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The Four Factors of Small Business
We can banter back and forth about numbers and sales approaches for hours, maybe even days, on end and never reach a general consensus as to what the absolute best approach is. True there are many tactics in small business that have worked over and over again, but the real thing boils down to proper management and these four simple rules:
5 Tips to Improve Your Sales Approach When Recognizing Prospects
How do you recognize a prospect or what I prefer to call a potential customer? These 5 tips may help both improve your sales approach and increase sales.
From death of a salesman to the birth of a partner
In this article Keith will look at some of the essential differences in attitude and skill between successful sales people of yester-year and those of today.
How to Put Consulting into Consultative Selling
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.
Sales Force Alignment with Market Strategies
Most companies differentiate between inside and outside sales; domestic and international sales; products and services; equipment and consumables, etc. But if you are into breaking down processes, approaches, market strategies and positioning, there is more to it than these obvious differentiators...
Activity Based Planning
Selling is both an art and a science. To put it another way, a sales person’s skills determine their level of artistry at selling and their strategic planning provides a scientific platform for their sales activities.

The IT Sales Model is Broken
We are in the midst of a genuine revolution in the way I.T. sales are made. At the heart of this revolution is the issue of competing on value. In many cases, the differences between traditional sales approaches and value-based selling appear to be subtle, but in fact, they are profound, requiring changes in strategy, corporate culture and selling skills. Today’s markets are characterized by rapid commoditization, and it is seldom possible to compete on the basis of product features and benefits for any length of time, if margins are to be maintained or improved. Increasingly, the question being posed to suppliers, by their most important customers is – “How much better off will my company be if I buy your product/service or business solution?”

Email Marketing for Complex Sales Cycles by Winton Churchill
Direct mail and email marketing have gotten a bad rap for many years. But, when the email marketing is executed properly, the results can be fantastic. That is the sort of email marketing that Winton Churchill talks about in this book. It’s not just a simple email being sent from time to time, but it is an email system that gets definite and positive sales results for your business.

How to Handle Objection When You Cold Call
We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conversation. Most of us have been trained to overcome objections during our cold calls, and keep moving forward. The thinking is that if you’re persistent enough, then you’ll make the sale. In other words, we’re supposed to bypass people's objections and concerns because we’ve already decided for them that they should buy what we have to offer.

Other sales approaches Related Articles

Stay With It!
When working with sales professionals to help them move from order-taking, operational mindsets into successful proactive sales approaches, sales trainers find that these people go through stages that loosely resemble the four phases of learning.
The A to Z of Small Business Sales Sales Process Implementation
The article examines the nature of change and then outlines two approaches for implementing a Sales Process.
Don't Fake An Orgasm
In Consultative Sales Approaches, we're taught to say and do things that can backfire on our success. Learn how to be authentic and watch your sales grow.
Selling Techniques with NLP
NLP has become one of the most popular new approaches in the world to enhanced performance, and is being used in one form or another by most modern sales and management training programs.

Sales Force Alignment with Market Strategies
Most companies differentiate between inside and outside sales; domestic and international sales; products and services; equipment and consumables, etc. But if you are into breaking down processes, approaches, market strategies and positioning, there is more to it than these obvious differentiators...
Just How Important is Preparation to Sales?
Jim believes that you must know everything there is to possibly know about a potential customer or client, perhaps even more than they know about themselves. My theory for preparation revolves more around a salesperson's ability to be strategically and tactically prepared for every imaginable scenario that could occur in a sales meeting and cycle. Both of our approaches depend on the salesperson being prepared to ask good, tough, timely questions. If your salespeople combine those two approaches, they would be unbeatable.
Marketing and Sales Approaches - Hunting vs. Fishing.
A brief visual comparing two very different approaches to sales and marketing.
Personal Achievement or Spiritual Evolution: Can you have both?
In the world of personal development, there seem to be two distinct camps. Both approaches seem to lead to the same thing -- happiness and INNER PEACE. Is one approach, more effective than the other? How can we make sense of the sometimes contradicting approaches?
Fear Factors in Small Business: Sales & Marketing
Generating new sales is often the most difficult and challenging jobs for small business owners. That shouldn’t be a big surprise, generating new sales is the most difficult and challenging tasks faced by big business as well, which is why they spend billions of dollars every year trying new sales processes, new sales techniques and different customer relationship management approaches.
Traditional Budgeting vs. Beyond Budgeting: Three Core Differences
Reviewed are two fundamentally different approaches to the budgeting process, Traditional Budgeting and Beyond Budgeting. The article addresses the general approaches, challenges and benefits of each approach.
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