Sales

Many companies spend time and money trying to understand what methods they can employ to encourage personnel to work hard and to meet high sales or other targets.

It could be argued that a company’s sales force is its most valuable asset; they need to feel appreciated and well remunerated and, in return, should be more loyal to the company.

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Call centre staff often tune out when they’re introduced to a new piece of customer relationship management (CRM) kit, with reluctant staff tending to add the minimum data they can get away with, or simply ignoring it and continuing to use their existing personal systems. However, as John Paterson reveals, if bosses follow eight simple dos and don’ts, it’s actually quite easy to get agents on board at implementation time.

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Pre-Sales is an overloaded term that commonly refers to a set of parallel activities that occur during the sales cycle, generally more technical in nature.  This may include product demonstrations, technical presentations, solution discovery, proof of concepts, RFQs, and more.

So what makes for a good sales support person?

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Selling is not so much about the features of our products or services–or even the benefits the customer receives.  Rather, it is about our relationship with the customer.  People do business with people they trust.

That doesn’t mean people won’t make an occasional purchase of a specific item or service from someone they don’t trust, because most people will.  However, those purchases tend to be exactly that—one-time purchases.

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Are you a successful sales professional? Are you looking for a change of industry? Are you looking to work in an industry where you really do make a difference to people’s lives? Have you ever thought about getting into Pharmaceutical Sales? Many people have, but have often thought that you need a science degree to enter this industry. This is not necessarily the case.

In this article, Darren Spevick from Novo Consulting aims to give an insight into the industry, the role of a pharmaceutical representative, and how to get into the industry. (Read more…)

“I can only give you about ten minutes” Have you ever run up against that one? If you have you may well have run into difficulty.

Most sales people under time pressure tend to “pitch”. The trouble is that those that do so are more likely to turn the buyer “off” than “on”. Most people are well able to talk themselves into buying from us if we handle it right.
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Set-up a 2 step lead machine and you can say goodbye to cold calling while generating all of the qualified, permission based leads you can handle.

The basic idea behind the 2 step technique is to create one or more valuable reports, workshops, evaluations, trial products, checklists, newsletters, courses or tip sheets.
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Timely Advice For Today’s Sales Professionals

If you’re in sales, you have probably encountered this scenario. You’re trying to convince a potential customer that your great products or services will solve their most pressing problems. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer listens carefully, asks many questions and takes copious notes. (Read more…)

Until very recently, no one even mentioned the spending power of the Chinese consumer.  The cheap manufactured goods and cheap labour captivated the attention of businessmen all over the world, the human
rights issues and government issues troubled politicians, but now we must tailor our products to a new phenomenon – The Chinese Consumer.

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Who in their right mind ever thought up sales forecasting?

Can’t you just see the manufacturing staff of every company sitting around waiting each month anxious to read the sales forecast to determine what to build? Talk about a way to go out of business! (Read more…)