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Your Extended Shadow And Successful Sales Management
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, t...
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rating : 0.00, 0 votes. Author : Virden Thornton
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Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?
Do you know what sales you can expect, whether for a team of sales people or within your own...
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rating : 0.00, 0 votes. Author : Graham Yemm
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A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRM
The idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly c...
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rating : 0.00, 0 votes. Author : Roy Gough
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Run a Productive Business From Your Car-Office
The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insu...
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rating : 0.00, 0 votes. Author : Neen James
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How To Become A Better Sales Manager
YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.
The shenanigans yo...
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rating : 0.00, 0 votes. Author : Jim Meisenheimer
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Leadership Lessons for Sales Managers
Leadership, like class, is hard to define, but easy to spot.
Someone once defined management as “the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.” Managers get results...
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rating : 0.00, 0 votes. Author : Bill Willard
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Make Time, Not Excuses
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product KnowledgeMalleability (20%), and Professional and Personal Development (15%)
Recently we w...
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rating : 0.00, 0 votes. Author : Mark Dembo
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How To Have A Successful Retail Sales Event
In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was “how can I make sure I have successful sale?” While there are no hard and fast answers to this question, there a...
0 reviews,
rating : 0.00, 0 votes. Author : Douglas Hanna
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Beyond the Golden Rule
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people.
This is taught in sales 101, because the need to connect with the people to make the sale.
However if we...
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rating : 0.00, 0 votes. Author : Maria Boomhower
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Strategic Selling - How to Sell Strategically
If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 8020 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?
T...
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rating : 0.00, 0 votes. Author : Alan Rigg
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To Increase Your Sales and Revenue Make Sure To Add Value
What are you and your company’s services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth a...
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rating : 0.00, 0 votes. Author : Dan Strakal
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Whats a Professional Sales Manager?
I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have...
0 reviews,
rating : 0.00, 0 votes. Author : Dave Kahle
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Franchise Sales; Recruiting of Laid Off Employees
Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages andor incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations ...
0 reviews,
rating : 0.00, 0 votes. Author : Lance Winslow
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Do You Really Want Local County Contracts?
If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about th...
0 reviews,
rating : 0.00, 0 votes. Author : Lance Winslow
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It’s Time For A Sales Management Revolution
Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying la...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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Change in Sales Organizations Starts with Me
Question: What do the following have in common?
- I spend a lot of time spinning my wheels and not getting very much done.
- I am continually frustrated with the performance of my sales team.
- Why can’t my sales team be more independent thinker...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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How to Keep Projects From Spinning Out Of Control
Are you involved in projects that seem to go nowhere in a hurry?
Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a ...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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Stop Drowning: Nine Strategies For Managing Your Priorities
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager.
Susan is also exhausted.
Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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Free to Succeed: Effective Sales Leadership Using A Coach Approach
About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that h...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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A Coachs Handbook For Sales Managers
This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.
Quote of the month: "A leader is the relentless architect of the
possibility that others can b...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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The Boss from Hell: Quick to Criticize, Slow to Praise
So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.
Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each othe...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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3 Secrets That Set The Context For Sales Success
In today’s competitive environment, every organization is trying to improve sales results. In every company, the most important – and vulnerable – link in the success chain is the performance of their people. As a sales management trainer and coac...
0 reviews,
rating : 0.00, 0 votes. Author : Nicki Weiss
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6 Steps to Avoid Losing Summer Sales
It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summe...
0 reviews,
rating : 0.00, 0 votes. Author : Kara Kelso
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