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|
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|
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|
can employ multiple sales approaches
in your SMB accounts
|Shortcuts to the Decision Maker|
may be tempted by some of these strategies but, there are no shortcuts to
integrity and persistence.
|Hidden Secrets to Crack the Voicemail Gatekeeper|
Ten great ideas to break through and connect with the person you simply must speak with.
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|
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|
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|
In the service and technology industries, it is not uncommon for
prospects to request pilot programs before committing their full
|Are There Best Practices for Salespeople?|
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?|
Come on, admit it. It
|Frustrated with your company's inability to develop new customers? Try a sales blitz.|
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?|
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|
Here are the five strategies to help you sell more effectively to purchasing managers
|Selling To Entrepreneurs|
Here are the five strategies to help you sell more effectively to entrepreneurial buyers
|The Secret to Overcoming the Price Objection|
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|
Are you hindered by formerly effective sales & marketing policies?
|Managing Your Most Valuable Asset...and You'll Be Surprised at What it Is!|
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|
Dislodging your competitor is going to be a long-term, strategic
process that requires persistence, patience, and more than a little
|"We Need More Leads"|
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"