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Must ReadsWhat Will Your Business Sell and How?The 7 Stages of the Sales CycleHow to Handle ObjectionsBreaking Out of a Bad Sales SlumpBefore You Become a Sales Manager
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Getting Started in SalesHow to Launch Your Sales CareerIf you're new to sales, these selling tips can help you get off to a great start.Read MoreFurther ReadingEssential Sales SkillsBefore You Interview for a Sales JobWhere to Find Sales JobsCold CallingEven superstar salespeople tend to dread cold calling. In fact, cold calling doesn't have to be an ordeal. Here's how to cheerfully turn your cold leads into warm prospects.Read MoreMore Cold Calling StrategiesPreparing for Cold Calls8 Tips for Productive Sales CallsGatekeepers Are Your FriendsSales Spotlight10Webinar Wednesday #14
Wednesday December 7, 2011Webinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.
New Webinars:
"7 Simple Strategies to Profit From Facebook Marketing" (Wednesday, December 7th 9:00 pm ET) - hosted by Amy Porterfield, author of Facebook Marketing All-in-One For Dummies. Creating and growing a Facebook fan base for your product.
"Cold Calling: Why Sales People Fail & What You Can Do to Succeed" (Thursday, December 8th 3:00 pm ET) - hosted by Wendy Weiss, "The Queen of Cold Calling." Tips and tricks to make your cold calling experience both easier and more lucrative.
"Sales Coaching for Improved Performance" (Friday, December 9th 2:00 pm ET) - hosted by Sales Readiness Group. Strategies for creating and/or restructuring your sales coaching plan.
"Money for Nothing: How to Maximize Return on Your Sales Compensation Investment" (Wednesday, December 14th 1:00 pm ET) - hosted by Callidus Software. Ways to tweak your sales compensation plan to create the highest possible benefit. Attendees get a free copy of CSO Insights' 2011 Sales Compensation & Performance Management study.
"Five Strategies to Jumpstart 2012" (Thursday, December 15th 1:00 pm ET) - hosted by Lyris. How to improve your customer communications to connect more deeply with them. Attendees get a free copy of the Lyris Email Report.
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Starting a New Sales Team
Tuesday December 6, 2011When a company opens a new office or splits up its territories, it's usually the sales manager's job to find and hire just the right salespeople to make up the new sales team. Creating a new team from scratch is both a blessing and a curse. The good news is that if you find the right people, you can end up with a sales team that will blow their quotas away every month and enjoy doing it. The bad news is that as a sales manager, the hiring process may be a mystery to you.
Hiring salespeople isn't hard; at the most basic level, anyone who can sell themselves effectively can do a good job of selling your product, too. But when you're building a whole new sales team, you'll need to take a few extra precautions.
Building a Sales Team
Related Reading
8 Tips for Hiring Salespeople
Before You Become a Sales Manager
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How to Up-Sell
Monday December 5, 2011Up-selling and cross-selling - terms that are often used interchangeably - are a great way to pick up a bit of extra revenue on a sale. Anytime you sell a product or service, you have the option to offer a related product or service. This makes the customer happy because it's something that complements what he's already bought, and makes you the salesperson happy because you just logged an extra sale.
GreenIndustryPros.com has posted a great primer on how to up-sell. Their emphasis is on landscaping products but the approach they describe works well for any industry. For another take on the subject, here's my article on How to Upsell to a Prospect.
Up-Selling Your Way to Bigger Sales
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Customer Relationship Management
Sunday December 4, 2011When a salesperson talks about CRM, he's usually referring to a computer program that manages customer data. But software is only one small piece of the CRM puzzle. Customer relationship management is a process that includes everyone in the company and, of course, the customers as well.
The top priority of any CRM strategy is to collect information about customers and then use that information to keep them happy. A good CRM strategy gives the customers exactly what they want and need, which means they'll almost certainly buy from the company in the future - and hopefully send other people over to buy as well.
What is CRM?
Related Reading
Free CRM Applications
Providing Great Customer Service
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