By: Lee B. Salz Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as a business executive or small business owner, you had this kind of technology at your fingertips. Unfortunately, managing a sales organization will always be a manual effort. Sure, CRMs and contact managers help, but there is no technology that replaces the leadership associated with sales management. Not sure where to dig into your sales organization? Here are twelve areas that will show just how game ready you are.
By: Paul DiModica Technology sales people must deal with some challenges that are unique to their field and others that are common to all selling situations. Read about 5 common technology sales mistakes.
By: Kevin Nunley It is ironic that in the field of sales most of us learn to speak in order to gain commitment. Often, that is the worst thing a sales professional can do. It is better to listen much more than you talk.
By: Susan Friedmann Achieving Riches in Niches means occupying a dual role: acting first as a skilled professional, you must also be a powerful, effective sales force. Not only do you perform the services your clients value, but you promote and market yourself as the best place to obtain those services.
By: Sharon Drew Morgen When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time." But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.
By: Kevin Nunley Sometimes selling your product or service can be easier than getting the actual appointment. No matter how hard you try, you just can't seem to get the prospect to agree to meeting you face to face. Here are a few tips that may help.