Articles for Sales Management Professionals

How much value are you and your team getting from your lost sales? What are the current processes you have in place to debrief, learn and adjust your selling processes based on what you learn from each loss?

How proactive is your team’s support of these buyers? How are you monitoring your buyer’s inventory levels? How are you reminding them when it’s time to reorder? And, if you sell equipment, how are you maintaining their equipment maintenance and service levels?

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!