Recently added articles from American Salesman:
Ideas that hinder sales performance: all customer contact must go through me.
Sep 01, 2009; ... It's a common mindset. The field sales person wants every communication with the customer to go through him/her. In other words, instead of calling customer service with a problem, the customers are instructed to call the sales person first. Instead of calling technical service for a ...
Customers for life!(developing lifetime relationships with customers)
Sep 01, 2009; ... The most successful companies place great value on developing lifetime relationships with their customers. In today's competitive marketplace, they are aware that their customers are aggressively prospected and their loyalty cannot be taken for granted. Customer focused companies recognize ...
8 ways to get serious about making sales in today's economy.(List)
Sep 01, 2009; ... Stunned. Confused. Shocked. These three words describe the reaction of countless salespeople to the dramatic drop in their numbers. All of a sudden they hit a wall and don't know what to do. Riding on a record of closed sales, a competent insurance producer didn't know how to ...
Running effective sales meetings.
Sep 01, 2009; ... Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team ...
Qualifying: what is it?(effectively qualifying a customer )
Sep 01, 2009; ... It's Tuesday and I'm meeting with an executive for a large equipment organization. It's an interesting conversation, as it's indicated the sales force is very busy with customers wanting equipment, managers are even asking for more bodies to handle the volume of calls and customers. Sound ...