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About Me - What's In An Online Sale? Trust
The one thing that makes a big make it or break it difference to me in a site online is about me. What's in a site, what's in a sale. Its about building trust between a business and its clients/customer. Without this core value, you have nothing to grow on.

FREE isnt what it used to be
Email, is indeed free but free isn't what it used to be! No Sir, in the past, getting something for free was exciting, like winning, even though you didn't have to compete for it. "You can have this for free", usually meant, I like you and want you to feel special.
My Pipeline is full, but the deals aren't closing!
Salespeople that spend large chunks of valuable time and energy attending multiple pre-sales meetings, conducting 'needless' needs analysis and writing proposals at the customer's request, are more often than not left scratching their heads in a state of ambiguity and confusion.
Are your sales people living in false hope?
Salespeople that spend large chunks of valuable time and energy attending multiple pre-sales meetings, conducting 'needless' needs analysis's and writing proposals at the customer's request, are more often than not left scratching their heads in a state of ambiguity and confusion.

First Write-Off
Write offs are difficult to avoid. Most business, sooner or later, will see some expected income lost. Most of the time it is real loss, since you lost either billable hours or inventory. Although it is difficult to look at it in any good way, you may be able to find ways of making lemonade out of this lemmon.
TEN TIPS FOR TELEPHONE QUALIFYING SUCCESS
Using the phone successfully to market your products and services to potential new clients often requires you to navigate through a labyrinth of people to find the correct individual(s) who can provide the information you seek. Whether for pre-sales research or to determine who has the ability to acquire your products and services, here is a quick summary of proven techniques for achieving these objectives from Ron S. La Vine – CEO of Accelerated Sales Training, Inc. a Live Cold Calling Sales Training and Telesales Training Company.

Are your Customers Crazy?
Do your sales people sit back at drink o’clock on a Friday afternoon and share war stories of prospects and customers doing strange and unpredictable things? Are your sales people, more times than your Sales Mangers cares to admit, left scratching their heads as prospects seemingly operate by their own sets of rules, making it up as they go, with a complete disregard for the sales person’s best interests and good intentions? That being the case this next section is written for you, in an attempt to help you or your sales people demystify your customers and indeed potential buyers.
How To Generate Internet Income With Digital Information Products
One fast way to generate internet income is to start your own online business and sell products on the internet. Offering information products that solve problems is one way to do that. Here we will discuss a very popular way to make internet income.
Sales Productivity is All About Outcomes (so why focus on inputs?)
Selling business-to-business is all about outcomes (sell enough, and your commission will increase). Yet many companies looking to improve their results focus, today, on improving their inputs. B2B sales productivity requires a focus from beginning to end on outcomes. Sales efforts aren't productive if they don't yield sales and get prospects to progress towards sales. Proof of sales is dead easy. Proof of the latter is much harder. It's commonly based on what Rep have done and their impressions of their prospects' interests. Give Reps better, more precise, data on their prospects' interests, and help Reps (using this data) invest their efforts wisely, and their productivity will improve. Sales cycles will shrink. We've proven it.

Why discounting is bad for business
Discounting is a short term fix with long term consequences! While there is some disparity among experts, most say that even in the current marketplace, discounting can cause long term damage to your overall business success. According to www.sm.com.au, discounting is a costly strategy for retailers. While the book called, You Can Compete, suggests that discounting will double retail sales, most data points towards a business disaster. There are several successful alternatives to discounting that are available for your business.
What Everybody Should Know About Providing Great Customer Service
Without your customers where would you be? Think about it for a few seconds....go on!

Other pre sales Related Articles

UK Sales Coaching For Sales Managers - A 60 second tool
A fantastic 60 second uk sales coaching tool for sales managers and sales people. This will increase your sales force effectiveness and make you a better sales coach.
Sales Training for Entry Level Sales Representatives
Sales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training for sales reps can get your sales team on the same page and focused to obtain the strategic sales goals of the company.

Why hire a Sales Coach when I already have a Sales Manager?
Most companies already have a sales manager or person in charge of sales in some capacity, so why hire a sales coach? Many sales mangers are not trained in the subtleties of effective sales coaching nor have they developed the necessary skills and tools to be effective sales leaders. The most common way to hire a sales manager is to simply promote your best sales person. This logic suggests this person is the most qualified to lead the sales team based on their past sales achievements. This type of ‘promotion by necessity’ is common, but not commonly successful. In the process you may even lose your top sales performer when their leadership abilities fail to match their sales ability.
Increase Your Sales by Using Independent Sales Representatives
* Why would I be interested in using Independent Sales Representatives? * How does using Independent Sales Reps increase sales? * How does an Independent Sales Rep get paid? * What are the other advantages of using Independent Sales Reps? * Doesn't the Independent Sales Rep add cost? * Can Independent Sales Reps serve as distributors? * Why don't all Principals use Independent Sales Reps? * How many lines should an Independent Sales Rep carry? * Will my Rep help build my business -- or just be an order taker? * How much commission is the Independent Sales Rep customarily paid?

Achieving Corporate Sales Targets
Read our 8-page Sales Planning Guide to learn how to: Prepare for the Sales Planning Process Engage & Align with Marketing Understand your Customers & Markets Benchmark and Improve Sales Talent Examine Previous Sales Performance Forecast Future Sales Results Motivate your Sales Team Develop a Sales Support Function Monitor & Measure Sales Results
Is Your Sales Training Missing These Ingredients?
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

Complete Sales Reference Manual Now Available
This book includes contributions from 89 sales experts, covering every possible topic, including sales, sales management, sales 2.0, sales process, sales strategy, sales tactics, sales motivation, sales presentations, and sales psychology. It's more like a reference manual!
Tale of Two Clients - Sales Training! :) versus Saaaales Training (:
Here's an interesting comparison for you. Two client companies are on the exact same sales development time line. (Same time line but separate from each other - they don't even know about each other) Both of their sales forces went through sales force evaluations at the exact same time. Both of their sales management teams were developed at the same time. Both of their sales organizations received sales infrastructure help (sales process, sales pipeline, metrics, sales recruiting process, etc).
The Three Biggest Mistakes in Sales Presentations
The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. Without the sales presentation, there can be no sale. It is, then, the foundational step in the sales process. Everything that happens before is in preparation for the presentation, and everything that happens afterward is a result of the presentation. Alas, that is not the case. Left to learn on their own, many sales people make the same mistakes over and over again. Here are the three most commonly made sales presentation mistakes.

The Power is in the Question
Does sales management seem to be lost in the wilderness at your company? Was your sales manager your top rated sales person that you promoted based on sales performance? Did your sales manager ever receive any formal sales management training? Do you think your sales force needs to be more aggressive? Are you following best practice principles?

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