Sales Management Content

Isn’t it interesting how we sales types are always talking about our sales funnel–always predicting when something will ‘close.’ Yet, have you ever wondered why we have no discussion about whether they prospect is having meetings at their office talking about dates their problems will get solved? (Or when they plan on buying).
Why not?
Our sales [...]

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Jean Kesterson is the girls volleyball coach at Cathedral High School in Indianapolis, Indiana. She consistently leads her team to state championships in Indiana (3 so far).
I’m not familiar with her coaching strategy or philosophy–only that my daughter played in her summer camp last year. And watching Jean win the State 2008 Volleyball Championship reminded [...]

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If you’re looking for effective sales management training, keep reading. I considered charging $15,000 for this post, but decided to put it in the complimentary category. It’s my birthday, and I’m in a very giving mood.
Question 1: Can you name the best sales manager you’ve ever worked for? Likely you can name him/her without thinking. [...]

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But I will and the question is: Are we working on the Right Problem when we devise comp plans?
I get all sorts of RSS feed on sales compensation, including the latest from www.gotomarketstrategies.com Good content all but I think most miss the major point. 
 
Vision Should Drive Compensation
The major point is  what kind of compensation plan [...]

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Thanks for taking part in our video series. Tip #5 answers the question “How do I drive sales prospecting activity?”
Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”
You can learn more by going to http://www.caskeyseminars.com.

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Welcome back to our video series. Tip #4 answers the question “How do I get my prospects off the ‘Price Discussion’?”
Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”
You can learn more by going to http://www.caskeyseminars.com.

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Hope you are enjoying our video series. Tip #3 answers the question “How do we shorten our selling cycle?” This is the #1 problem we hear from CEOs.
Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”
You can learn more by gong to http://www.caskeyseminars.com.

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Thanks for taking part in our video series. Tip #2 answers the question, “Why do prospects who initially showed great interest in our service suddenly stop answering e-mails, calls, etc.?” This is a cousin to yesterday’s question on closing percentages.
Bill Caskey will be dealing with this issue and others at the seminar called “Building Your [...]

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Over the next few weeks, we’ll be offering up some sales training tips for you trainers/sales managers who take that role in your company.
 Never start any sales training unless your team has bought in to it.
I know this sounds like heresy. “Why on earth would we want the inmates running the asylum?” (as one of [...]

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