Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.

If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should be a pleasant, low-key introduction along the lines of, "I just wanted to introduce myself and see if there is anything I can do to help you." Then, as you are chatting with your customers, you can ask, "Would you mind sharing with me how you think my company's relationship with you has been going so far? What have we been doing well? Where could we improve?"

Collecting this kind of feedback is a great way to start relationships with customers. It also helps you draw any festering problems out into the open. If you can address the problems quickly, it can really jump-start your relationships with the affected customers.

This same approach can also be effective for customers that have been reducing their purchases from your company over time, or customers that have stopped ordering completely. It is never much fun to listen to people complain. But, if you can isolate and solve the problems that are causing the dissatisfaction, you can produce a rapid and substantial boost in sales.

If you find customers that are really happy with the service your company has provided, drill down (with more questions) to determine just what has made them so happy. Their answers will provide you with a template for successfully managing their (and other) accounts. Also, ask these happy customers for referrals?regardless of whether you have contributed in any way to their happiness! Happy, satisfied customers are usually delighted to share their positive experience with others.

Once you have met all of your existing customers, the next step is to identify target prospects in your territory. Start by checking with your manager. If they have been managing your sales team for any period of time, they should be able to suggest some good target prospects.

Once you have compiled a list of target prospects, determine which ones you will pursue first. Which target prospects have the greatest potential to purchase the largest amounts of products and services? Which ones are likely to be "quick closes"? If you have both types of target prospects on your list, pursue several of each type at the same time. In the words of a well-respected executive that I used to work with, "Elephant hunting is great?but those rabbits sure taste good in between the elephants!"

When you are ready to begin pursuing your target prospects, start by asking your existing customers whether they know anyone that works in the target organizations. If they do, ask for referrals. Once you have exhausted available referrals, proceed with the other activities in your prospecting plan - but tailor these activities to attract the attention of your target prospects.

Conclusion

Effective sales territory management begins with touching base with every single one of your existing customers. Ask questions to gauge their satisfaction with their relationship with your company. If they identify any problems, work aggressively to solve these problems as your first priority.

If a customer expresses happiness and satisfaction, ask questions to determine what your company has been doing right. Use this information to create a template for managing all of your accounts. Also be sure to ask for referrals, both in general and to specific target accounts. Exhaust these referrals before you begin the other (less productive) activities in your prospecting plan.

Prioritize your activities as described in this article, and you will maximize sales growth in your territory!

Copyright 2005 -- Alan Rigg

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.

In The News:

