Steven Reeves
Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.
What Do You Call A Salesman You Can Trust
What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to...
How Can I Close This Sale
How many ways are there to close a sale, and are any of them guaranteed to work? Hundreds, and probably not. Closing the...
The CEO Close – What Is It. How To Use It
Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike...
Your Sales Playbook
Your sales strategy is simply a playbook – what the sports coaches call the predetermined moves you'll make in particular circumstances set by the...
Making Business Plans Make Sense
Business Plan Spreadhsheet Does your business plan make the usual mistake – focussing too much on money, and not enough on market? Do you add...
Qualify Harder for Quality Sales in 2012
Image via Wikipedia In a tough economy sales professionals need to double down on their process and qualify sales deals even harder than usual. ...
How Was Your Win Loss Ratio Last Year
How did you do on you Win Loss ratio - number of sales deals won versus the number lost - in 2011? What...
What Sales People Can Learn From Internet Marketers
Internet Marketers can teach regular sales people a lot about selling - about how to do the job badly. It isn't...
What Sales People Can Learn From Supply Chains
Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they're buying for...
Learn About Selling By Buying
Not surprisingly there's plenty of choice when it comes to "how to sell" books. The sales "newbie" or business start up "needie"...
Social Media Marketing Where’s the Payback
Image via Wikipedia Where's the Return on Investment from Social Media Marketing. There isn't any. Now it's official, at least according to the folks at...
Automated Sales Management Could Be a Reality Soon
Image via Wikipedia Will we see systems for automating sales management soon? With today's competitive markets, and corporate demands for more performance at lower costs,...
Start 2012 With A New Sales Strategy
How well did your sales strategy work out for you in 2011? If it achieved your goals - well done, and congratulations. If it...
Who Needs a Sales Strategy
Why do you need a sales strategy? Surely success in sales and sales management is all about tactics – individual responses to unique customer...
A Role for Sales People in 2012 – Customer Experience
Is there a role for sales and sales management in 2012 and beyond? The traditional sales tasks in prospecting, pitching and closing seem to...
Is Psychometric Sales Forecasting a Step Too Far
Getting sales people to take forecasting seriously isn't easy. Too often, the process forces them to confront the optimism which keeps them going....
The Only Golden Rule For Successful CRM
Is there a golden rule which will guarantee a successful CRM implementation? Yes, there is. MAKE IT HELP SALES PEOPLE DO A BETTER JOB. Anything…
3 Steps to More Effective Sales Operations
How can you improve the effectiveness of your sales operations? Stop spending resource on prospects who aren't going to buy what you sell...
The Most Difficult Side of Selling
Selling can be very hard work, especially in today's economic climate. It seems the whole world is trying to find ways of spending...
4 Roles for Management in Your Sales Team
Image via Wikipedia Does Sales Management mean there's management in sales? How many roles are there in sales for management? And does that management add...