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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 ...

Google News
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Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

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

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

Offer Package Deals To Increase Profits And Sales

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

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

How to Maximize Account Penetration and Jump-Start Sales

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

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Baditude!

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

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

The Nine Warning Signs that You Need a Sales Video

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

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Sales Competence Isn?t About Quota Performance!

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

Sales Coaching... Fact or Fiction?

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

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

How to Organize a Seminar or an Event

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

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... 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

Small Business Marketing: Overtaking Your Competitors

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

Sales Forecasting For New Businesses

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