Articles for Sales Management Professionals

Are you and your team maximizing your persuasive impact in the first 30-seconds of every sales call made by phone? 

What can you do to make sure you're not assuming “Experienced = Trained” with your team and that you continue looking for ways to refocus, retrain and re-impact your team?

Join me as I offer ideas to help you and your team break through this competitive swarm and to actually reach, connect and sell your prospects and buyers…so you can sell even more!

Trade show selling is an important way for companies to reach both prospects and existing customers. But too many make the assumption, because they have experienced salespeople, that their reps are also experienced in working trade shows. 

Do you find it surprising most organizations don't include their drivers in any kind of training or sales meetings, even though they're the ones spending the most time in front of customers? Your delivery and service team members can be a secret weapon to your team’s selling efforts. 

Today’s video discusses these three best ways to help your team increase their competitive advantage. When you can achieve all three, your team tends to sell even more.

Think a cleaner, and more organized car could also help increase both their efficiency and effectiveness by presenting a more professional and a cleaner image and a better place to work?

Today’s video talks about this lack of “Why I want to buy your product?” descriptions in most product literature and packaging. After all…the more your reps talk about why a buyer wants your stuff…the more likely your team can sell even more!

How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?”