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 16 to 30 (of 86 articles)
26th September 2008
Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants...
Views: 0
16th September 2008
Since more sales would make your management life a lot better, take action with your sales force now.
Do not wait another minute hoping something will happen. Don’t depend on conditions to get better.
They may get better, but they could also get wors...
Views: 0
16th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce...
Views: 0
12th September 2008
“Start with the end in mind” as Steven Covey of 7 Habits of Highly Effective People
says. So let’s start with booking the order and work towards where the selling
process starts.
1. How to Get the Order?
Get all the powerful people – esp...
Views: 0
12th September 2008
“Start with the end in mind” as Steven Covey of 7 Habits of Highly Effective People
says. So let’s start with booking the order and work towards where the selling
process starts.
1. How to Get the Order?
Get all the powerful people – esp...
Views: 0
10th September 2008
Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other ...
Views: 0
09th September 2008
“How can I help you,” seems to be the spoken or implied question from one person to the other in a selling situation. Typically your prospect or customer will say, “I have a question or a problem,” or “Can you help me?” or “I need some info...
Views: 0
09th September 2008
“How can I help you,” seems to be the spoken or implied question from one person to the other in a selling situation. Typically your prospect or customer will say, “I have a question or a problem,” or “Can you help me?” or “I need some info...
Views: 0
09th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce...
Views: 0
09th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce...
Views: 0
08th September 2008
Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five par...
Views: 0
08th September 2008
Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five par...
Views: 0
08th September 2008
There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.
The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how...
Views: 0
08th September 2008
There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.
The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how...
Views: 0
08th September 2008
Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five par...
Views: 0
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