The Lowest Form of Sales Management  Business 2 CommunitySadly, too many managers seem to mindlessly echo the same meaningless mantra from some hopelessly outdated sales manager playbook. The answer to ...
Anue adds senior sales manager; Rawwater founder named honorary professor; ALTIVIA names VP of finance  Water Technology OnlineIndustry news: Anue Water Technologies adds senior sales manager; Rawwater's Robert Eden named honorary professor; ALTIVIA names vice president of ...
Focus on sales managers first | 2019-08-09 | Grand Rapids Business Journal  grbj.comWhen budgets are limited, the single most effective use of training money is not on the salespeople but rather the sales managers. Every sales organization ...
Shimano North America Fishing Appoints Jim Lupinski Senior Sales Manager  SGB MediaShimano North America Fishing Inc., a subsidiary of Shimano Inc., this week announced the appointment of Jim Lupinski as senior sales manager.
Stephanie Roman has been promoted Catering Sales Manager at Hilton Naples  Hospitality NetHilton Naples today announced that Stephanie Roman has been promoted from conference services manager to catering sales manager. Roman will now be ...
Townsquare's “Local First” Focus Continues with Addition of Top Sales Management  Radio FactsTownsquare Media Inc. announced today that Peter Bowen has joined Townsquare as Director of Sales for its Cedar Rapids / Iowa City, IA local media cluster.
Sales Manager at DH Marine  Shetland Times OnlineAn excellent opportunity has arisen for an enthusiastic and experienced Sales Manager to join a small team of people committed to providing great customer ...
Notes From Synergy Group's Sales Management Forum  ContractorCHICAGO, IL — The Synergy Solution Group held their annual Sales Management Forum in downtown Chicago at the Thompson Hotel on July 14th-16th.
Landgard: Changes in management and structures  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
Tim Musiek Joins Nitrous Express And Snow Performance As National Sales Manager  AftermarketNews.com (AMN)Tim Musiek has joined the Nitrous Express and Snow Performance team as national sales manager, the company announced. “As national sales manager, Tim ...
Even heavy discounts are failing to push commercial vehicle sales  MoneycontrolTruck sales, a leading indicator of economic growth, are the worst-hit across automotive categories.While discounts averaged 10% on retail prices earlier, they ...
Marketing/Sales Manager job, Muizenberg, Capricorn Business Park  Bizcommunity.comOverview Family business requires a top-notch, focused and organised individual to join the team with talent and ambition to grow the business Once in a ...
Anue Water Technologies Adds Senior Sales Manager Sharon Paterson  Water OnlineAnue Water Technologies, the leading manufacturer of high-efficiency Ozone and Oxygen generation systems for the elimination of odor, corrosion and...
Superior Abrasives LLC announces personnel appointments  The FabricatorSuperior Abrasives LLC, Vandalia, Ohio, a manufacturer of abrasive tools for surface finishing applications, has made additions to its sales and *service*-related ...
6 Keys to Success with Third-Party Sales  Business 2 CommunityManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
New Grape Sales Manager Joins Miller Family Wine Company  wineindustryadvisor.comSanta Maria, CA – Family-owned The Thornhill Companies is pleased to welcome Ian Fainer to the team as Grape Sales Manager for Bien Nacido Estates ...
This Startup Wants to Digitalise Vietnam-based SMEs' Inventory with Their Latest Fundraise  EntrepreneurVietnam's Citigo Software-owned software-as-a-*service* (SaaS) company, KiotViet has raised US$6 million in a Series A funding round from venture capital firm ...
Firms Capable of Diagnosing Salesperson Skills Gaps Outperform Other Firms by Eleven Percent in Meeting Sales Objectives  Customer ThinkNew research from the SMA and Qstream identifies five sales learning and development trends that are needed to train and retool sales teams to meet sales ...
Third-Party Selling: Six Keys to Success from SalesLevers  JD SupraManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
AC Moore launches online artist marketplace  Retail DiveA.C. Moore has launched a marketplace for artists and makers, called A.C. Moore Marketplace. Since introducing the platform in late June, more than 3,000 ...
BOMAG Appoints New Director of Dealer Sales  ForConstructionPros.comMatt Nelson is the new director of dealer sales, west region and Canada at BOMAG. In this position, Nelson will be responsible for overall sales leadership, ...
