Update 11.02.2021

Magazine service "Sales Pro Magazine" is exactly: 309 (+21) articles and 99 (+8) authors.

Latest issue 14/2021 (february-april)

Have you ever asked yourself: How much does my client cost? To know the answer, you need to calculate the so-called CAC (Customer Acquisition Cost). If it is too high, the company will start to incur losses, even if it constantly acquires new customers. However, CAC is not the only indicator that is worth tracking - CLV, or Customer Lifetime Value (customer value in the long term) is equally important. How can you calculate both indicators and why not knowing them is one of the biggest mistakes a sales manager can make? I invite you to read the Grzegorz Kubera's article How much does your client cost?”.

Another question any sales manager would like to ask is: How can I increase my sales without losing my margin? Knowledge of business and commercial mathematics may be very useful for this task, not only when it comes to the boss, but above all when it comes to their team. In particular, it is crucial to control the salespeople’s natural tendency to grant discounts to customers who hesitate before buying. More on this subject you’ll read in the article by Małgorzata Warda.

During a pandemic, many of us succumb to emotions, especially negative ones, much faster. As a result, it is much easier for conflicts to escalate - both in the relationship between the boss and their employees and between sellers themselves. How do you not exacerbate the situation and not to threaten the cohesion of a team? I highly recommend Katarzyna Muzyczyszyn’s article How to avoid escalating conflict in tense situations”.

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Featured article

no. 14/2021

Make your client feel special!

Make your client feel special!
  • What can we do to make our client feel like a VIP?
  • In what situations is individual treatment particularly important?
  • How should we react when a customer treats a salesperson poorly?
Read more
no. 14/2021

How to increase sales without losing margins

How to increase sales without losing margins
  • How is knowledge of business mathematics useful for a sales representative?
  • How do promotional discounts affect profitability?
  • What’s the difference between a margin and a mark-up?
Read more
no. 14/2021

How much does your client cost?

How much does your client cost?
  • What is the CAC (Customer Acquisition Cost) index?
  • How do we calculate it?
  • What other indicator is it related to?
Read more

Strategies for success

Open access no. 14/2021

Whom should I sell to first?

Whom should I sell to first?
  • How can you choose the most promising clients?
  • Where to look for new customers?
  • Why should you prioritise your regular clients?
Read more
no. 14/2021

Project management methods for a sales manager (Part 1. Waterfall)

Project management methods for a sales manager (Part 1. Waterfall)
  • What exactly is project management?
  • When does an organised, project-oriented approach become essential for a sales team?
  • What project management tools may be useful for the sales department?
  • When closing a meeting, how do I make sure that everyone feels motivated and understands what they’re supposed to do?
Read more
On-line only no. 14/2021

A Blueprint for Success of Your Email Marketing Campaign

Just a few years ago our email boxes were bulging with hundreds of ads, spam and other messages, and we usually paid little or no attention to their content. It seemed that email was passed its prime, and that this innovation would soon become a thing of the past. However, instead of marginalisation there came transformation.

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Skills academy

no. 14/2021

Effective upselling and cross‑selling

Effective upselling and cross-selling
  • How do we implement effective upselling and cross-selling to increase turnover and also increase customer satisfaction?
  • Why are cross-selling and upselling sometimes ineffective?
  • What should managers teach salespeople so they can effectively cross-sell and upsell?
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no. 14/2021

How to stop complaining and start taking action

How to stop complaining and start taking action
  • What complaining comes from?
  • What complaining can lead to and what it takes away from us?
  • What can help you start taking action on a daily basis?
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no. 13/2020

Online training ‑ don't throw your money away

Online training - don't throw your money away
  • How to choose online training that will meet all your needs?
  • What type of an online training should you choose?
  • How can you get the most from your participation in online events?
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Psychology of sales

no. 14/2021

How to avoid escalating conflict in tense situations

How to avoid escalating conflict in tense situations
  • What could cause conflicts during a pandemic?
  • How to help employees deal with uncertainty?
  • How to prevent conflicts in the workplace?
Read more
no. 12/2020

How to motivate yourself

How to motivate yourself

Anyone can find their own sources of motivation. It’s very important to be aware of both what drives us to act and what leads us to put off our goals. How do we do that - how do we move from words to deeds?

