Author Information
Sam Manfer
Member since 25th October 2005
Occupation: Sales Force Development Expert Bonus Tip: FREE E-Book “Getting Past Gatekeepers and Handling Blockers”. Just click this C-Level Relationship Selling Link . Sam Manfer makes it easy for any sales person to feel comfortable connecting with and relationship selling C-Level leaders.
Displaying 1 to 15 (of 37 articles)
23rd July 2008
If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously.
I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...
Views: 0
23rd July 2008
If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously.
I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...
Views: 0
18th July 2008
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...
Views: 0
18th July 2008
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...
Views: 0
14th July 2008
Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and mark...
Views: 0
07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really...
Views: 0
07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really...
Views: 0
27th June 2008
Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.
Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer...
Views: 0
26th June 2008
1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like...
Views: 0
26th June 2008
1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like...
Views: 0
20th June 2008
The New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new ...
Views: 0
20th June 2008
The New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new ...
Views: 0
13th June 2008
C-Level relationship selling is simple and more effective than any other strategy, tactic or selling technique once you learn the process. However, if you don’t know how to do it, it can be like cold calling in the sense that it’s intimidating, fraug...
Views: 0
13th June 2008
C-Level relationship selling is simple and more effective than any other strategy, tactic or selling technique once you learn the process. However, if you don’t know how to do it, it can be like cold calling in the sense that it’s intimidating, fraug...
Views: 0
05th June 2008
In a previous article I discussed building your Opportunity Matrix of potential sales on an excel spread sheet. Each box in that matrix is a prospect and is defined by a “who” (company, division, location, project) and a “what” (one specific prod...
Views: 0
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