Vacancy: senior sales manager, E & R Moffat  Catering InsightE & R Moffat has an exciting opportunity for a new role within the company. It is currently recruiting for a full time, external senior sales manager to manage, grow ...
Walmart Wins In Q2 With Digital Strength Carrying The Day  ForbesWalmart had a powerful one-two punch in Q2; the strength of its digital sales combined with quick delivery boosted sales and earnings in the second quarter of ...
New Jamesway regional sales manager for Southwest Asia  Far Eastern AgriculturePradeep Kolte has been appointed as new regional sales manager at Jamesway for Southwest Asia as of July 2019.
Global Enterprise Sales Manager  SlatorNimdzi means knowledge. Nimdzi means analysis. Nimdzi means insight. Nimdzi is looking for an experienced and effective global sales professional.
Inovaxe Names Lisa Owens New National Sales Manager  I-Connect007Inovaxe has hired Lisa Owens as its new national sales manager. Based in the greater Fort Lauderdale, Florida area, she will cover the markets in USA and ...
Sales Manager - Paro  Built In ChicagoParo is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
LinkedIn Sales Navigator will now surface more content for sales teams to share  Marketing LandLinkedIn Sales Navigator released product updates on Wednesday, adding more features for discovering and managing leads, a redesigned Help Center and ...
System of Insight Market, 2024 by Component (Solutions and Services), Applications (Customer Analytics, Operations Management, Sales and Marketing Management, Risk and Compliance Management) - ResearchAndMarkets.com  Business WireDUBLIN--(BUSINESS WIRE)--The "System of Insight Market by Component (Solutions and Services), Applications (Customer Analytics, Operations ...
The SWFL 100 seeks outside sales manager  The SWFL 100The SWFL 100 is looking for motivated, outside sales managers to assist clients in developing and implementing *content* marketing programs. We offer a ...
Digital Transformation Workshop Calgary  ARC Advisory GroupJoin Digital Transformation Council members and ARC Advisory Group analysts for a half-day meeting to discuss Digital Transformation Progress. Nearly every ...
Novamex - TIO Gazpacho - Regional Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comAre you looking for more than just a job; for a company where you're more than just an employee, you're a team member; a place where you can earn above ...
Marketing, sales tighten in LinkedIn Sales Navigator features update  TechTargetLinkedIn has added to Sales Navigator features for lead-listing, as well as integrations with Elevate for *content*-sharing in LinkedIn, Twitter and Facebook.
Bailey Nurseries promotes Jim Kuon to regional sales manager  Greenhouse ManagementWith nearly 20 years of experience, Jim Kuon will oversee sales representatives who are covering the eastern part of the United States and Canada.
Brett Thorstad has been appointed VP Sales Management at Sabre Hospitality Solutions  Hospitality NetSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
Why Start Your Digital Transformation Now (Part One)?  Automation WorldAs a manufacturing leader, you've likely heard a lot about the efficiencies and productivity gains realized from having a single digital thread that connects your ...
Rapid RTC expands key account sales team  AMRapid RTC, the digital lead management company, has appointed two new key account sales managers to aid the company's recent contract wins.
Brett Thorstad named Sabre's VP sales management SE Asia, APAC joint ventures  TTG AsiaSabre Corporation has appointed Brett Thorstad as vice president sales management, South-east Asia and Asia-Pacific joint ventures. In this role, Thorstad will ...
2019-2024 Global and Regional Customer Communication Management (CCM) Industry Production, Sales and Consumption Status and Prospects Professional Market Research Report  Financial NewspaperCustomer communication management (CCM) is described as an advanced derivative of enterprise *content* management (ECM) technology. The customer ...
Eason Horticultural Resources adds Jim Monroe to sales team  Greenhouse ManagementMonroe has experience with nursery, perennial and annual products, and knowledge in supply chain development for offshore cutting and plug and liner ...
The Hunters and Farmers of radio Sales  Asia Radio TodayPeady's Selling Engagement. How You Sell Does Matter! Your selling style, or how you connect with a customer, more than anything else, determines sales ...
