the lint off your lapel or tightens the knot in your necktie.

But what if your sales manager did that, too?

I’m not recommending it, but management should take ...read more

Recently, you hired someone who seems to have all of the enthusiasm in the world.

In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected.

You ask what’s up, and he replies that he has “A ton ...read more

One of my early sales trainers said, “Gary, people hate to make decisions and that’s why we have to make them for them.”

He may have overstated it a bit, but the point is well taken.

Sometimes it’s called the ABC’s of Selling: Always Be Closing.

And this means constantly asking for an ...read more

According to one of my most successful clients, an entrepreneur in his own right, “Selling is so easy that it’s hard!”

If this line makes you chuckle or nod your head in agreement, then you probably think that selling is, at its foundation, a discipline.

If this notion makes you scratch your ...read more

Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or ...read more

Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers.

Read on for some great best practices to make them successful.

Teams. I've always had good luck bringing ...read more