Search
Related Links

 

 

Informative Articles

A Real CRM Strategy or Just Tracking Customers?
An increasing number of companies claim to have adopted the principles of Customer Relationship Management (CRM), but in many cases they are simply paying lip service to what has become one of the latest ‘buzzwords’ Carried out correctly, CRM is an...
Sales Performance and Motivation: How to Get Your Edge Back
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so...
The Traits Of Great Sales Leaders
The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there...
Venture Leasing - A Smarter Way To Build Enterprise Value
In 2003, venture capitalists and investors dispense over $18 billion to promising young US companies, according to VentureOne and Ernst & Young Quarterly Venture Capital Report. Less documented and reported is venture leasing’s activity and...
Why Mobile SMS/Text Messaging?
What is Mobile SMS/ Test Messaging? Mobile text Messaging, or Short Message Service (SMS), as we all know it, is the ability to send and receive text messages to and from mobile telephones. The text can comprise words or numbers or an...
 
Stop Being a Salesperson

There is absolutely nothing wrong or immoral about being a salesperson. That being said, we have too many salespeople in sales organizations and not enough businesspeople.

Salespeople tend to focus on themselves and the products and services they sell. Businesspeople focus on solving business problems and opening new opportunities, focusing on the outcome of the solutions they employ rather than the technical details of the products and services they offer.

Stop being a salesperson and become a businessperson when you engage with your prospective and existing customers. Place emphasis and communicate with your customers on the benefits they will realize from use of your products or services. Add value by solving business problems and creating new opportunities.

Corporate executives, business owners, investors, and senior management rarely


have time for sales people; they always have time for businesspeople. The reason is businesspeople address issues of their primary concern – enabling business. Salespeople generally want to just talk about their products and services.

As a business owner or executive, which meeting would you welcome most: a conversation with a businessperson regarding growth and opportunity in your business or a features and functionality presentation about a product or service?

ABOUT THE AUTHOR
Jim Logan is founder of Accelerate Business Group, LLC, a revenue growth company. Accelerate Business Group partners with their customers to build revenue the only three ways possible - getting more new customers, increasing the value of your average sale, and getting more repeat business. Jim can be reached at http://www.jslogan.com.

 

SellingPower.com | Solutions For Sales Management
Targeted to sales managers and upper tier sales professionals, this magazine helps you train, educate, and motivate your sales team.
www.sellingpower.com
 
Journal of Personal Selling & Sales Management
The official web site of the Journal of Personal Selling & Sales Management has moved to the University of Missouri, Columbia, which is the home of the ...
mkt.cba.cmich.edu
 
Management Articles
Sales Management. Unleash Your Brand Ambassadors. A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant ...
gmj.gallup.com
 
Manage Smarter - Performance Gateway
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine.
www.salesandmarketing.com
 
The 5 Biggest Sales Management Blunders
Learn the biggest sales management blunders and how you can avoid them. Spending the necessary time wearing your sales manager hat will help foster a ...
sbinformation.about.com
 
DEI Sales Management
Stephan Schiffman's DEI- Management Group, offers sales training tools and educational forums designed to teach: Cold Calling and Closing Techniques, ...
www.dei-sales.com
 
Sales Management Training - Selling Seminars - Reinforcement & ROI ...
Offers sales and sales management training. Sign up to receive the monthly newsletter.
www.brooksgroup.com
 
Sales Management Resource International
Sales Management services, sales training, sales solutions, sales people. We provide a systematic approach to providing immediate sales results ...
www.salesmanagement.com.au
 
Reconnect Sales Management to Profitability - HBS Working Knowledge
"Work your pay plan" is one of the central tenets of sales management. ... In a similar way, top managers can reconnect their sales management to ...
hbswk.hbs.edu
 
Amazon.com: Sales Management: Books: Robert J. Calvin
Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin.
www.amazon.com
 
Amazon.com: Seven Secrets to Successful Sales Management: The ...
Amazon.com: Seven Secrets to Successful Sales Management: The Sales Manager's Manual: Books: Jack D. Wilner by Jack D. Wilner.
www.amazon.com
 
Personal Selling and Sales Management: KnowThis.com
KnowThis,com offers information, resources, reference and links for sales people, sales managers and other involved in managing a sales force including ...
www.knowthis.com
 
Sales Training and Sales Management: KnowThis.com
KnowThis.com offers information, resources, reference and links for anyone involved in sales training or sales management or other managing issues involving ...
www.knowthis.com
 
SMR Career Services
Sales Management Resources is a professional executive search company, dedicated to providing consumer products companies the recruitment of exceptional ...
www.smrcareer.com
 
SalesVantage.com: B2B Advertising, Marketing and Sales Management ...
B2B Advertising, Marketing and Sales Management Directory, Newsfeed & Business Referral Service designed for sales, marketing & advertising executives.
www.salesvantage.com
 
Contact Management Software, Contact Manager & Sales Software for ...
PC World Gives Prophet Contact & Sales Manager 4 Stars · eWeek praises Prophet for building a sales management solution into Outlook for a reasonable price ...
www.avidian.com
 