Sold Out Crowd Gathers in Peoria to Discover Leading Dealership Sales Management Strategies at the 2019 Dealership Minds Summit  Farm Equipment PublicationThe 2019 Dealership Minds Summit, held at the Embassy Suites by Hilton East Peoria Riverfront Hotel & Conference Center in Peoria, Ill., July 30-31, drew a ...
D-Link restructures sales management team for Switzerland, Austria and Southern Germany  TelecompaperD-Link has appointed Sebastian Boye as Key Account Manager for Business Sales for Switzerland and Baden-Wurttemberg, iTReseller.ch reports.
Allocadia Wins MarTech Breakthrough Award for Best Marketing Performance Management Company  MarTech SeriesAllocadia, the creators of the Run Marketing movement, today was named Best Marketing Performance Management Company by the 2019 MarTech ...
Alcohol Sales/Service Policy  nsudemons.comAuthority: Northwestern State Athletics Date enacted or revised: Enacted August 6, 2019 Purpose The primary purpose of these Policies and Procedures are to.
Sales Operation Specialist - German native or fluent in North Holland, Amsterdam  IamExpat in the NetherlandsAdams Multilingual Recruitment is hiring a Sales Operation Specialist - German native or fluent in North Holland, Amsterdam. Are you an expat looking for jobs ...
Do We Need Sales People Any Longer?  Business 2 CommunityRecently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “Do we need outbound sales any longer?
Brokk hires central Canada regional sales manager  Construction & Demolition RecyclingBrokk, Monroe, Washington, a manufacturer of remote-controlled demolition machines, has named John-Paul Duquette as regional sales manager for central ...
B2B startup KiotViet lands $6 million from foreign investors  VnExpress InternationalVietnamese startup KiotViet has raised $6 million in a Series A funding round from Singaporean venture fund Jungle Ventures and Indonesian unicorn ...
We Reviewed Sales Interview Questions From 7 B2B Unicorns: Here’s What Sales Managers Should Look (and Listen) For  Business 2 CommunityChoosing the right sales interview questions requires careful thought and preparation. Each question needs to have a clear purpose so (1) you can find out ...
Field Sales Manager / Business Development Manager  Bike BizWebsite CAMS (Cycling Accident Management Services). Job Description: CAMS is the UK's premier cycling accident management company. We've helped ...
Looking for a new job in the agri world?  AgrilandEvery month job opportunities become available in the Irish agri sector, allowing people to pick out the perfect roles for themselves.
Retail Week: EPA’s California response on glyphosate, planting numbers, equipment sales slide  CropLifeEditors Paul Schrimpf and Eric Sfiligoj share thoughts on EPA's rebuff of California glyphosate labeling, tough news for soybean plantings, and flagging ...
Hospitality companies, hotels make 11 sales, marketing appointments  Hotel ManagementThe Leading Hotels of the World, Teneo Hospitality Group and properties across the United States have made new appointments in sales and marketing.
Lauritz.com Group A/S interim report January – June 2019  GlobeNewswireNo. 14/2019. Copenhagen, 15 August 2019. Strong growth in Auction Turnover and improved EBITDA from operations. Lauritz.com has achieved growth in ...
Companies That Embrace Sustainable Investing See Their Stocks Rise  Barron'sNYU professor Tensie Whelan is bridging the gap between people focused on sustainability and those focused on financial metrics. Her methodology offers a ...
Jamesway announce new regional sales manager for southwest Asia  www.thepoultrysite.comWith that in mind, we are very excited to announce that Mr Pradeep Kolte has accepted a position with Jamesway and will be our new Regional Sales Manager ...
Sales Performance Management Software Market Growth and Technology Advancement Outlook 2019 to 2025  ScoopJunctionThe report presents an in-depth assessment of the Sales Performance Management Software including enabling technologies, key trends, market drivers, ...
How to Empower Your Sales Team With Thought Leadership  Business 2 Community*Content*, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing *content* with ...
Digital Content Management for Sales Market Growth 2025: including key players GetAccept, Savo  ScoopJunctionStats and Reports recently announced the publication of its new title on “Global Digital *Content* Management for Sales Market” from its database. The report ...
If We Fixed Sales Execution, Would We Fix Sales?  Business 2 CommunityLet's try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment.
