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138 articles by Sam Manfer · showing 50

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By Sam ManferRecently published1 topic

***The Best Market Strategy for This Recession

It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down. I was at an association networking event the other night and as was talking with some people a ...It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers

Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they don’t want you to go past them.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C- Level Selling: Increasing Your Chances of Winning Competitive Bids

The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Relationships Networking – How to Meet the People or Person of Your Dreams

Networking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these contacts for this task. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***5 Tips for Getting Meetings with Corporate Leaders

C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected. Worse yet, of the ones fortunate enough to get meetings, most are never able to ...C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling Tips – Keep Competition Out of Your Key Accounts

Competitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about negatively and again vulnerable. If you haven’t stayed in touch reinforcing your ability to assist with opportunities or mitigate threats in their business or job functions, you’re not top of mind when competition promotes how they can be of better service.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’

Your buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs and wants. Two notes of caution:r

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut

I can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and $1.35 million for winning the tou ament. The comment by Phil was "Let me get this straight. I shoot a 65 and win $1.3 million and Tiger shoots a 70 and wins $10 million?" That's right. Tiger was consistent over time. Phil had a great day.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling Eliminates The Need for Low Price Bidding – A Case Study

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’s (B) production. It was a special fab with ...Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates

“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show you'll deliver the results and benefits that each one personally wants. Don’t assume all the C-level execs want the same – they usually don’t. In this way you’ll win each C-level executive's vote, and you'll continue selling to that account.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

Sales Management III - What Works

“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III) A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) and deal with it.” Whatever this bad apple is doing is working and you want to keep him going. The point: Don’t mess with what’s working well.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling at the Executive Level - The 5 Elements: Part V- Performance

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 part series is intended to help you ...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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Management -- Selling and Business Development in the 21st Century

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 century, selling and business development ...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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

C-Suite Selling Is Where You Will Win the Sale and Cross Sales

The reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate problems or attain desires. Uncover those problems and desires (http://sammanfer.com/articles_salescalls.html )and you’re on your way to closing. This is C-Suite selling. Push your products and services and you’re on your way to the exit.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection

How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final decision. It’s not to say that C-levels and other executives aren’t busy. However, if this sale is a go project, it will affect this C-level and his status with the company. Therefore, he will want to know what’s going on to be sure his expectations are going to be fulfilled.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Management: Avoid Motivational Bankruptcy, 6 Tips for Exciting Your Sales Team

The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Identifying the Ultimate Decision Maker

Determining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to approach these high level influencers and the ultimate buyer. So not knowing who the most important people are makes it very challenging for the sales person to control the selling process.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships

It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have relationships – good ones and weaker ones.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - The Great Customer Experience Happens When C-Level Executives Are Satisfied

How much time do you spend with the senior staff of you customers? I’ll bet not much – that’s not good. I’ll also bet that if by chance you do know them, you check-in to only say hello and see if there is anything they can give you – that’s not good again. And if you don’t know them, you only try to gain access to them when there’s something you want – that’s really not good.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***If You Want More Sales, Then You Need Advanced Sales People

Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you. I hear every ...Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling – Conquer Self-Doubt and Attain Confidence

Confidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from to tells your inner child how to react. If the message is positive, your inner child is happy and confident. If the message is negative or a warning, you inner child is fearful and full of caution / self doubt.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***6 Sales Management Drills for Relationship Selling to CEOs and Top Executives

Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you realize the advantages, you’ll start focusing on getting to CEOs, profit center leader, or top officials and their immediate staffs.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - Generating More Sales

Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are: • Existing Customer – Existing Products/Services ...Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are:

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

C-Level Sales Training - Cross Selling - The Fastest and Easiest Sales

Cross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your sales system? Let’s investigate.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

C-Level Selling - 6 Steps to Get Your Higher Price

1. Sell in the C-Suiter Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he wants. It’s up to you to find out. 2. Don’t confuse price with affordability.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Management -- Helping Salespeople Handle Gatekeepers and Voicemails

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have discussions with each before upcoming sales calls and pursuits. It should go something like this. "Who’s your prospect? "Who will you be meeting or calling on today? " "What will you be prepared to say when this person resists introducing you to others?

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***More Market Share Is Two Questions Away

The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Manager Training, Proposals: Strategies for Writing Proposals

The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. So some thought should go into what you’re going to say, how you’re going to say ...The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations

The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do all the talking and executives like to do all the talking. 3. Answering your questions will let you know the executive’s thoughts feelings and desires, and this is what you’ll build your presentation around.r

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Choosing the Right RFP’s and Avoiding the Wrong RFP’s

In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you. Knowing what RFP’s you can win before you bid is critical to your success ratio. Keep in ...In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling During This Recession - The Low Price Issue

I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn. As I introduced ...I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling Requires Differentiating Your Company to Your Customers’ C-Level Managers

Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort. Many believe selection is based on price. I say not really. A “better” deal – ...Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling: Fear Is a Sales Person's Biggest Challenge

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 statements about this executive, ...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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 2 – The Prospect Seemed Interested, But the Sales Cycle Stalled

Sales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due diligence work with subordinates and administrators. Even though these lower level people try to keep you at bay, your focus should always be to eventually get to the high influence executives because this is where your deal comes to a head. Here you’ll find out whether or not there will ever be a sale, and if so, what you’ll have to do to win.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Accurate Sales Forecasting

Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost. The simple system ...Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Training – It’s Not a Sale Until the C-Level Sings Yes

Let me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the profit centers you’re trying to sell into. Ask yourself, “Who in this organization can say, ‘Yes’ and it’s a done deal – no delays, no perfunctory signatures, only, ‘The sale is mine right now.’” These people must be your focus.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

C-Level Selling Tip 6: Networking, Use Your Resources

If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really know. If you don’t, you’ll say you don’t know anyone. Once you realize all the people you know, then, you’ll have to determine who the right contacts are to connect you with the decision makers you want to meet. Finally you’ve got to know what to say in order to get the right introductions.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Peoples' Biggest Weakness – C-Level Selling

Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for them. But there is one thing salespeople do not do -- selling at the C-Level or to the profit center leaders.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

Selling to C-Suite Executives Requires Having Their Backs

Selling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What helps them keep their jobs, and what gets them promoted? They don't care about the lowest price, or competitive features.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Networking Works; Cold Calling Leaves You Cold

Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling: How TCreate And Manage Large Accounts

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 to manage a large account has to get to ...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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

Creating a Targeted Prospecting Strategy

Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for their research and efforts. Over the next several articles, I will share with you my suggestion of how you should handle these current and prominent selling issues/ challenges. I also encourage you to read their report and their insights.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle

You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final approval. The term delegate basically means, “You do the legwork and report your finding back to me.”

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Hiring Super Sales People And Sales Managers

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, got fired or worse yet, s/he is still with ...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.

Primary topic: Sales Management Training
Sales Management Training
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