Sales

I can't believe how expensive you are!

07 Nov 2013 | Chris Merrington

When clients challenge your price it shouldn't come as a surprise. You should have anticipated it and prepared how you're going to respond. So here are some strategies to handle their objections without an awkward silence.

Avoid the traps of a first-line sales manager

09 Aug 2013 | Graham Scrivener

Being a great sales manager is a balancing act, with many different roles and responsibilities. But focusing on high-value activities, the highest of which is people management, is critical to success.

New year, new thinking

11 Jan 2013 | Phil Shipperlee

Many of those selling products or services found 2012 a tough year. Positive conversations led nowhere, prospects never followed-up and decisions were never made. So this year, try to do the same things differently and so some different things as well. The market has moved on, so you must too.

Five ways to help your sales team

27 Nov 2012 | Dan Bobinski

Selling is wrought with failure, rejection, and frustration. That's why your sales team needs to be nurtured, encouraged and supported. It might take a little effort, but remember, if your sales stop, so does your business.

The many hats of a micro-business owner

21 Feb 2012 | Dan Bobinski

In my view, micro-business owners are the backbone of the world. If you run a micro-business, you carry a heavy burden and wear a lot of hats. Knowing which hats are the most important for you - as well as how to wear them - will save you a lot of headaches.

Those salesman nightmares

08 Jan 2008 | Bryan Alaspa

Being a salesman can be a tough job. You have to stand in front of potential customers and do anything and everything to convince them to buy your product. That means having confidence in whatever it is you are selling - which isn't always possible.

Firms neglecting their sales teams

21 Mar 2007 | Brian Amble

Despite the importance of an effective sales team to the bottom line, many companies in the U.S. are not adequately investing in the recruiting, hiring or training of this most vital of assets.

Time management the key to sales results

09 Oct 2006 | Brian Amble

When it comes to your sales people delivering profitable revenue growth, it's not how many hours they work that is the key to success, it's how intelligently they allocate their time.

The sales-marketing balance

19 Sep 2006 | Robert Heller

The battle between sales and marketing reflects a grave failure to manage effectively. Because if the two don't pull together for successful business development, the bottom line will be destroyed by the errors at the top.

Finding top salespeople need not involve a dartboard

18 May 2006 | Dan Bobinski

Finding top salespeople can be like searching for the sharpest needles - in a pile of needles. Many companies continue to hire on gut instinct, but without a good process you're likely to get poked a few times.

Sales reps most at risk from ageism

27 Jan 2006 | Nic Paton

They are best known for getting a foot in the door, and keeping it there, but when it comes to age discrimination, sales representatives are the most likely workers to lose out the older they get, a new survey has suggested.

Sales reps most at risk from ageism

27 Jan 2006 | Nic Paton

They are best known for getting a foot in the door, and keeping it there, but when it comes to age discrimination, sales representatives are the most likely workers to lose out the older they get, a new survey has suggested.

Cash still king for sales professionals

14 Oct 2005 | Brian Amble

Forget flexible working, sabbaticals or spa vouchers. As far as keeping your sales people motivated, the mantra for managers is still "show me the money".

Sales gives women a route to the top

28 Sep 2005 | Brian Amble

Women increasingly see the sales route as one of the best ways into top management, with two-thirds believing it gives them the same chance of progressing to a senior position as male colleagues.

Twelve ways to increase sales team effectiveness

20 Aug 2003 | Dan Bobinski

Sales is the name of the game for any business. Without customers, nothing happens and we all pack up and go home. What follows are some guiding principles for keeping energy in the lifeblood of your sales team.