Craig Arnoff Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/472/10-Ways-to-Better-Manage--Motivate-Your-Sales-Team.html http://www.evancarmichael.com/Sales/472/10-Ways-to-Better-Manage--Motivate-Your-Sales-Team.html 10 Ways to Better Manage & Motivate Your Sales Team Ten great strategies for elevating your success as a sales manager and motivator http://www.evancarmichael.com/Sales/472/Tough-Times-Sales-Strategies-Part-2--15-ways-to-Generate-New-Business-NOW.html http://www.evancarmichael.com/Sales/472/Tough-Times-Sales-Strategies-Part-2--15-ways-to-Generate-New-Business-NOW.html Tough Times Sales Strategies: Part 2. 15 ways to Generate New Business NOW !!! Fifteen strategies to generate new business NOW !!! http://www.evancarmichael.com/Sales/472/Tough-Times-Sales-Strategies-Part-1--Selling-More-to-Existing-Customers.html http://www.evancarmichael.com/Sales/472/Tough-Times-Sales-Strategies-Part-1--Selling-More-to-Existing-Customers.html Tough Times Sales Strategies: Part 1. Selling More to Existing Customers Low-cost strategies to boost sales to existing customers during challenging economic times. http://www.evancarmichael.com/Sales/472/SALES-MANAGERS-Eight-ideas-to-boost-shortterm-sales-results.html http://www.evancarmichael.com/Sales/472/SALES-MANAGERS-Eight-ideas-to-boost-shortterm-sales-results.html SALES MANAGERS: Eight ideas to boost short-term sales results Effective sales management is key to boosting both short and long-term sales results. These eight ideas can provide short-term improvements and lead to sustained sales results. http://www.evancarmichael.com/Sales/472/Discounting--DONT-DO-IT.html http://www.evancarmichael.com/Sales/472/Discounting--DONT-DO-IT.html Discounting: DON'T DO IT !!! When you agree to discount a product or service, it can serve to lessen its value and, consequently, hurt your chances of getting the sale or profitable customer relationships. http://www.evancarmichael.com/Sales/472/Boosting-Your-Personal-Sales-Results-Getting-A-Pay-Raise.html http://www.evancarmichael.com/Sales/472/Boosting-Your-Personal-Sales-Results-Getting-A-Pay-Raise.html Boosting Your Personal Sales Results: Getting A Pay Raise Having that winning attitude, setting goals, listening to customers and acquiring new sales skills and techniques are key to getting an instant pay raise. So, are you ready to earn more money in sales? http://www.evancarmichael.com/Sales/472/Heightened-Competition-Driving-Creative-Sales-Approaches.html http://www.evancarmichael.com/Sales/472/Heightened-Competition-Driving-Creative-Sales-Approaches.html Heightened Competition Driving Creative Sales Approaches The information industry has recently surpassed the auto industry to become the world's largest industry-and everyone's scrambling to get into the act! Government and defense contractors are entering the commercial marketplace while new and evolving Internet technologies have spawned a whole new set of virtual companies competing for a slice of the pie. http://www.evancarmichael.com/Sales/472/Listening-Pays.html http://www.evancarmichael.com/Sales/472/Listening-Pays.html Listening Pays !!! In a typical 60-minute sales call, a salesperson spends 30 minutes talking about products or services, 9 minutes asking questions ,and 12 minutes letting the customer speak. Clearly, not enough time is spent asking questions and listening to customers - the only way salespeople can learn what it will take to quickly close the sale. http://www.evancarmichael.com/Sales/472/TRADITIONAL-SALES-TRAINING-LEADS-TO-DECLINE-IN-SALES.html http://www.evancarmichael.com/Sales/472/TRADITIONAL-SALES-TRAINING-LEADS-TO-DECLINE-IN-SALES.html TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES Industrial psychologist and sales researcher Neil Rackham reports in a study of over 1000 sales calls that sales results deteriorated after traditional sales training programs were implemented.