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Good-Bye Bobby Knight And All The Sales Managers Like You!
The recent dismissal of Bobby Knight as the head coach of Indiana University should mark as big a change for sales management as it did for coaching. For years it was popular for sales managers to abuse their staffs with tirades and threats. I...
Making sales online is easy, isn't it?
You've read the book, seen the ads, heard the rumors. Making money online is easy, isn't it? Well yes, it is. Maybe. There are a lot of people who get seduced by the big idea that all they have to do is sign up for an affiliate program, throw up a...
PayPal Dedication Can Leave Your Business Exposed!
To many web users, PayPal is not the kind of pal they had envisioned when starting their online business. Long on track history but overwhelmingly unpopular among merchants and buyers one is left to wonder why PayPal has continued to grow.
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Securing Second- and Third-Round Venture Capital Financing
Widget sales are booming -– the competition is scrambling, demand is up, and the books are finally treading water. Your core management team has big ideas for the future of Widget Inc. Opportunity is abundant; but how will you fund that next big...
The Road To Opportunity In Wholesale Distribution
Dynamic forces of change are converging upon the wholesale distribution industry. The business environment is changing and distributors must change, too. This sobering conclusion comes from new Facing the Forces of Change: The Road to...
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Strategies for Creating a Niche Business
The customer told me, “My immediate goal is to get more customers into my business. My second agenda is to move slowly towards becoming more specialized as a business.” Here are the six steps we used with this business owner to make his transition to a niche business. Marketing We completed an exercise that evaluated his current marketing efforts. (Yellow page ads, brochures, networking, professional referrals and other forms) What was working? What was not working? We dropped the losers. As part of the marketing analysis, we implemented 2 new marketing approaches. The result of these efforts identified his best marketing strategies. Customer Analysis We completed an exercise that identifies his current customers. Who are they? How do they buy? How many are there? What do they buy? Where do they come from? Why do they buy from him? The result of these efforts was an understanding of his current customer base and the foundation for his new business niche. Customer Referral Program We worked with the business owner to develop a customer referral program. Th customer referral program added another tool to increase the current customer base. The result of these efforts was in increase in his current customers. Unique Marketing Message We developed with the business owner a unique marketing message. Why and how did he differ from his competitors? Why should customers buy from him and not his competitors? What benefits do customers receive from his services and products? The result of these efforts was a marketing message that was unique and special. This will be used as a foundation for future marketing efforts. Customized Selling Model We completed
an analysis of the current one on one selling model he was using with customers in their home. What materials did he use? What was the sales presentation? What were the words used? How can this sales model be made more effective? What materials will help to distinguish his business from other bidders? The result of these efforts customized a sales model that made him more effective in his current selling situations.Management System We create a simple management reporting process. This involved record keeping, goal setting and testing the different strategies being used by the business owner. The result of these efforts will be ongoing data on what is working and what is not working for his business. By using these six steps over a 3 month period of time, the business was able to increase the number of customers and create the foundations for building a business niche. If you want to learn more about how you can use niche building strategies to increase your profits, email me at al@hanzal.com. For more articles on small business issues click www.innovativesellingskillsforsmallbusiness.com. Copyright Al Hanzal, 2004. All Rights Reserved Hanzal Enterprises, Inc.
4191 Granite Court
Eagan, Minnesota 55123
651-495-3340
Al Hanzal has been helping small business owners transform ordinary businesses into profitable niche businesses. For more articles www.innovativesellingskillsforsmallbusiness.com al@hanzal.com
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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 |
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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 |
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Management Articles |
Sales Management. Unleash Your Brand Ambassadors. A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant ... |
gmj.gallup.com |
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Manage Smarter - Performance Gateway |
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
www.salesandmarketing.com |
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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 |
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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 |
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Sales Management Training - Selling Seminars - Reinforcement & ROI ... |
Offers sales and sales management training. Sign up to receive the monthly newsletter. |
www.brooksgroup.com |
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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 |
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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 |
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Amazon.com: Sales Management: Books: Robert J. Calvin |
Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin. |
www.amazon.com |
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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 |
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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 |
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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 |
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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 |
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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 |
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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 |
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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 |
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Sales Management Training |
Sales management training for the complex sale includes business development programs and sales training seminars. |
www.primesalesmanagement.com |
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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 |
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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 |
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