Selling Is A Performance Art

Popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, spent one remarkable day in the vacuum cleaner business, learning a very valuable lesson about sales performance.

Smart Managers Promote Sales Rivalries

According to popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, few things can raise the productivity of a sales team like a cleverly planned interpersonal rivalry.

The Danger of Success

Sometimes success makes us forget the skills we used to acquire it. Then as time goes by, when we need that skill once again, it has atrophied to the point where we can't do it anymore. That can be disasterous.

Persistence in Prospecting is Simply the Aerobic Training of Sales

Long Slow Prospecting is to sales what Long Slow Distance is to Triathlons. The more you train, the better you get, so you can train harder and enjoy more success.

Sales Managers: Get Your Team Up For The Game!

Customersatisfaction.com President, customer service and sales coach, and popular speaker, Dr. Gary S. Goodman, says its the duty of every sales manager to get his or her team psyched-up for the game. This radio and TV expert commentator, reveals just how to do it, time and again.

Breaking the Financial Justification Logjam

Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a way to break this logjam’. You feel just as stymied as your sales representatives. You wonder what moves to make and how to do them. Maybe a new (or revisited) approach is in order and an additional step or two needs to be taken.

Sales Cycle Reduction Equals Sales Acceleration

What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it…which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.

Sales Citizenship

Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social skills.

What's on The Menu Today?

A restaurant is good example of a “company” that is dealing with the dynamics of consumer demands...The next question is; what is on the menu? This is a question all sales organizations are dealing with...

How to Get the Most Out of Best Sellers

Each product category in your store has a best seller. This product will not necessarily be the cheapest or lowest gross profit item, but it will be the favourite product purchased by your customers in that category. You can use this to your advantage if you introduce some simple management strategies...

Persistence at the Start Really Pays Off

We all have a tough time Prospecting. It is especially difficult to begin a prospecting process when you aren't used to it. Persistence at the beginning of any prospecting program is critical tot the success of the program.

Game, Set and Match

Hunting for prospects is a sales role, narrowing the focus of the hunt for sales to match the business profile is sales managements role. Maintaining a focus on the ideal profitability characteristics for salespeople is critical to success in any businesses sales program.

5 Keys to Building a Dynamic Self-Management Sales System

Can you diagnose your business on a 'Single Sheet' of paper? Here are some key steps to help identify your essential competencies and performance metrics. Because numbers don't lie.

5 Bad and Lousy Words You Should Never Say In Your Sales Letter

Have you ever wondered why you still haven't made any sale even though your product is truly one of a kind? The failure is in your salesletter itself. Find out the secrets to increase the sales power in your salesletter.

5 Tips for Finding Your Core Competencies

Imagine if during an interview process, you could tell a sales recruit what sales performance competencies are needed and measured... and what levels are necessary to be successful at the sales poistion being considered. All based off of real performance numbers and average benchmarks. Before you can do that, learn how to boil the fat off of mere sales activities and define what legitimizes a 'Sales Competency'.