Sales Management for C-Level Selling – 6 Steps to Make Your Sales People Better

How would you rate the skill level of each of your sales people?  What are you doing to improve each person’s skill level?  In other words are your sales people as good as you think they should be and if not, what are you doing about it.   Sales goals are made or missed because [...]

Sales Management — Selling and Business Development in the 21st Century

The marketing components that used to generate leads — product, performance, promotion and price — are no longer effective.  The tools for selling — lots of sales calls, lunches, golf and give-always — are expensive and inefficient.  In the 21st century, selling and business development require the following:   · Prospecting Using the [...]

Sales Management Training: Competitive Selling Skills

There are some more common reasons why competitive sales opportunities are lost — and specifically what you can do to win more often. These are the mistakes to avoid if you want to give your competitors fits. Here are the top four: 1) Your competitor understands the prospect’s needs better than you do. Sales management [...]