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 46 to 60 (of 86 articles)
17th August 2008
The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st centu...
Views: 0
15th August 2008
A Relationship Selling Example
Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called the go...
Views: 0
15th August 2008
A Relationship Selling Example
Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called the go...
Views: 0
29th July 2008
Common Situation
When prospecting or getting to higher level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help.
Resulting Problem
People lose motivation and waste time ma...
Views: 0
23rd July 2008
If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously.
I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...
Views: 0
23rd July 2008
If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously.
I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...
Views: 0
18th July 2008
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...
Views: 0
18th July 2008
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...
Views: 0
14th July 2008
Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and mark...
Views: 0
07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really...
Views: 0
07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really...
Views: 0
27th June 2008
Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.
Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer...
Views: 0
26th June 2008
1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like...
Views: 0
26th June 2008
1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like...
Views: 0
20th June 2008
The New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new ...
Views: 0
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