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Articles on Sales Strategy, Sales Management

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

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.
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.
Using the Right SMB Sales Approach
by Kendra Lee, President, KLA Group
You can employ multiple sales approaches in your SMB accounts
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.
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.
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
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.
Stop Traditional Based Selling & Focus on Consultative Selling Now
by Bill Brooks, CEO, The Brooks Group
The secret is to keep a constant flow of fresh leads without losing track of any of your current prospects and customers.
Try Before Buy
by Lee Salz, President, Sales Architects
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business
Are There Best Practices for Salespeople?
by Dave Kahle, The Growth Coach®
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually develop their own style, this myth implies, and that will bring them the maximum results.
Are Your Salespeople Stupid?
by Scott Santucci, CEO, BluePrint Marketing, LLC
Come on, admit it.  It
Frustrated with your company's inability to develop new customers? Try a sales blitz.
by Dave Kahle, The Growth Coach®
A sales blitz has the advantage of focusing the entire sales force on a specific task. That alone will bring you far greater results than if you'd just left it to each salesperson to do on their own.
What's The Plan?
by Lee Salz, President, Sales Architects
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
Selling To Purchasing Managers
by Bill Brooks, CEO, The Brooks Group
Here are the five strategies to help you sell more effectively to purchasing managers
Selling To Entrepreneurs
by Bill Brooks, CEO, The Brooks Group
Here are the five strategies to help you sell more effectively to entrepreneurial buyers
The Secret to Overcoming the Price Objection
by Lee Salz, President, Sales Architects
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all?
Fine in the Past
by Dave Kahle, The Growth Coach®
Are you hindered by formerly effective sales & marketing policies?
Managing Your Most Valuable Asset...and You'll Be Surprised at What it Is!
by Bill Brooks, CEO, The Brooks Group
Did you know that the chances of making a sale to an existing customer are seven times greater than the chances of making a sale to a new prospect?
"Do's" and "Don'ts" of Dislodging a Competitor
by Bill Brooks, CEO, The Brooks Group
Dislodging your competitor is going to be a long-term, strategic process that requires persistence, patience, and more than a little creativity.
"We Need More Leads"
by Bob Washburn, President, WashburnGroup
While on the phone with a software company CEO, I asked him to comment on his most critical sales issues. He replied "We need more leads"
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