Learn sales strategies, effective sales management skills, read articles from these SalesVantage.com contributing authors.
First, the Sales Managers
by Dave Kahle, The Growth Coach®
It's the sales managers who have the greatest opportunity to help sales people unleash their potential.
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Who Wins the Battle of The Apps?
by Jim Kasper, President & CEO, Interactive Resource Group
Within sales organizations of all sizes, there are internal struggles
going on between IT departments, sales management and senior management
about which applications have priority and which do not.
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Is Your Sales Team Creating Real Differentiation?
by Tom Roth, President of Global Solutions Group, Wilson Learning Worldwide
In a world where it is very easy for competitors to quickly duplicate
even the most unique product features, it is still possible for a
supplier to create a differentiated offering through creating
individualized customer value competitors can't easily provide
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Cold Calling Isn't the Only Way to Get Prospects
by Kendra Lee, President, KLA Group
Not many sellers like cold calling. Unfortunately,
they think it's the only approach to prospecting, but it doesn't have
to be that way.
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The Best Way To Predict The Future Is To Invent It.
by Gregory P. Smith, President, Chart Your Course International
My clients expect me to know what is happening in the business world and advise them accordingly
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Use Testimonials to Attract Prospects and Win Sales
by Kendra Lee, President, KLA Group
Strong testimonials make prospects long to engage you - especially when
times are tough and companies are cutting expenditures. They see you as
the answer to their prayers.
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Strategic Selling Skills
by Craig James, Founder, Sales Solutions
Use great questions, and you'll unlock the secrets to winning your prospect's confidence, and with it the keys to his kingdom.
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Get Inside Your Prospect's Head
by Craig James, Founder, Sales Solutions
When it comes to making a major purchase, buyers' decisions are influenced by numerous factors, many of which are not obvious
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The Sales Person's One-Word Job Description
by Lee Salz, President, Sales Architects
Many feel that the sales game has changed, but in reality the economic
challenge has forced sales people to improve their skills and refine
their approach.
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Your Value is Like a Homemade Chocolate Chip Cookie
by Kendra Lee, President, KLA Group
If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.
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Succeeding in an Economic Downturn
by Jim Kasper, President & CEO, Interactive Resource Group
Economists are predicting a tough calendar 2008 fourth quarter and a
sluggish 2009, but our role in sales dictates that we need to attack
rather than react.
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First Steps to Effective Sales Planning
by Dave Kahle, The Growth Coach®
In order to be effective, salespeople must be focused and thoughtful
about everything they do. Activity without forethought and planning is
a needless waste of time and energy.
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What to Do When You Hear: "I Don't Have The Budget"
by Jim Kasper, President & CEO, Interactive Resource Group
You're ready to close! Then you hear the dreaded, "I really like what I see, but I just don't have the budget."
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Are You Selling to Customers or Clients? Know the Difference to Succeed as a Consultative Seller
by Kendra Lee, President, KLA Group
The terms may seem interchangeable, but for those who recognize the subtle distinctions, you may be leaving a wrong impression.
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Protecting Your Good Accounts from the Competition
by Dave Kahle, The Growth Coach®
Use any of these strategies and you will have enhanced your ability to protect your good accounts from the competition.
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Using the Right SMB Sales Approach
by Kendra Lee, President, KLA Group
You
can employ multiple sales approaches
in your SMB accounts
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Shortcuts to the Decision Maker
by Kendra Lee, President, KLA Group
You
may be tempted by some of these strategies but, there are no shortcuts to
integrity and persistence.
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Hidden Secrets to Crack the Voicemail Gatekeeper
by Kendra Lee, President, KLA Group
Ten great ideas to break through and connect with the person you simply must speak with.
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Promiscuous Prospecting
by Jill Konrath, President, SellingtoBigCompanies.com
Promiscuous prospecting does NOT work. It never has and it never will. Follow these guidelines to get out of the "More is Better" trap
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Creating Sales: The Secret to Finding Hidden, but Ripe Opportunities
by Jill Konrath, President, SellingtoBigCompanies.com
Traditional sales wisdom says that focusing on the low-hanging fruit is the fastest way to get business. I beg to disagree.
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