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 Article Directory   Author   Sam Manfer

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Published Articles:13
Total Article Views:3,610 (unique visitors)
Sam Manfer

Sam Manfer's Articles

Articles by: Sam Manfer

Recent Articles

C-Level Selling is the Path to Cross Selling

Those with the “In" win. Everyone should agree that having high-level relationships is a significant advantage for making sales. So how much time are you devoting to your existing clients to ..
(August 05, 2008)
  • Currently nan/5
 | Business/Sales | Visitors: 222

It's 11 PM - Do You Know Where You Are?

This was the opening of the 11 O'clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?" My question is all about you and who's ..
(April 08, 2008)
  • Currently nan/5
 | Self-Improvement/Success | Visitors: 183

C Level Relationship Selling 10 Tips For Developing C Level ..

Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets ..
(July 02, 2008)
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 | Business/Sales | Visitors: 342

C Level Relationship Selling Sales Managers Must Teach C Level .

If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously. I just read an interesting White Paper that said sales people .
(July 14, 2008)
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 | Business/Sales-Management | Visitors: 336

6 Actions to Get You Prepared For Networking

Common Situation When prospecting or getting to higher level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting ..
(July 23, 2008)
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 | Business/Networking | Visitors: 204

Relationship Selling Taking it to the Streets Implementation

A Relationship Selling Example Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. ..
(July 27, 2008)
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 | Business/Sales | Visitors: 231

Sales Management Selling and Business Development in the 21st ..

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 - .
(July 31, 2008)
  • Currently nan/5
 | Business/Sales-Management | Visitors: 562

7 Advanced Skills Required For C-Level Selling - Part I - ..

Everybody knows that to present, ask questions, and listen are the basics of selling - not necessarily in that order. However, most sales people do not know the finesses associated with these basics ..
(May 05, 2008)
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 | Business/Sales-Management | Visitors: 267

C-Level Relationship Selling Eliminates the Need For Low Price .

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 ..
(June 18, 2008)
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 | Business/Sales-Management | Visitors: 208

7 Reasons C-Level Relationship Selling Eliminates the Need For .

1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, ..
(June 17, 2008)
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 | Business/Sales-Management | Visitors: 259

C-Level Relationship Selling - Account Mangers Are the Life ..

I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. ..
(June 26, 2008)
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 | Business/Sales-Management | Visitors: 290

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, ..
(July 08, 2008)
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 | Business/Sales-Management | Visitors: 350

C-Level Selling - Quality Sales Leads Will Come Once You Build .

In a previous article I discussed building your Opportunity Matrix of potential sales on an excel spread sheet. Each box in that matrix is a prospect and is defined by a “who" (company, ..
(May 29, 2008)
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 | Business/Sales | Visitors: 156