Author: Steve Herzog
Website: http://www.firstinsales.sandler.com
Herzog and Associates is a Sandler Training Center serving Knoxville, TN and surrounding areas. Sandler Training teaches professionals how to improve their sales, business development and management skills through practical, proven and experienced-based training and consulting programs. Steve Herzog, Owner and Sandler Trainer, is a former corporate vice president of sales and marketing with expertise in strategic planning and product development. He earned his Bachelor of Science degree at the State University College of New York at Buffalo and his Master of Business Administration from Niagara University. Sandler Training Herzog & Associates has grown to be the largest sales training center in East Tennessee.
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May 5, 2014 |
in Business, Cover, Issue 6 |
Steve Herzog |
0
Creator of the Sandler Selling System David Sandler was an expert at motivating salespeople, as this excerpt from his President’s Club program demonstrates. There is an invisible barrier that is holding you back. It is the reason why many of us aren’t achieving the goals we set for ourselves. It has been constructed brick-by-brick since […]
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April 7, 2014 |
in Business, Issue 5 |
Steve Herzog |
0
That's where so many salespeople falter. They fail to take action to implement their plans in a timely fashion. Some never get their plans off the ground.
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April 7, 2014 |
in Business, Editor's Picks, Issue 5 |
Steve Herzog |
0
How often have you heard someone rationalize his or her mishandling of a problem by externalizing its source: "I can't meet my projections because...my territory isn't large enough," or "...our prices are too high"?
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March 5, 2014 |
in Business |
Steve Herzog |
0
Your strategies for interacting with prospects from the time you first meet them to the time you make a presentation can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer.
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March 5, 2014 |
in Business |
Steve Herzog |
0
If your sales manager asked you to forecast the number of sales you’ll close or the amount of sales revenue you’ll generate in the coming month, could you give him a meaningful answer? Meaningful, in that it’s based on something more concrete than wishing and hoping? If they are being honest, most salespeople would answer […]
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February 6, 2014 |
in Business |
Steve Herzog |
0
Why are some companies leaders in their industry while others are always playing catch-up? Why do some sales managers lead their sales teams to unparalleled success while others are still mulling over sales figures? Why do some salespeople close sales consistently and almost effortlessly, while others struggle to find an opportunity? Is the answer skill? Education? Knowledge? […]
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January 6, 2014 |
in Business |
Steve Herzog |
0
The New Year is here—it’s time to focus on the future and ask yourself three questions.
• What specifically do I want to accomplish in 2014?
• How will I do it?
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January 1, 2014 |
in Business |
Steve Herzog |
0
While there are several factors that contribute to success in the sales arena, there are five things you must have in order to maximize your potential and the results you achieve. 5 Tips for Success 1. You must have a system—a process for identifying, qualifying, and developing selling opportunities. Pursuing anyone who expresses a […]
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December 5, 2013 |
in Business |
Steve Herzog |
0
The Behavior Board Do you want your salespeople to be “self-motivated”? Try this: It’s called the Behavior Board, and it’s 180 degrees opposite traditional sales management advice. So exactly what is this behavior board? Each salesperson writes in (or phones in) how much behavior they have completed for that day. What is “behavior”? Dials, walk-ins, […]
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November 20, 2013 |
in Business |
Steve Herzog |
0
Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken, and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable. Then, there are salespeople who have just enough product […]
