Recently added articles from American Salesman:
7 Tips for selling more in a tough economy.
May 01, 2009; ... You hear it everywhere you go: "Sales are down because of the economy. My customers simply aren't buying as much." There are some people out there saying the economy doesn't matter, it's what's going on in your own head that matters. While it's true that what goes on in your brain is ...
Confidence.
May 01, 2009; ... The late Scottish poet, William McGonnagall, is universally recognized as, "The worst poet in history." He enjoyed reading his poetry on the streets of Scotland, although while reading, he was constantly ducking. Audiences regularly threw eggs and vegetables at him. He was that bad. But, ...
A seat at the table.(salespeople and customer relations)
May 01, 2009; ... Let's be frank--selling has an ugly connotation, even consultative selling. New research indicates that senior executives do not see salespeople as consultative at all--at least not consultants who can drive or grow their businesses. Instead, they see a group with blinders on--myopically ...
Methods for approaching customers.
May 01, 2009; ... The importance of the approach varies with the type of selling. It is most critical when you are calling on the prospect for the first time to sell a fairly big proposition. It is least important when calling upon regular customers with a relatively minor product or service. In the former ...
Ideas that restrict sales performance I have my own style of selling.
May 01, 2009; ... Occasionally, at a seminar or training program, I'll over hear one salesperson mention this to another--"I have my own style of selling." From my perspective, that idea is more detrimental to that salesperson's success than almost any other. Not only that, but that idea holds ...
Retention is a problem that won't go away.
May 01, 2009; ... What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently recruit and retain quality salespeople, while other managers have a revolving door? Excessive personnel turnover is not only unhealthy for the ...
Create a profit power house align sales with marketing to maximize ROI.(return on investment)
May 01, 2009; ... "I don't understand it. We're spending more on marketing, but not getting real growth in sales." Dick Jerrod, president of the company, frowned as he addressed his management team. They were gathered in the conference room. Sherry Martin the CFO spoke up first. "We should look ...
Forget the economy - 3 ways to boost sales now.
May 01, 2009; ... Making 2009 the best year in sales is easier than you may think. Many companies are having a good start and are not choosing to participate in the "recession." They are not using blind optimism; rather they are choosing to take control of their company's economy. The economy between your ...