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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

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 ...


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 ...


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 ...
Statement of Chairman Ajit Pai On Sinclair/Tribune Transaction | Federal Communications CommissionFederal Communications Commission
FCC sends Sinclair mega-deal to likely doomPolitico
FCC Watchdog Looks Into Changes That Benefited SinclairNew York Times

all 166 news articles »

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 »

Campus Recruiter – Global Technology & Operations
Charlotte Agenda
This is a non-supervisory position responsible for independently delivering campus recruiting services to support business unit staffing needs for professional, sales, management, technical positions. Create/manage school team budgets and initiatives, ...

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Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

14 Top Lead Generation Tactics

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

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

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

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

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

Run a Productive Business From Your Car-Office

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

The Sales Carpenter

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

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

How to Organize a Seminar or an Event

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

Baditude!

As a group of sales trainees took a break from... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

6 Common Mistakes in the Sales Hiring Process

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

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

4 Marketing Myths Threaten Your Sales

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

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Sales Competence Isn?t About Quota Performance!

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

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More