Sales Management- 7 Secrets to Successful Sales Management, the ...
7 Secrets to Successful Sales Management, written by, Jack Wilner, one of today's leading sales management trainers, coaches and consultants, ...
www.7salessecrets.com
 
Sales Management Training
Sales management training for the complex sale includes business development programs and sales training seminars.
www.primesalesmanagement.com
 
Contact Management Software (SFA) price quotes - Free sales ...
Contact management software buying advice and free sales management software quotes from leading suppliers.
www.buyerzone.com
 
Waterhouse Group - Sales Training Programs: Consultative, Value ...
With over 20 years of experience in sales, sales management and sales training, ... Selling Success: The Journal of Sales & Sales Management ...
www.waterhousegroup.com
 
 

 
Content Menu
  • 10 critical questions to ask before hiring a consultant

  • 10 lessons for every shoestring entrepreneur

  • 10 profit boosting tips to increase the success of your affiliate program

  • 10 reasons why companies should start doing business online

  • 10 ways for entrepreneurs to find more time

  • 11 secrets to leadership in sales

  • 11 ways to elevate your sales

  • 3 steps to turning ok sales into unbelieveable results

  • 5 tips for savvy use of your home equity line of credit

  • 6 steps to laying out your competitive strategy

  • 7 explosive strategies to maximize your google adwords campaigns

  • 7 tips for product enhancement to increase your sales

  • 8 procedures to take control of sales and marketing

  • alarming marketing trend

  • are you still broke with 10 000 people in your downline

  • army ranger reveals how to control corporate stress

  • assumptions the hidden sales killer

  • astute pricing by sales representatives can expand profit

  • a new look for business in the future

  • a power technique for boosting sales

  • a profitable growth formula for sales managers

  • a real crm strategy or just tracking customers

  • bankers in denial

  • black belt sales meeting moves

  • book summary the e myth revisited

  • boost profits dramatically with consignment sales

  • boost your business sales with credit card payment solutions

  • building an email marketing list

  • businesses should specialise not generalise

  • business after the iraqi war

  • can a sales leaseback arrangement make investing in orlando investment more safe and reliable

  • cash flow management

  • cash flow profits and the cash conversion cycle

  • celebrating successes the power of compliments

  • characteristics of high performance teams

  • coaching for success

  • commodity sales prospecting ‹¨« how to stand out from your competitors

  • communicating value

  • conducting business through b2b e marketplaces

  • confessions of a reluctant saleswoman

  • create a positive upbeat can do workforce and dazzle the customer with your caring

  • creating your internet marketing plan

  • crm for beginners customer relationship management basics

  • crm sfa that accelerates sales the sales process integration approach

  • customer service and call center outsourcing whats the buzz

  • dialogue the four dialogic principles for successful communication

  • does your business need a toll free 800 number

  • doing business online private b2b exchanges

  • domain name and web hosting hell

  • dont shoot the sales team

  • do you feel overwhelmed running a web business try this

  • do you have a picture of your customer

  • do you need a personal assistant

  • easily slash your comms costs using web conferencing

  • education and outsourcing 2 ways to improve your business

  • einstein definition of insanity

  • entrepreneurship what does it really mean

  • financial services marketing insights a marketing compass

  • finding rest for the direct sales company mom

  • first the key to successful sales

  • five dirt cheap ways to increase sales in your cleaning business

  • five strategies to strengthen your companys financial management

  • five tips for analyzing an income statement

  • five top tips for a prosperous 2004

  • forecasting and surviving a layoff or downsizing

  • gaining business intelligence

  • get coached

  • good bye bobby knight and all the sales managers like you

  • grants loans free credit cards and credit repair the whole truth and nothing but the truth

  • hiring and retaining good employees

  • hiring the best sales athletes

  • how to beat the 80 20 rule in sales performance part 1

  • how to beat the 80 20 rule in sales performance part 2

  • how to build a repeat client base in automobile sales

  • how to create multiple revenue streams for your home business

  • how to create your own successful and profitable affiliate program

  • how to cut duty cost and increase profit as an importer

  • how to decrease profits without really trying

  • how to define your companys sales job part 1

  • how to define your companys sales job part 2

  • how to easily increase your profits

  • how to enhance quality in your business

  • how to find an investment advisor

  • how to get money back for your process and procedures investments

  • how to get rich with network marketing

  • how to identify a problem solver

  • how to improve your management procedures usability

  • how to increase sales with automation improvements

  • how to join the 5 of internet business real money making pros regardless of the products you sell