Territory Account Manager - Texas, Colorado, and the Toronto/Niagara area of Canada  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
Tag: Pain Management Drugs Sales market  OnYourDesksPain Management Drugs Market to witness astonishing growth with Key Players | Pfizer, GSK, Grunenthal · August 17, 2019 Prashant. A new professional ...
How a new MIT recommendation model can help retailers predict customer trends  MIT Sloan NewsThe algorithm calculates customer trends and the most effective targeted promotions.
Beauty's Fast and Furious Frontline Growth  WWDBeauty Barrage marks a three-year revenue growth of 365-percent, scooping acknowledgement as one of the fastest-growing private companies.
Sabre Appoints Brett Thorstad as Vice President Sales Management - SEA and APAC  ASIATravelTips.comSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
3 Most Important Metrics In Sales  Business 2 CommunityI hesitated writing this, I'm calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be ...
ZINFI Partner Portal Plays a Key Role in NEC Upgrade Campaign Executed by Central Telephone Sales and Service  GlobeNewswireNEC Partner Uses the Partner Portal to Download and Co-brand Direct Mail Brochure in Coordination with a Telephone Campaign Touting Phone System ...
Bob Rosenthal, 2019 Icon  Idaho Business ReviewBob Rosenthal, known and loved as an announcer for Boise State Broncos football games, was recognized as one of Idaho's 109 Icons. Read his story.
Cefla expands Canada sales team  woodworkingnetwork.comCHARLOTTE, N.C. -- Cefla North America has increased its Canadian presence with the addition of sales area manager Kyle Grodzinski. He will cover Ontario, ...
Berkshire Hathaway HomeServices Commonwealth Real Estate selects Ed Tranter as Sales Manager for new Belmont location  APN NewsNATICK and BELMONT, MA: Berkshire Hathaway HomeServices Commonwealth Real Estate (http://commonmoves.com) today announced the appointment of ...
Customer Success Manager - CCC  Built In ChicagoThe primary objective of the Customer Success Manager is to work with the GVP and NAM's as well as the client in addressing operational and *service* ...
Clinical Trial Management Systems Market 2019 Company Coverage Sales Revenue, Price, Size, Gross Margin, Main Products 2019-2025  Global Banking And Finance ReviewGlobal “Clinical Trial Management Systems Market” gives a dynamic review of the market including definitions, division, applications, key suppl.
NKK Switches Appoints Abraham Macias As New Western Regional Sales Manager  CloudWedgeIn a bid to increase the rate of sales revenue in the US western region area, NKK recruited the services of Abraham Macias as its sales manager for that region.
Who's hiring for marketing roles? 54 open marketing jobs in Charlotte, right now  Charlotte AgendaJob hunting for marketing roles? Here's a quick list of *fresh*, open marketing jobs in our city right now. It's a good time to be a marketer in Charlotte as high growth ...
Aimbridge Hospitality appoints management team for Dallas Canopy  websiteMike Haddad is the new general manager for Canopy by Hilton Dallas Uptown in Dallas and Nathan Tyndall is director of sales and marketing. Aimbridge ...
Stress Management Supplements Report: Global Market Sales, Consumption, Demand and Forecast 2019-2025  Rise MediaMarketResearchNest.com adds “Global Stress Management Supplements Market Insights, Forecast to 2025” new report to its research database. The report ...
Anderson Valley Brewing Company - Southern California Sales Team Opening: Southern California – Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comAnderson Valley Brewing Company is hiring for a sales position in the Southern California region. The Area Sales Manager will work with AVBC management ...
Embed welcomes a new team of sales professionals  BlooloopEmbed, a leading worldwide supplier of point-of-sale and revenue management systems has announced an impressive new line-up of sales professionals, ...
Commerce and NRF report July retail sales gains  Logistics ManagementCommerce reported the July retail sales, at $523.5 billion, were up 0.7% over June and up 3.4% annually, and NRF reported that July retail sales increased ...
Your Company Doesn't Need Rainmakers—It Needs Better Positioning  ForbesIf you feel the need to hire elite salespeople, rainmakers, you are most likely masking a hole in your product, pricing or execution. Stop looking for magician ...
