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What Makes a Successful Sales Manager? New to Sales Management – My First Week as a New Sales Manager Following on from my first day as a newly promoted sales manager when I discovered 80% of the team was under performing plus I discovered that the four telemarketers were in competition with the sales people […]
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What Makes a Successful Sales Manager? New to Sales Management – My First Day Do you remember the day you were promoted into sales management? It was 1982 – boy, it makes feel old now but I thought I had arrived. Whooping and hollering with glee on the way home at the wheel of my […]
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Are Your Sales and Marketing Aligned? By Colly Graham, www.salesxcellence.co.uk How many businesses have their sales and marketing aligned? Are your sales and marketing aligned? A hundred years ago the term marketing was unfamiliar. Sales were the only game in town and it incorporated everything we now call marketing. The Chartered Institute of Marketing was originally […]
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What is the Future of Training? “Trying to predict the future is like trying to drive down a country road at night with no lights while looking out the back window.” Peter Drucker In the film Glengarry Glen Ross, Alec Baldwin epitomises the style of sales training that has been around for many years. Research does […]
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Sales Training – Reframing and Pre-empting Objections Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting […]
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