Articles
Browse every published article connected to Don McNamara CMC, with exact attribution and full-archive search.
Articles
Browse every published article connected to Don McNamara CMC, or search within this exact expert archive.
Executive Summary Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a ...
Executive Overview Long before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you ...
Unless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Don’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
OVERVIEW How would you like to leverage sales into a largely untapped market segment of potentially lucrative customers for your business that number in the millions and are convenient to target? The segment we recommend is the growing U.S. Hispanic market. According to the current U.S. Census, ...
Are you feeling the pinch of the economic times? It's pretty hard to avoid the news; everywhere you look it is not encouraging. Having gone through a few economic downtu s in my career, it's easy to recall exactly what we did to revive relationships and activity in order to capture every conceivable order that was available. Here are Ten Immutable Sales Leadership Truths in Recessionary Times. You should make them part of every day ... from the moment you awake until turning out the lights at night.
As we all know the Golden Rule of life is to do unto others as we would have them do unto us. Are we asking our sales team if they are approaching and treating prospects and customers the same way they want to be engaged - with respect and dignity?
Let’s face it, selling is a communications business. How well you express your ideas and thoughts to prospects and customers is what ultimately determines success or failure in selling. If you are, or have been fortunate enough to be a member of a public speaking group, you have learned one of ...
No matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Don’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of ...
Unless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Executive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Without question the most vital skills in sales management are recruiting, selecting and hiring the best sales representatives. If your goal is hire top sales performers, then you will want to read on. Recruiting Superb sales managers know the value of a solid plan to do the upfront work ...
Unless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Mr./Ms. CEO, here is a question for you. How many times have you hired a new sales manager and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new manager understood what was ...
Executive Overview Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social ...