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10th of the Top 10 Kurlan Sales Management Functions
Sales managers tend to be very challenged in the area of tactics. There are two varieties of sales managers...more
Lead Generating
Lead generating has to be the cornerstone of sales these days. Without it we’d all be making cold calls, one after another in hopes of finding someone interested in our products or services. The supposition behind lead generation is that there is already an interest in place, which makes the sales person’s job a whole lot easier. But what are lead generations exactly and how do we get and incorporate them?
7 Secrets for Sales Success
Sales professionals sometimes make the simplest mistakes that keep them from being successful. This article identifies 7 simple things you can do to dramatically increase your success in sales.
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!
Sales Coaching - Are Sales Managers Any Good at This Function?
I've written extensively about sales coaching before. Yesterday, a fairly typical day, I coached 4 different sales experts and 2 clients on how to more effectively coach salespeople and sales managers. I have noticed that most sales managers believe that they're fairly good at coaching when, in reality, most of them are very ineffective at it. Why?
The Magic Bullet of Marketing
Marketing on a local level must be a process. Almost all of the restaurant owners, operators and managers I work with in the trenches discuss marketing as an "event" or a "series of events", designed to produce instant sales and instant gratification. They search for the magic bullet. The promise of this magic bullet comes as a trojan horse from the advertising sales reps that hammer them with terms like "saturation", "shelf life" and other such sales tactics. Sometimes the magic bullet suggestion comes from an advertising agency hired to boost sales quickly. These agencies like to throw around concepts such as "branding" and "image building." These magic bullets begin to get expensive. And any results that come in are very short-lived. Eventually the truth sets in...you can't purchase a magic bullet for marketing your restaurant,no
Are You iCurious?
How Your Search For Knowledge Will Give You the Business Edge.
Attack!
Why Going on Defense Is NOT an Option.
Security Alarms are Sounding!
How YOU Can Become a Financial Closer.
Summer Lovin' Happened So Fast...
Disclaimer: Before reading Brian Sullivan's "Lessons from Danny Zucko," it is necessary that you have seen the movie Grease at least two times. If you have not, please close this article immediately as its contents will make absolutely no sense to you. If you have seen the movie more than eight times, than there is absolutely nothing I, or my articles can do to help you. Your problems run much deeper.
Back to School!
Five Homework Tips to Make You a Best-in-Class Salesperson
Lessons from Bonnie St. John
How YOU can champion even the toughest of setbacks.
“Bored” Room Meetings
10 Tips to Making Your Business Meetings Worthy of an Audience.
Sales Candy: How Too Much of a Good Thing Can Make You Sick
When saying less can help you say more.
PRECISION-Guided Leadership
How to Move Your Team With Purpose…On Purpose.
Seek Happiness, then Deliver Ecstasy
Why Providing Solutions for Your Prospects is NOT Enough.

Dancing With the Stars
Why it Takes Two to Tango in Medical Sales
Discounting is For Wimps
Three Tips to Creating Higher Margins and Happier Customers

Enjoy the Holiday Season... because Mayhem is Just Around the Corner
Want to increase your profits by thousands in the new year? This is your guide to fufilling your resolutions.
Fasting and Feasting
Your Classroom Exercise to Creating a Business and Life Mentality that Keeps You On Top.

Existing Relationships
How to grow your business WITHOUT the cold calls.
Oprah's Was Steamin' Mad
How One Man's Credibility Broke Into a Million Little Pieces.

Are You a
Here's how to stop being a sales gamble and start serving as a "five-star" vending machine.
Kid Business
Three Tips to Accessing Whatever and Whoever You Want.
Gold Medal Selling
How the Formula for Beating the 1980 Soviet Hockey Team Can Help You Beat Your Biggest Competitor.
Life Through Ben's Glasses
How a Man Saw Things in an Amazing Way.

The Love Index
Why You Can’t Sell Anybody Unless You Love Everybody.
Making Momma Proud
Three Tips to Becoming Your Customer's Favorite Rep

Pride and Progress
Lessons from Great Leaders.

Monkey See, Monkey Do
How Your Attitude and Actions Affect Your Customers.
“Hard to Get” Selling
How Indifference Can Often Make the Difference.
Lessons on Excellence
The Road to "the Top" comes through constant practice and is paved by the pursuit of excellence. Remember, mediocrity is miles from excellence. Mediocrity is easy, unnoticed, uninspiring, and boring. Excellence is difficult, visible, inspiring and fun.
Name That Brain!
Tips to Sharpening Your Mind And Memory.

Viral Attitude
How to Serve Right/Learn Right

Your Legacy Begins Now
7 Steps to Creating a Footprint to Be Proud Of.

Timeless Tom
How to Be a Sales Champion at Any Age!
Shut Up and Listen!
Smashing Two Dangerous Sales Myths.

