Rene Zamora Articles

Managing Sales Motivation - Find the Motivational Drains - Click To Read Article
Most sales people need motivation. Motivation comes in many different forms. One way to motivate your team is to identify areas that are draining their motivation. This article will help you find the drain and plug it to regain motivation.

The Letter of Understanding - Click To Read Article
Owners and managers should have your sales people begin using the letter of understanding and you will see how well and deep they are approaching the sales discovery process. It serves as accountability for how well the sales person is discovering needs, offers concrete data to coach with and manages expectations with prospects.

Unleash Your Potential by Changing Your Beliefs - Click To Read Article
This article has a step by step process to indentify and change any of your limiting beliefs. Beliefs are at the core of all our behaviors. By changing beliefs it is easier to change your behaviors.

Turn Cold Contacts into a Hot Network - Click To Read Article
Most Sales People sell at networking events, successful ones build credibility.

Sales Recruitment and Hiring Process - Click To Read Article
Find who you want, don't just take who you get. There are plenty of great people out their looking for a place to contribute. Good people are interviewing you, so you need to be prepared, organized and professional in your approach. You can attract top quality people if your company can support them and your hiring process is attractive to them.

Selling Value - Hear Yes to These Questions - Click To Read Article
No matter what your pricing philosophy is at your company, buyers always buy based on value. Hearing yes to three quesions will allow you to build greater value in your pricing.

Sales Compensation Guidelines - Click To Read Article
Money alone does not motivate most people, but incentives crafted into a well thought-out compensation plan will produce results you hope for. Here are some guildelines to help you with your pay plans.

Mining Your Customer Base - Click To Read Article
In the early 1900's, Reverend Russell Conwell -- founder of Temple University -- gave a popular speech called "Acres of Diamonds." In it, he said: "Your diamonds are not in far distant mountains or in yonder seas. They are in your own backyard if you but dig for them."

Five Reasons Prospects Stop Responding To Your Sales Process - Click To Read Article
How long do you pursue a "hot prospect" that is not responding to your sales process?

Building Sales Creatively - Click To Read Article
When you don't feel like you "Have to" make the sale, the sales process is much more enjoyable. When you are confident and relaxed you can be more creative, which makes the sales process more enjoyable for your customer, which makes it easier for them to buy and not be sold.

Be Adaptable With Your Sales Team to Achieve Peak Performance - Click To Read Article
Masterful management is understanding how to motivate and influence increased performance with differing personalities and talent levels.


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