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executive sales Tagged Articles
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The Sales Meeting Agenda
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| The impact of having a sales meeting agenda. |
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Always be Qualifying
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| The importance of qualifying throughout the sales process. |
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Financial Skills Selling
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| The value of having the ability to read an organization's financial statement to identify areas in which the company may be struggling. This gives one the ability of knowing in advance, what areas need to be worked on. |
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Differentiation is the Key
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| The importance of looking for ways to differentiate oneself from the competition. |
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Effective Negotiating
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| Reviewing different models that help in both negotiating and overcoming objections when dealing with prospective buyers. |
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Setting the Presentation/Proposal Meeting Date
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| A quick view and advice on the difficulties associated with the timing and timeframe of proposals. |
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Activity/Activity/Activity
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| An overview on how to set one's own activity level with regards to sales. |
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Are They the “Real” Decision Maker?
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| Keys to finding the "real" person making the decisions. |
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Are you a Leader or a Follower?
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| Positive aspects of the current social and networking abilities. |
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Handling Objections in Today’s Sales Environment
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| Methodologies on how to handle and identify obstacles and objections with regards to the sales environment. |
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Presentations - Easy as 1 - 2 - 3
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| A view on the simplicity that can be associated with the word presentation. |
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Professional Presentation Skills
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| Simply going through the process of a presentation and its relative simplicity. |
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The dba of a Professional Sales Person
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| This article highlights the "doing business as" a Professional Sales Person |
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The Diary of a Mad Sales Person
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| Finding a working balance between the selling and administrative sides of the aisle. |
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The Difference Between Winning the Deal & Losing the Deal
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| Items that cause the difference and the result the comes from it. |
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The Sales Meeting Objective – Is It Mutually Beneficial?
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| Being sure to define the benefits associated with the products and services that will impact the businesses involved before the meeting takes place. This is done through various asepcts including, but not limited to increasing revenues, decreasing business expense, improving productivity, enhancing marketing, improving technology capabilities, improving security protection. |
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The Value 2 (Squared) Equation
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| The importance of showing value to both the buyer, and the buyer's end user: Value 2 (Squared). |
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What is So Wrong with Selling on Price?
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| Problems associated with selling on price. |
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Wireline vs. Wireless
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| Importance associated with the sales process. |
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Shoes / Watch / Grooming
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| The importance of the three to the potential buyers in the marketplace. |
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"Lazy Sales Professional" - An Oxymoron
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| A look at how much work goes into being a sales professional. |
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Managing the Sales Territory Effectively
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| Different methods of effectively going through and seeing where changes are necessary with regards to territory management as well as noticing what has been successful. |
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The Proposal Document
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| A simple overview on a few pointers for proposals. |
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The Close
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| Just a quick look at a few different closing techniques with regards to sales. |
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Establishing Your Sales Objectives
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| A simple process of establishing ones own sales objectives. |
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Why Benchmark?
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| A good number of reasons for benchmarking and making substantive points with potential clients that are not always too forthcoming. |
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Sales Interview Questions from a Sales Coach
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| I have posted interview questions for various sales positions below. These questions will be helpful when interviewing a sales professional of any level. Example position titles that these interview questions may be helpful for are:
Sales Representative, Sales Executive, Account Manager, Account Executive, Sales Manager, District Sales Manager, Regional Sales Manager, Director of Sales, VP of Sales. |
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