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Sales Management > NetSparsh - Viral Content you Love & Share

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's not ringing. Let's blame marketing!If you join this band wagon to rationalize your poor sales results, you need to step up and take responsibility for your own fate. It's amazing how often sales teams play the victim here. They blame... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments. In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank. If yours is a home-based or a brand-new... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.Myth 1: People Always Buy Where They Get the Cheapest PriceIf this... Read More

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.In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product... Read More

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. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and... Read More

In The News:

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Enterprise Irregulars (blog)

How To Sales Manage Upside and Unlikely Deals
Enterprise Irregulars (blog)
And then, provided you have sufficient pipeline, your sales management team basically puts all of its effort into and attention on the commit and forecast deals. They're the ones that get deal reviews. They're the ones where the team does multiple dry ...


Forbes

How Sales Managers Secretly Sabotage Revenue
Forbes
Into Obscurity. If you're like most business leaders, you invest heavily in your sales force. In fact, if you add up all the money you spend on training, incentives and technology, you might be alarmed at the size of your ongoing investment in improved ...


Forbes

10 Underrated Sales Performance Indicators That Work
Forbes
The mistake most sales managers make is focusing on the outcomes of salespeople's effort, not the quality and quantity of the effort itself. In fact, my research shows that only 17% of metrics reported from customer relationship management (CRM) system ...


Kewaunee Scientific Announces VP Sales & Marketing - Americas Retirement and Appointment of Successor
PR Newswire (press release)
We are pleased to announce that on July 16, 2018, Ryan S. Noble has joined the Company as Vice President of Sales and Marketing – Americas. Mr. Noble brings to Kewaunee a wealth of experience in sales management, marketing, business development, ...


Logistics Management

June retail sales post gains, report Commerce and NRF
Logistics Management
Commerce reported that June retail sales, at $506.8 billion, were up 0.5% annually and were ahead of May's revised $504.3 billion. Total retail sales for from April through May are up 5.9% annually. And retail trade sales were up 0.3% over May and up 6 ...

and more »

Richmond.com

Startup Spotlight: Entrepreneur starts Forensics of Selling business to provide sales-related services
Richmond.com
An outgrowth of some of the work Lappe did for clients at WebStrategies, the new startup provides a variety of sales-related services to client businesses. For instance, it provides fractional sales management for several clients. It also offers sales ...


Radio & Television Business Report

Tribune Uses Technology For 'Always Open' Ad Sales
Radio & Television Business Report
Tribune's sales management will be able to use WideOrbit's Auto-Accept feature to intelligently adjust pricing for sell-out levels and offer dynamic floor pricing. WideOrbit's Open Marketplace allows advertisers to review and order spots on Tribune's ...

and more »

Enbridge: Jump-Starting A Share Price Recovery By Accelerating Asset Sales
Seeking Alpha
Enbridge already announced C$7.5 billion in asset sales this year, more than twice management's original C$3 billion full-year target. The market appears to have ignored the asset sales, but has responded very well to positive news on the Line 3 ...

and more »

Training Journal

What elements do world-class sales managers have in common?
Training Journal
Sales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play in hiring new talent, retaining existing talent and ensuring all salespeople have the ...
A Prescription For Sales Enablement: Start With The Problem, Not SolutionForbes

all 2 news articles »

Which-50 (blog)

CDP vs. DMP vs. XYZ: How Do You Handle Marketing Data Management?
Which-50 (blog)
If your business model includes a sales agent of some sort like a financial advisor in wealth management, then that agent has their own journey. They deserve the same increasingly personalized engagement now made a bit more complex as you now need ...

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Sales & Marketing Plan Strategies

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

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Set Yourself up for Trade Show Success

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

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Effective Sales Territory Management

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

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

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

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

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

The Get Dangerous Quickly Approach to Product/Service Training

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

Beyond the Golden Rule

There are several types and sub types of people in... Read More

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More