Selling and Presentation Tools
Don't bore your audience to death! Brian gives insight on manufacturer rep's top questions for delivering creative and successful presentations.
Problem or Not the Problem?
"The problem is not the problem, it is another problem." -Dan Burris Leading Business Strategist and Technology Expert

Online Business Success: Advisory Board Primer (Part I)
Would you like to have industry leaders give you FREE business advice on a regular basis? Read this article and learn all about the power of advisory boards.
Dell Resorts to Questionable Sales Tactics to Drive Revenue
Today, I received an email from Dell showcasing their latest ill conceived scheme to generate revenue. I really have to question their thinking because when you see it you'll start thinking about all of those Yellow Page advertisers that send confirmations for ads you didn't place...
Are You Giving Away Your Profit?
Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.
Creating A Successful Online Sales Strategy
You have a website, and perhaps you're even a professional salesperson, and as such you know that the best way to sell someone something is face-to-face, but have you seen the price of gas lately? So whether your customers are local, national, or international, the cost of getting to them is just too darn high to make any money. You could call them on the phone or email them, but with voice mail, spam filters, and all manner of gatekeepers, it is literally impossible to get to people, even when they're waiting for your call. It's never been easy to sell, but in today's jaded, cynical, frustrated business climate, the job is even harder.

First Sell What the Customer Wants; Not What You Want to Win More Sales
Keeping the sales tunnel or what others call funnel full is a never ending challenge. Yet, many sales professionals still attempt to sell what they want to the customer and fail to sell what the customer wants. This behavior ends up making the sales professional work harder and not smarter not to mention upsetting many potentially qualified customers.
Stress-Free Selling® - Hot Buttons Ignite... How do you find them?
Hot buttons are words, phrases and concepts that are especially meaningful to Prospects. For example, an audio person might better relate to "I hear what you're saying," and a visual person to "I see what you mean." Though the difference is subtle, it is exactly these kinds of subtleties that makes sales, heck, life, easier and stress-free. You're an insider when...
Top 5 Reasons Why the OMG Sales Assessment is More Predictive
I was asked why Objective Management Group's (OMG) assessments are so much more predictive of sales success and future performance than behavioral styles assessments and personality assessments. There is more than one answer to this question and I'll try to explain the top 5 answers...[read more]

5 Great Sales Tips - Increase your sales success today!
It is really easy to get overwhelmed by all the sales tips and suggestions available to us today. These five tips are not for the meek, if you are really serious about improving your sales take these seriously and you will get results. Ironically most people have negative associations with sales, why not change it around. Sales in fact, are FUN! Take these tips and see how much fun you can have. After all, success is ALWAYS fun.

Other sales tactics Related Articles

Improving Sales through Strategic Sales Compensation Planning
Two of the most common questions at sales conferences are "How do you pay your sales people?" and "How can I get my sales people to be more productive?" Your sales strategy, tactics and goals should be the biggest determinant of your sales compensation plan, and the best single way to operationalize your sales strategy! Commissions and incentives have one function only; to reward the sales behavior that helps you reach your goals.
Three Ways to Increase Sales
It seems that everyone is loaded with ideas on how to increase sales (so why shouldn’t I join the pack too?) Some of these ideas have to do with marketing tactics. Others deal with selling skills. And yet others have something to do with the phases of the moon and sacrificial goats. Most of these ideas are good and work to one degree or another. I, however, want to discuss three blatantly obvious tactics that may have alluded you.
Counter your Customers’ Negotiation Tactics
Be prepared for customer negotiating tactics by determining your response before your sales call. Don’t be blindsided into giving away something you did not intend to. Your customers may attempt to improve their outcome at your expense (lose-win). Negotiating tactics tend to turn the focus away from legitimate negotiable items and ask for concessions based on irrelevant issues. Sometimes negotiation tactics are used unconsciously (see example below). Tactics have persisted and are touted in some negotiation books and training workshops because they are effective at least in the short-term. Their long-term effect is to hinder relationship building because your customer does not want to feel that you are taking unfair advantage.
9th of the Top 10 Kurlan Sales Management Functions
#9 - STRATEGY Strategy comes in several forms and is required in different dosages depending on the position. For example, a line level sales manager may be more concerned with call strategy while a Worldwide VP Sales may be more concerned with market strategy. At the VP level, strategy is far more important than tactics while at the sales manager level, tactics are more important than strategy.
10 Web Marketing Tactics That Stand Out I
Web marketing tactics are a scheme that would help you demystify internet marketing. The objective of such tactics is to increase your profitability. This is accomplished through increasing the number of your web visitors, which in turn, increases your sales conversion.
Closing Challenges & The Buyer Engagement Process
Buyers are savvy. A buyer’s purchase process and tactics present a number of closing challenges for sales reps. Sales reps that understand buyer tactics and negotiation methods are in a better position to implement the buyer engagement process.
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!
Internet Marketing Tactics That Really Work
I'm always looking for great Internet marketing tactics since I run my own Internet business. I often come across a great deal of different tactics that are available. It is better to start out with tactics that have been successful for others in bringing in great results. I believe the four tactics that I listed is the most effective ones.
Tracking the Return On Investment of Your PR Campaign
There's an old sales adage that says "People buy from people they know, like and trust," and public relations (PR) is one of the most cost-effective ways to build the awareness, goodwill and credibility that help influence buying decisions. Not that we would suggest that small businesses use PR to the exclusion of all other marketing tactics, but a healthy dose of PR, combined with a little advertising, direct mail, or other tactics, can provide a big sales boost for many small businesses.
Sales Strategy and Tactics - Thoughts from the Super Bowl
The problem I observe most frequently is when sales leaders and sales managers do not take ownership of their respective responsibilities for strategy and tactics. We see sales managers unaware of what their salespeople are doing, where they are doing it, and who they are doing it with. We see sales leadership unable to get sales managers aligned on strategy, messaging, targeting, pricing and expectations.
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