Real Estate General Manager talks about doubling a Sales Rep’s Productivity Sales Productivity and being able to double it. It is important to find out what you are going to learn in the Sales Management field especially in terms of being productive. Scott Fletcher, a Real Estate General Manager talks about how they work on…Details
What I Just Had to Say About Sales Training After a Meeting with a Prospect This Week
Way too many companies think Sales Training is like the Easter Bunny…. It comes once a year..
Any A Grade Player knows they need to train daily if not at least 3 or 4 times per week.
FREE BUSINESS BREAKTHROUGH DIAGNOSIS AND COACHING OFFER (valued at $997)
What Too Many Managers and Employees Fear and 3 Steps to Deal with It
This all started with a lunch conversation with my darling daughter Caitlin.
She Manages a retail fashion store. It just happens to be the top performing store in the country.
She told me about a problem she was having.
I’ve heard this problem many times in many other organisations over the years.
Here is what I recommended she do.Details
What could you put into your Sales Pipeline if you attended one of Leigh Farnell’s Start a Sales Revolution in Your Business Seminars? Go to www.saleswinners.com.au and get your FREE Sales Winners Gift Pack valued at $697 and find out when our next FREE Sales Revolution Seminar is in your City. Go to www.saleswinners.com.au and…Details
RevUP Your Sales with a Sales Revolution
Talking ‘bout a Revolution… Evolution.. Devolution…. New solutions…No pollutions..
What kind of revolutions are you after in your business?
A slow revolution or a fast revolution? Evolution.. Devolution.. No pollution (of old thinking)
A revolution will be a change to the status quo.. An attack on the status quo and ‘sameness…’
A change, a reform to systems, structures, processes, thinking and old, outdated ways of doing things..
If you’re dissatisfied with your present result different set of results… If you want a revolution in your results chances are, you’ll need a revolution to your doing things..
It will mean a shaking up of the old systems will mean the death of some sacred cows..
‘Revolution is not something fixed in ideology nor is it something fashioned to a particular decade. It is a perpetual process embedded in the human spirit
–Abbie Hoffman, American author and activistDetails
Lead Validation and Why Do Something about it.. Lead validation is the process of separating sales leads from other types of phone and form conversions. Without lead validation it is incredibly difficult to understand the effectiveness of lead generation campaigns such as SEO, PPC and display advertising. Over the last 18 months, SEO research company…Details
I’LL JUST RUN THIS MARKETING IDEA BY MY ACCOUNTANT
“The leading American organisations were driven by a marketing philosophy rather than an accounting philosophy.”
We can all learn from top performers, be it in business or in sport, and many managers are now taking study tours of leading American companies. (The Japanese have been doing this for years… there might be a message there somewhere…)
One of the key findings of Chris Chandler and Jennifer Haywood (1), two Australian managers reporting on their study tour of American companies, was the market-driven philosophy followed by the leading American companies.
“For the leader who starts with the customer, the result is a quest for quality throughout the organisation.
For the CEO who starts with the profit motive, the all too common outcome is cost-cutting and price hikes.”
SHOULD YOUR ACCOUNTANT BE YOUR MARKETING CONSULTANT?Details
Managers, do they act as Obstacles or Obstacle removers? “Manager’s job in terms of management, is to remove the obstacles that stop their people giving good service,” said Jim Nordstrom, Chairman of retailing giant, Nordstrom. Managers, in some companies you’d think were there to get in the way…they just seem to do everything possible to…Details
HOW TO GIVE YOUR WAY TO WEALTH… A quote to wealth “No one can become rich himself without enriching others.” Andrew Carnegie (1835-1919) Scottish American Industrialist and philanthropist. What a role model this man Andrew Carnegie is for managers in the 1990s! A man of his time and ahead of his time. He made…Details
IBM STUDY ON COLD CALLING = 97% INEFFECTIVE LEADS TO 400% INCREASE IN SALES
IBM’s preference study indicated that cold calls and cold calling are 97% ineffective.
The same study also revealed that 75% of respondents are more likely to use social media in future purchasing decisions.
Because of this data, IBM implemented a social selling program that saw a 400% increase in sales.
Research by Altimeter Group found that only 11% of companies used customer-facing social media efforts for sales.
But while adoption is currently low, performance results for early adopters are impressive.
A research report described in Forbes demonstrates the link between social selling and sales performance.
Among the findings, 78.6% of sales pros using social selling techniques outperformed their non-social peers, and those social selling reps were 23% more successful in exceeding their sales quota (by more than 10%).