Oct25
When To Go Over The Decision Maker’s Head
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment »
How And When To Go Over The Decision Maker’s Head
I’m surprised every time I’m asked about when and how to go over the decision maker’s head. This question comes up when a sales rep either lost or is about to lose an order. Here is some advice about when and how to go over a decision maker’s authority. Read the rest of this entry »
Oct23
Territory Sales Reps Roles And Responsibilities
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment »
Sales Reps Roles
By, Nick Moreno
The roles and responsibilities of a territory sales rep are well understood at a fundamental level. Get past the fundamentals and things can get blurred. Let’s spend a moment appreciating the roles and responsibilities of territory sales reps. You’ll find that there’s more to it than just quota attainment. I also want to discuss some twists and turns you may not have been considering. Read the rest of this entry »
Oct22
Target Account Lists And Selling
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Selling Target Accounts Starts With The Right List
So you want to drive your best sales reps into your best target accounts. Sounds like a great strategy but not if you have the wrong “suspects” on your target account list. Read the rest of this entry »
Oct22
Competitive Selling For Competitive Sales Reps
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Competitive Selling
I once called on the VP of Sales for a foreign telecommunications company. In fact, it was my very first International sales call. I could not help but to think this VP had the easiest job in the world. He never had to be concerned about competitive selling because at the time, there was only one telecommunications provider in that country. Those of us that don’t represent a monopoly can’t overlook the need for solid competitive selling process. Read the rest of this entry »
Oct21
Creative Sales Ideas From Nick Moreno
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Creative Sales Ideas For Creative Sales Reps
Creative sales ideas require sales reps to think “outside the box” and that’s not as easy as one may think. There are powerful forces that that keep reps “in the box”. The average sales rep has no control over pricing, delivery, contract terms and a host of other policies, procedures, processes and guidelines. Read the rest of this entry »
Oct20
Improve Your Sales Message
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Get Your Sales Message On Target
What do you want the world to know about your company? How you describe yourself is your sales message and that message can be found in advertising tag lines, mission statements and even elevator pitches. A solid sales message can be a powerful sales tool but far too many sales messages are just a lot of hot air. Read the rest of this entry »
Oct18
Get A Fast Start To The New Sales Year
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment »
Sales Tips For A Fast Start To The 2010 Sales Year
The first quarter often sets the tone for the entire sales year. It’s important to focus on a fast start instead of trying to make up for lost ground. When you are over quota at the end of QI, you have sales momentum behind you that can make your entire year. Here are some sales tips that can help you get a fast start selling in 2010. Read the rest of this entry »
Oct17
How To Structure A Year End Sales Plan
Posted by Nick in Corporate Sales Training | 0 Comments »
Year End Sales Plans That Work
Most corporations end their Fiscal Year as the New Year Ball falls in Time Square. This makes the fourth quarter a very busy period, especially for the Sales Organization. Here is some advice on how a sales team can get the most out of their year end sales plan. Read the rest of this entry »
Oct16
Sales Gimmicks Are Harmful
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Get Rid Of Sales Gimmicks
Sales Gimmicks Are Not Used By Pros.
I dislike sales gimmicks. In fact, I find sales gimmicks insulting. I just leafed through a magazine packed with the most overused sales gimmick so I just had to Post about it. Read the rest of this entry »
Oct16
Sales Excellence Should Be Expected
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Excellence In Sales Should Be The Norm
What do I do? I thought about that question last evening and again this morning. I came up with a few solid answers but none totally satisfied me. Then it came to me. I promote excellence in sales. Building on that thought took me in a new direction. Promoting excellence in sales is not enough. I’m at war against “average” in sales. Average stinks! Read the rest of this entry »
Oct15
How To Earn More Money In Sales
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
The Guide To Earning More Money In Sales
Commissions attract money motivated people to a career in sales. Salespeople want to get paid based their productivity and not just some salary for the hours they’ve logged. Therefore, sales reps are always interested in learning how to earn more money. Here is some advice on how to earn more money in sales. Read the rest of this entry »
Oct14
Sell More Now As The Economy Recovers
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Take Advantage Of The Recovery In Sales
Take it to the bank, this economy will recover. The only question is when will the economic recovery take place. Some say the recovery is already happening and today the Dow is approaching 10,000. So, how can salespeople position themselves to take full advantage of the “Great Economic Recovery”? Read the rest of this entry »
Oct13
How To Successfully Present A Product As A Solution
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Presenting Products As Solutions
I read many magazines although I must admit I fly through them. Ten pages of advertisements often surround a two page article. However, I recently saw a front page headline that got me thinking about presenting products as solutions when on a sales call. Read the rest of this entry »
Oct12
Is Sales Training A Tax Deduction?
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Can You Deduct Sales Training Costs From Your Taxes?
As I write, it is mid October and although I never enjoy saying “till next year” to summer, it is a wonderful time of the year. After all, it’s the heart of Football season and it’s time for Baseball’s World Series. Unfortunately, it’s also time for the annual call from my CPA to remind me to get my tax deductions in order. Read the rest of this entry »
Oct10
Why Training In Sales Is Not Enough
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
You Need More Than Just Training In Sales
Training in sales is my life’s work but there is a missing element in too many sales training programs. When someone approaches me about training in sales, my goal is to provide more than just training. Allow me to explain why training in sales is not enough to produce a sales superstar. Read the rest of this entry »
Oct8
Sales Attitude Drives Sales Results
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
The Right Sales Attitude Produces Positive Sales Results
I’m in constant communications with sales reps around the world and my fist topic of conversation is always about their sales attitude. It’s no surprise that successful reps have a better attitude than those struggling to survive. How hard is it to have a positive sales attitude when everything is going your way? Here is some sales advice on the development of a healthy sales attitude. Read the rest of this entry »
Oct4
Qualities Of A Top Sales Trainer
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
How A Top Sales Trainer Gets Results
I just read a Blog Post from a top sales trainer about top sales trainers. As a professional courtesy, sales trainers are rarely critical of each other’s work but that was not the case in this Blog post. Although names were not mentioned, this top sales trainer was critical of the entire industry and I agreed with every word. Read the rest of this entry »
Oct2
Reduction In Force Issues For Sales Teams
Posted by Nick in Corporate Sales Training | 0 Comments »
Advice On Reduction In Force (RIF) In A Sales Organization
It was just announced that the September 2009 US unemployment rate reached 9.8 percent. Not too long ago we were told it would not reach 8 percent. My focus is Sales Organizations and many sales teams are facing their third or more Reduction In Force (RIF) since the economy took this nosedive. I have some advice for those involved in a Reduction In Force (RIF) as it pertains to a Sales Organization. Read the rest of this entry »