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On-line only no. 11/2020

Don't give in to negative emotions

Sales is one of the most popular professions in the world and, although it may seem like selling goods and services doesn’t require too much effort, only a select few achieve significant success, earning amounts that others can only dream of. Even though the reasons for this are largely visible in the competences of the best salespeople, it is often an emotional topic.

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Customer relationships

no. 14/2021

"I have to try it first!"

"I have to try it first!"
  • How do you refuse when client asks for a free service?
  • How can you say a polite "no" to the influencers and bloggers who want to get your products/services for free?
Read more
no. 14/2021

"Why did you choose the competition?"

"Why did you choose the competition?"
  • What are the main reasons clients decide to choose the offer of your competitor instead of your offer?
  • How to ask clients about the reasons for their decisions?
  • When not to ask?
Read more
no. 14/2021

When regular clients start to leave...

When regular clients start to leave...
  • Why is a satisfied client different from a loyal client?
  • What can weaken client loyalty and make client leave?
  • Could the price be the reason why clients leave?
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The salesperson’s day-to-day challenges

no. 11/2020

"Boss, there's something I'd like to talk about...". How do you talk to your boss about a pay rise or promotion?

"Boss, there's something I'd like to talk about...". How do you talk to your boss about a pay rise or promotion?

Any interaction between a manager and an employee provides an opportunity for mutual understanding only if the manager is the right person in the right position (this is surprisingly rare), and if the subordinate takes a professional approach. What does this mean in practice?

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On-line only no. 10/2020

A salesman’s memories: Sales standards: help or hinderance?

The new month began quite unpleasantly for David. His branch manager came up to him and, without asking anything, declared: - A new adviser is coming tomorrow. I’d like you to show him the ropes, how you serve clients and how you look for new ones. Just show him how we work, okay? The next day, a new co-worker appeared at David’s desk and immediately started talking about what he doesn’t like...

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On-line only no. 9/2019

Memories of a salesman: to make mistakes is human

Mark is an experienced salesperson working in a car showroom. It was a really hot day. Thankfully, the air conditioning was on full blast in the showroom, allowing Mark to concentrate on work and not think about the temperature outside. However, thanks to the e-mail that Mark received up a few minutes ago, he’s now sitting in a pool of his own sweat. It turned out that a large consignment of vehicles...

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Technologies

Open access no. 9/2019

7 ways to ensure your sales team are fans of your CRM

7 ways to ensure your sales team are fans of your CRM

As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then,...

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On-line only no. 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

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no. 7/2019

How CRM can help salespeople boost their results

How CRM can help salespeople boost their results

Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

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Salesperson's navigator

no. 12/2020

“We have a deal!” ‑ does spontaneity help in sales?

“We have a deal!” - does spontaneity help in sales?

Have you ever come out of an important meeting with a strange feeling, thinking, “Did I maybe overdo it a little bit?”, “Were my reactions too spontaneous, not professional enough?”. If you have, I offer you a short article on this topic.

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no. 11/2020

Training that makes sense

Training that makes sense

Going down the road of self-development requires the courage to leave your comfort zone. In this article you will learn how to take the first step, that is, how to diagnose your professional weaknesses and determine what criteria should be used when choosing a training program that will help overcome them.

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no. 8/2019

7 trends that are changing sales

7 trends that are changing sales

Modern sales are evolving with the development of new technologies. Ubiquitous access to knowledge and information is also changing the customer’s approach to the purchasing process. For years, we’ve been talking about the demise of traditional sales and the smaller and smaller role that salespeople play in the whole process. And how is it really? Here are seven challenges that are increasingly affecting...

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Dream Team

no. 14/2021

"Help, somebody get me out of here..."

"Help, somebody get me out of here..."
  • How to organise meetings that no one wants to get out of?
  • Whom not to invite to meetings?
  • How long should meetings last?
Read more
no. 14/2021

"Boss, I can't handle it..."

"Boss, I can't handle it..."
  • How should you react when an employee reports that they can’t handle their workload?
  • Why it’s a good sign when employees admit it themselves?
  • How to find the source of the problem and eliminate it effectively?
Read more
no. 14/2021

What expenses should sales departments cut first?

What expenses should sales departments cut first?
  • Why is employee training key during a downturn?
  • How can we cut costs without demoralising our employees?
  • Why is knowledge of business mathematics more important in a downturn?
Read more

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