  • how to maximize account penetration and jump start sales

  • how to maximize sales by minimizing windshield time

  • how to meet quality standards with iso 9001

  • how to promote your home business with ebooks

  • how to start a business plan

  • how you can learn to be a better manager

  • hunters and gatherers are you serving both their needs

  • hurdles to cross cultural business communication

  • if it was easy everybody would do it

  • if one does not do any planning one is planning to fail

  • increase sales in your home business with these 10 simple ideas

  • increase your income through international trade

  • increase your influence increase your sales

  • increase your pipeline deploying the cost effective sales team

  • increase your sales by 30 using internet collaboration networks

  • increasing sales with customer interaction points

  • index

  • industry pro interview expanding your market reach for more sales

  • internet marketing vs forex currency trading

  • introducing a mystery shopping program employees

  • investors avoid these 5 common tax mistakes

  • iso 9001 compliant program steps to build

  • is it time to hit the reset button on your sales department

  • is your business profitable

  • is your company growing fast enough for you

  • keeping your sales team motivated

  • leadership lessons for sales managers

  • leveraging open source technology

  • like it or notyoure in sales

  • lone wolf lead wolf

  • looking for a direct sales party plan company do you know what questions to ask

  • making sales online is easy isnt it

  • making sales online is easy isn t it

  • managing your business cash flow

  • maximize your home based business website sales

  • menu driven business planning

  • money management

  • multiply your sales

  • networking 101

  • network marketing book lovers guide 10 hot reads in 2005

  • no degree no problem

  • online success

  • only the weak ones quit

  • organization tips how to set up your database

  • outsourcing not just for big business

  • overcoming barriers to sales

  • overcoming sales objections for small business networks

  • overcoming small business networks sales objections

  • part 1 of 5 how pipe dreams can become realities

  • part 1 of 5 on the home business set up guide

  • part 2 of 5 how pipe dreams can become realities

  • part 2 of 5 on the home business set up guide

  • part 3 of 5 how pipe dreams can become realities

  • part 4 of 5 how pipe dreams can become realities

  • part 5 of 5 how pipe dreams can become realities

  • paypal dedication can leave your business exposed

  • phone interviews prepare to ace them

  • phone tips to get things done professional phone skills

  • planning to make a decision

  • ppc management when to give up on a loser

  • profitable growth is everyones business a book summary

  • properties for sale in cyprus please visit www propertyincyprus com

  • pr where it matters most

  • public relations defining your organization from the inside out

  • results of poor cross cultural awareness

  • riding the sales rollercoaster

  • rotator

  • rý eoc recruitment and retention employer of choice

  • sales 201 learning tools of your trade

  • sales activity report for management

  • sales and marketing terminology

  • sales and the importance of following up

  • sales commission what return should you expect on your sales compensation investment

  • sales leads how to generate quality sales leads through public speaking

  • sales lessons from the election

  • sales partners agents distributors licensing and franchises

  • sales performance and motivation how to get your edge back

  • sales planning

  • sales process how to avoid wasting time on prospects who cant or wont pay

  • sales process the secret to closing more sales

  • sales process what can you automate

  • sales success the 5 steps

  • sales territory management how to prioritize your activities to produce maximum results

  • securing second and third round venture capital financing

  • selecting sales tracking software for your small business

  • selling is easy when youre first fast and foremost

  • selling sales to customer service agents

  • seven cs to avoid procedure writing errors

  • short messaging service sms for enterprise messaging

  • should i stop wasting my salespeople on prospecting

  • six components of a good e commerce site

  • smart choices how to hire the best

  • spam whats the real problem

  • stop being a salesperson

  • stop waste fraud and abuse

  • strategic planning for salespeople

  • strategies for creating a niche business

  • survival tips for small businesses

  • swot analysis

  • telesales success begin with the end in mind

  • the 11 secrets to sales leadership

  • the biggest mistake in sales prospecting

  • the challenges of human resource management

  • the death of the loyal customer

  • the diamond cutter

  • the game plan the difference between small business success and failure

  • the inside scoop on mutual fund rip offs

  • the ins and outs of article submissions

  • the keys to buying motivation unlock the door to sales success

  • the key to high volume web sales

  • the millionaires favorite author

  • the new ways to do the business mba or cio

  • the perfect mutual fund

  • the road to opportunity in wholesale distribution

  • the sales trail

  • the secret to beating tiger woods at golf and its correlation to success in business

  • the six most common barriers to sales success

  • the steps from product idea to product success

  • the three most common mistakes sales managers make

  • the top 10 priorities that guard your five star reputation

  • the traits of great sales leaders

  • the world has changed what is a sales professional to do

  • this old business

  • thoughtleading the art of separating yourself from the pack

  • trade show tactics revealed

  • transform yourself from a salesperson into a businessperson

  • understanding ezine publishing

  • use magnetic gift cards to skyrocket restaurant sales and profits

  • using the internet automation as tools for salespeople

  • venture leasing a smarter way to build enterprise value

  • web conferencing a boon to businesss

  • whats a professional sales manager

  • what 80 of businesses dont know tips for improving your working capital management

  • what is an investor ready business plan

  • which of these 7 mistakes are you making in mlm

  • who says i cant offer this property for rent

  • why mobile sms text messaging

  • why performance based recruiting produces top sales performers

  • why small businesses fail or fail to thrive

  • why suppliers should use b2b exchanges

  • will your home business succeed or fail

  • work at home business ideas

  • work from home 5 required steps to generate sales

  • work priorities where can you spend your time most effectively

  • yesterdays hero