Building Trust For Lifetime Success

Trust. One word. One very powerful word that can increase both first time and repeat sales to an unlimited degree. Trust. What is it? Why is it so important? How do you get it? Confidence in you...

Is Sales Process & CRM Stopping Sales?

CRM just got more complex. You were told by senior management that a wonderful new system would be installed that would help increase sales when in reality the complete opposite seems to have happened. We all know that process within any sales cycle is fundamental and therefore an essential part of today’s selling. How sure are you that you have got them right? Would you really be able to judge them effectively? Is your CRM system adding value?

Sales Pipeline Forecasting Is There A Better Way?

In a recent survey of over 1400 technology companies Sales Directors and MD’s said that they felt the key to gaining insights into why more and more selling effort is required to win deals lies in better pipeline analysis and forecasting. But when asked to assess their effectiveness in these areas, the vast majority of organisations continue to rate their ability as consistently poor across the entire survey spectrum.

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

A proactive, practical approach to dealing with difficult bosses and getting them to notice your positive contributions.

A Coach's Handbook For Sales Managers

Sales organizations have access to more or less the same resources. They can draw from the same pool of salespeople in their niche or geographic area, and they can all learn the same sales or management tools and techniques. Yet some organizations perform at a high level and other stay at the bottom of the heap. What accounts for these gaps is effective leadership Here are the best practices of sales managers who lead through coaching and teaching.

A Real CRM Strategy or Just Tracking Customers?

An increasing number of companies claim to have adopted the principles of Customer Relationship Management (CRM), but in many cases they are simply paying lip service to what has become one of the latest ‘buzzwords’ Carried out correctly, CRM is an active process. It makes a difference which is noticed by your customers. That difference reflects in your bottom line...

Poor Performance - Fix it by Coaching

The goal is to achieve a change in behaviour that the team member is committed to and helps you achieve your outcomes...

Free to Succeed: Effective Sales Leadership Using A Coach Approach

Learn three powerful secrets to effective sales management

How to Organize a Seminar or an Event

If you want to know how to organize a seminar or an event you’ll learn the basics in this article. Such things as Establishing the theme of the event, Selecting a venue, Seminar Marketing and Publicity, Collaboration with sponsors, Managing People and working with speakers and much much more.

Generous Donor Refused (how qualified business slipped away)

If you are one of the People at the Top, how confident are you that no qualified business is being turned away? Read about how good revenues slipped through the crack at a major university because the Dean had no system to know that his staff was turning away qualified business.

The Hardest Job Of A Trade Show

The Center for Exhibition Industry Research (ceir.org) says research shows that up to 80% of leads gathered at a show are not followed up. Bottom line, that translates to - you’ve wasted 80% of your money. How do you improve the odds?

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

• Can your core culture be damaged by over motivation?
• Can recognition drive the wrong behaviors?
• Can incentives become counter productive?

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

YIKES - There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor? Is it higher than the sales trust factor of your competition? It should be, if you want to increase your success in sales.