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You are here: Home / Archives for Sales Management

Sell All Alone? No way. Management Should Help You Sell

June 24, 2016 By maurasf

selling for non salespeople

You may make sales calls all by yourself. That may be the reason why you think you work all alone. You really don’t. Your management has a role to play in your selling. They also have a responsibility to help you sell. How should you sell? Some managers think that when they hire a salesman he should know how to sell. It’s almost like thinking someone will figure out how to … [Read more...]

What makes a great salesperson? A great sales manager.

May 26, 2015 By maurasf

Behind many great sales professionals are great sales managers. A sales manager is someone who can make selling much easier---or a whole lot harder. Management defines the process. Too often management expects salespeople to do the impossible. They hire salespeople and say, "Go sell." You wouldn’t expect someone on the assembly line to figure out how to assemble a product. Why … [Read more...]

Sales Management & Sales Strategies: June 2014

July 16, 2014 By maurasf

THE MONTHLY SELLING NEWSLETTER WITH IDEAS TO SELL MORE NOW June 2014 The Selling Quote for the Month  “The only thing necessary for the triumph of evil is for good men to do nothing."                                                                              -–Edmund Burke                                                                         For Salespeople...  Do … [Read more...]

Can Jack Welch help you sell?

November 15, 2013 By maurasf

Did you see the column in the Wall Street Journal that Jack Welch wrote to defend his famous GE forced ranking program? It’s also known as rank and yank. Welch makes a compelling argument for rank and yank.  When executed successfully, employees know well in advance of a review how they are perceived in the organization. Welch consistently asks his audiences, “How many of … [Read more...]

Do Prospects Hit the Delete Key With Your Voicemail When You Sell?

October 22, 2013 By maurasf

old and new sales

There are just a few reasons why you're not getting a meeting with a prospect. Are you giving them a compelling reason to meet? Do you sound credible? Do they have a reason to believe you can deliver what you say? If your voicemail is irrelevant to their business get ready for the delete button on their voicemail. If you sound hesitant, too cocky, too meek, or unprofessional … [Read more...]

What Every Sales Manager Should Know

June 24, 2013 By maurasf

Imagine being hired to work on an assembly line.  On your first day your manager gives you your work instructions. He says, "Put the parts together any way you want. It's fine with me."  Sounds nuts? Well why is this being done in sales? Your manager should have an idea of how many quality sales calls you should be making a day. At least he should know a range.  He should know … [Read more...]

Sales Managers Need to Manage.

June 6, 2013 By maurasf

Imagine yourself at a sales meeting talking about a prospect and your current sales status.  You ask for an update from one of your sales team members on Company XYZ and the contact,  Mr. Smith.  At the next sales meeting you ask for an update.  You get a dumbfounded look.  Why? There is no Mr. Smith. There are too many sales managers who get sold.  What they're buying is an … [Read more...]

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

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