US tech consultancy announces senior Manchester team  Prolific NorthSlalom, which earlier this year announced plans to employ more than 200 people in its Manchester office, has revealed recruited some of its senior team.
CUSTOMER SERVICE & OPERATIONS ADMINISTRATOR Job at Marussia Beverages Uk Ltd in London, England  The Drinks BusinessA member of a multifunctional team; to manage all stock and sales order transactions on ERP based system. To communicate with all third-party warehouses ...
Dream job alert: Get paid to be a bookseller in the Maldives  Metro.co.ukA stunning resort in the Maldives is looking for its next 'Barefoot Bookseller' - where they'll employ one person to run its bookshop on the island.
CSF Management Market is Massive Demand by World 2025 | Johnson & Johnson, B.Braun, Magstim, Elekta, Medtronic, Integra LifeSciences, Phoenix Biomedical?, Sophysa, Spiegelberg and Beckersmith  Health GazetteThe global CSF Management Market was valued at USD +1 Billion in 2019 and is projected to reach USD +1 Billion by 2025, at a CAGR of +4%.The increase in ...
Indian River Consulting Adds McKinnon Shisko to Team  ACHR NEWSINDIALANTIC, Fla. — Indian River Consulting Group (IRCG) welcomed McKinnon Shisko as a senior associate as it continues to grow its team to meet the ...
The Sales Person As “Contextualizer”  Business 2 CommunityContext is everything! Each of our customers is different, each company has different goals, strategies, priorities, challenges, cultures, values. Though they may ...
Malouf Promotes Eric Holmstead as New National Sales Manager  Furniture World MagazineMalouf announced that it has created a new National Sales Manager position and have promoted Eric Holmstead, former central district manager, to fill this new ...
Articulation Agreements to Ease Transfer of TRC Students to Southeast Programs in Business, Agriculture  Southeast Missouri State University NewsOfficials with Southeast Missouri State University and Three Rivers College (TRC) signed articulation agreements today to assist in the seamless transfer of TRC ...
Toter adds two executives to sales team  Construction & Demolition RecyclingTim Veasman has joined as the company's Professional Products channel as national sales manager, and Mike Natelborg will serve as Toter's eastern division ...
Hair oil to motorcycle sales highlight more growth pain ahead for India  LivemintIndians are cutting back on spending from hair oils to motorcycles in a *fresh* sign that the slowdown in Asia's third-largest economy is becoming more entrenched ...
Service Wire names Chuck Oldaker EVP  Electrical BusinessAug. 16, 2019 – *Service* Wire has appointed Charles ('Chuck') F. Oldaker, Jr. executive vice-president (EVP). He will also continue to maintain his position as the ...
Wyndham Grand Rio Mar Puerto Rico Golf & Beach Resort Appoints Senior Sales Manager Rosa Luke  Hotel-Online.comRIO GRANDE, Puerto Rico (July 19, 2019) – Wyndham Grand Rio Mar Puerto Rico Golf & Beach Resort, recognized as one of TIME Magazine's 2018 World's ...
Account Lead GINGER GRIFFIN MARKETING & DESIGN  Charlotte AgendaGinger Griffin Marketing & Design is a full-*service* design and advertising agency. Our experienced staff has been delivering personalized attention to clients ...
Water Treatment Sales Consultant with Management Development Track | Careers  MarketScale IndustriesChem-Aqua is the wholly owned water treatment subsidiary of NCH Corporation, a privately owned specialty chemicals, maintenance supplies, and services ...
Michael Bergin has been appointed Director of Sales, Events and Marketing at Park Hyatt Beaver Creek Resort and Spa  Hospitality NetIn his role, Bergin will oversee the coordination of Park Hyatt Beaver Creek's extensive events offerings. Michael is no stranger to the Hyatt brand. He joined the ...
Sales is Simple, Buying Isn’t!  Business 2 CommunityI succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may ...
EyeWide to Manage the Performance Marketing of CRETAquarium  Argophilia Travel NewsEyeWide Digital Marketing and CRETAquarium expand cooperation into fields of digital performance-marketing and advertising.
Private home sales jumped 43.5% in July | Property Market  PropertyGuru SingaporeDevelopers moved 1178 new private homes, excluding executive condominiums (ECs), in July, up 43.5 percent from the 821 units sold in June.
Natural / Organic Food Territory Managers  SustainableBusiness.comGreen Spoon is a natural food brokerage + sales management company, representing the most disruptive and emerging food + beverage brands in the industry.

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More