Articles on Sales Strategy, Sales Management

Learn sales strategies, effective sales management skills, read articles from these SalesVantage.com contributing authors.

Is Integrity a Sales Strategy?
by Dave Kahle, The Growth Coach®
I believe it is such good business that sales people should adhere to a no-exceptions policy of maintaining absolute integrity.
Selling Today - Some Things Never Change
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
Once you have determined your prospect list there are many ways to contact your prospects.
Winning complex sales - the fundamentals are more critical now than ever!
by Richard Ruff, Co-Founder and Principal, Sales Horizons
There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening; to competencies like: identifying and qualifying leads. 
Are Minorities Ruling Your Sales Decisions?
by Kelley Robertson, President, The Robertson Training Group
Here's how this reaction by a few people affects your sales decisions.
Medical Device Team Selling
by Janet Spirer, Co-Founder and Principal, Sales Horizons

Team selling is a challenge in every industry. In medical device sales, team selling is critical.

Medical Device Sales Reps Must be a Competitive Advantage
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Underlying successful selling are medical device sales people who acknowledge the strategic importance of selling value.
11 Golden Rules for Lead Generation that Works
by Stephanie Tilton, Ten Ton Marketing
Effective lead generation requires strategic planning, a well-considered process, and continual attention.
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.
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.
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
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.
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
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.
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.
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
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.
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.
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.
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.
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."