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At the outset the difference between sales training and sales coaching should be made clear. Sales training prepares sales professionals and sales coaching attempts at preparing sales champions. Sales coaching is a process in which an experienced sales trainer or coach gets involved in the sales process of an organization not only within the four […]

5 Steps for Sales Survival The good news is that recession has bottomed out and the economy is on an upward trajectory of revival. But tough times are not yet over and it won’t be in a short time. The storm might have gone, but we have to work through the wreckage it has left […]

5 Steps to Creating a Six Figure Income Only five percent of American working population earns six figure salaries or more. Entertainment and sports are the areas where celebrities make astronomical sums of money. But these are highly uncertain career options and the percentage of super successful people in these lines is very low. The […]

The proper use of testimonial letters can add credibility for your company and profitability to your bottom line. Many sales organizations fail to use this simple yet cost effective method to reach new markets and clients. The formula to obtain testimonial letters is quite simple. The best time to ask for a testimonial letter is […]

Fortunately or unfortunately, people judge products and services by the way a sales rep presents them before a buying audience. People’s perceptions about the company are formed based on the sales presentations they attend. This is a stage where the personality of the sales person comes in to consideration along with the product. The way […]

There were days when companies thought about improving the product alone to enhance sales. In today’s hyper-competitive global market, growing sales is typically based on improving the sales process first. Understanding the sales process and how the sales force is adapting to it will enable companies to focus on sales resources better.   A commitment […]

American author Anais Nin said, “And the day came when the risk it took to remain tight inside the bud was more painful than the risk it took to blossom”. We all have immense potential within us that is just waiting to be awakened. Yet, most of us prefer to lead mediocre lives. There’s nothing […]

How To Write Winning Value Proposition: It is natural for customers to probe the “what’s in it for me” interest deeply before making a buying decision. When customers buy a product or a service they ask numerous questions and weigh various pros and cons of buying the product. They are likely to make a cost […]

The Why Behind the How! Realize that selling is a numbers game. Get more no’s and you’ll get more yes’s. -Sidney Friedman When you miss the sale, it is even more important to make a cheerful, friendly, optimistic, and courteous exit than it is when you make the sale. -Zig Ziglar Don’t pity yourself, Start […]

Sales leaders and managers frequently talk about: hiring the right people, sales process mapping, sales strategy, sales force deployment and customer coverage, economic drivers of profit of the customer, sales force effectiveness, and sales compensation. The entire gamut of activities listed above and some more tasks form sales management. Selling is the vital activity of […]