You are a manager at a certain level in a sales organization. You have a team below you, and each of them has their own sales plan.So, here it is. These are not their plans, but your plans. These are not the plans they are supposed to fulfill; rather, they Continue Reading
Sales
Articles about sales, sales techniques, and sales secrets. Most of these articles became the core of the book “White Sales.”
Listen before you speak.
It doesn’t matter how well or beautifully you speak if your words are going to break against the inner… defense a person. And if your task involves leading other people, then you need to ensure, first and foremost, that you are listened to and heard. Any presentations of the new Continue Reading
What do bad salespeople sell?
Bad salespeople are actually very good at selling their activity to their manager. They convince their manager that they are “doing everything possible.” However, they do not achieve results. In fact, they do not achieve results because they do not want to. All they want is to keep their job. Continue Reading
Common stereotype
I constantly encounter the opinion that “real salespeople” should be motivated by money. The more extreme version of this belief suggests that it’s impossible to see someone as a good salesperson if money isn’t the most important thing in their life. Moreover, when people try to interact with someone “as Continue Reading
The work of an HR director.
After all, if we’re not talking about a “head of human resources,” then the work of such a person is still all about sales. It’s the sale of the company to job seekers. It’s selling the benefits of working for this particular employer, selling the reasons to work, selling the Continue Reading
Industry specifics
There are people who consider themselves professionals in a certain field and are convinced that only those who have a thorough understanding of the specifics of their product or service can sell it. The majority of people fall into this category. They say that you can’t properly present a product Continue Reading
On the Effectiveness of Exhibitions and Conferences
This post is at the request to talk about leads. Exhibitions and conferences are ineffective. The time and money that a company spends on participating in exhibitions and conferences are wasted and do not serve the purpose of attracting clients. Let’s imagine an exhibition for “puzlo-muzlo” is being organized. We Continue Reading
The beggars at the church steps.
Let’s imagine a classic example of a perfectly competitive market: the supply is standardized, there are no barriers to entering or exiting the market, demand is stable, and there is virtually an infinite number of suppliers. A typical example of such a market is a line of beggars sitting in Continue Reading
A fish rots from the head down.
When I see that clients in a company are treated in a way that makes them uncomfortable, I immediately understand that this is not just a problem of a specific manager, but a problem of the entire company, starting from the top, and that this company has no future. It’s Continue Reading
Marketing vs. Sales
Here. тут. For entertainment, we are told about “magical marketing techniques,” “insights,” or rather, revelations. They say that these discoveries are kept secret behind seven seals. For example, marketers were surprised to find that people buy non-stick cookware not to save on oil, but because it is easy to clean. Continue Reading