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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. How many sales inquiries did Marketing give you, on average, per month for the last year?” What am I gonna do?”

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5 Sales Management Myths Debunked

SBI Growth

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one.

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Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

If you want proof, just listen to the next telemarketer that calls you. The sales manager must play a key role in this area by displaying confidence in their salespeople. They have the script and a process, but zero belief in what they doing; it shows in their lack of confidence.

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Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

The sales department was not making its numbers and everyone was frustrated. It turns out there were several stages of qualification, from two different inside telemarketing departments. When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot. This cost the company $1.2

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A Hidden Weakness that Makes Salespeople Procrastinate

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. It won''t sound like a conversation, they won''t sound real, but they will sound like a telemarketer reading from a script and nobody will want to speak with them.

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4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

They know it’s a pesky telemarketer calling. Even though you think you’ve avoided sounding like a telemarketer in these situations, your call is still cold. Associations Enterprise Sales Management Salespeople Small Business' Why would they? My clients tell me they rarely, if ever, answer their office phones.

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The Telephone: Revolutionizing Sales Since 1876

No More Cold Calling

Read it and remember the days before it seemed like every call was from a telemarketer. Associations Enterprise Sales Management Small Business' Dan Pallotta’s Harvard Business Review blog, “Just Call Someone Already”, is a masterpiece. Or get the digital version for your Kindle or Nook.