The Highest Form of Persuasion Revealed

Influence is a key element in mastering the techniques of Magnetic Persuasion. Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character, not your maneuvers. Persuasion is what you do or say, but influence is who you are.

Sales Management - What's Involved? Part 1

What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.

Employee Management: How Do You Want To Be Treated?

Understanding how people want to be treated by their manager will help you become more affective as a leader. Here is a list of things all employees have in common when it comes to how they want to be treated.

10 Tips to Increase Your Referral Ratio

It’s good to possess great cold calling skills, but it’s great not to have to use them. Here's some 'Grass roots' tips to warm up a sales Prospecting call.

How to Develop a Master-Planned Sales Plan

If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business.

Sales Manager and the Phone Book Prospecting Trick

You know there are still some sales managers out there who instead of insuring proper amounts of qualified leads for their sales force will instead throw a new salesman or woman a darn phone book and say good luck, there is the phone? Oh great the new salesperson thinks.

Sales Management by the Numbers

Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don’t keep track of the vital numbers to make the analysis.

Your Sales Team Must Leverage Your Brand to Sell More

If you are a sales manager then it behooves you to leverage your brand name to sell more and your sales team needs to understand this and use this to their advantage. This is where a good sales manager can really make the grade and increase the company’s sales.

Sales Management Tip #9; Do Not Let Your Sales People Act Like Children

As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world

Business Lead Lists

Business lead lists can be classified into a number of categories. They can be based on the various characteristics of the customers, such as age, sex and education. They can also be based on the geographical and other characteristics of the markets.

Top Ten Strategies Large Corporations Use Against Small Businesses & Their Countermeasures

Time and again we have heard the story: a small business is doing well then a huge corporation moves in and takes over their trade. Does it have to be this way? Is there some way the little guy can win against their giant adversaries?

Sales Management and Managing Sales

For those engaged in sales management and trying to control a group of self-starter type sales people you can just imagine how hard it is. In all the commotion, chaos and controversy they have to manage in shear terror of handling all that is coming at them.

Positional Authority

Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S. President, or a police officer.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 2

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

Engineers Hiring Sales Reps

The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise. Particularly in the startup phase, senior management has often come from a technical (or at least not sales) background. They know that they need a sales force (usually!). But they’ve certainly never hired them before. Or if they have, it's not been successful. And truth be told, technical founders often don't have a high opinion of the sales profession. They may think sales looks like an easy job that anyone can do.