Articles for Sales Management Professionals

Are your sales reps successfully selling against their low-priced competitors by selling to the “FUD Factor?” The “FUD Factor” is an old selling concept that stands for FEAR, UNCERTAINTY, and DOUBT. How is your team selling against a lower-priced competitor who likely has less quality, lower service, but a much cheaper price?

Is your sales team taking full advantage of their competitive selling opportunities by asking your satisfied customers for testimonials?

Wondering how you can define your market focus, selling philosophy and brand to give you the differentiation and uniqueness that can redefine your position in the market…and significantly increase your profitability and success?

Join me as I share how you can help your sales reps deliver more persuasive and effective PowerPoint presentations of why buy from you…so they can sell even more!

Join me as I talk about how you, as the leader of your sales team, can help break the common sales habit of “Ready – Fire – Aim”… so they can sell even more! 

Long-term success in selling has been proven to be based on continually growing your annual sales volumes. There are two ways we can accomplish you making your numbers for the year…improve your selling effectiveness as well as improve your selling efficiency.

Join me as I share how being more behind the scenes with your leadership can create an even stronger and more effective sales team…so they can sell even more!

It's time to get back to selling as a part of the job now that inventory levels have stabilized and buyers have more competitive choices. What can your team do to do more prospecting looking for new opportunities?

Are your sales reps challenged selling a higher priced, higher value solution to your buyers? Then this is a great video to show at your next sales meeting to start a discussion…so they can sell even more!