Archive for January, 2009

Boost Your Sales Commissions 5 Negotiating Tips to Increase Your Deal Size

January 31, 2009
By Mike & Joe

Getting the Most Dollars Out of Each Sale How To Avoid Getting Chewed Up in the Negotiation Process Your negotiation skills will make or break you as a sales professional. Even if you make more deals than anyone else in your company, if your deals are negotiated poorly, you will perform poorly overall. At the end of the...
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Posted in Negotiating | 3 Comments »

Six Steps for Planning a Sales Performance Turnaround

January 23, 2009
By Mike & Joe
Six Steps for Planning a Sales Performance Turnaround

The Manager’s Guide to a New Sales Territory Plan If you are a sales manager who has just been assigned to a new sales territory, it is crucial that you act quickly to turn performance around. When a sales territory is assigned a new manager, it is almost always because the old manager had been...
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Posted in Planning, Sales Management, Territory | No Comments »

How a Down Economy Alters Customer buying Philosophy

January 16, 2009
By Mike & Joe

Get Inside Your Customers’ Heads Understanding your customer is always key, but it is never more important than when you are selling in a down economy. Improve your sales territory planning by getting hip to changes in customer philosophy that accompany recession-time business. During a recession, salespeople need to recognize the changes that occur in customer...
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Posted in Selling in a Down Economy | 7 Comments »

Turn Off the TV Get Out and Sell! A Sales Plan for a Down Economy

January 6, 2009
By Mike & Joe
Turn Off the TV Get Out and Sell! A Sales Plan for a Down Economy

During tough economic times like these, salespeople tend to let the following three thoughts dominate their minds: 1. All of my associates or employees are plagued by recession blues. 2. The news media is constantly moaning and groaning about the doom and gloom status of the economy. 3. To top it off, my customers are getting sucked...
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Posted in Selling in a Down Economy, Your Sales Plan | 4 Comments »