Articles by Shelley Hall - Principal of Catalytic Management

Uncover Real Needs with Comparison Questioning

As published in: "Selling Power's Sales Management Newsletter" - January 2010

Asking the right questions can win loyal business for years to come.

Are You Ready for Change?

As published in: Chief Learning Officer Executive Briefing - November 2009

Knowing how well an organization will respond to change gives learning leaders an advance opportunity to understand the unique roadblocks and to plan a strategy to keep moving forward.

Staying calm is more important in recession

As published in: Providence Business News

Top 6 mistakes sales reps make in a difficult selling environment, and how to avoid them.

Help Sales Avoid Panic Driven Mistakes

As published in: Mass High Tech

Here are the top five mistakes sales can make in this high-pressure environment, and what you can do to fix them.

Without a Trace: Take Care to Protect Your Company's Knowledge

As published in: Industry Week

Insuring that your company's intellectual property and knowledge doesn't "go missing" takes commitment and consistent focus.

Gaining Agreements: Why Children Are Masters at Selling!

As published in: CEO Refresher

Learn valuable sales techniques from the true masters - our kids!

Selling at the Teller Line (PDF Format)

As published in: Branch Manager's Newsletter

In this issue of Branch Manager's Letter, Shelley Hall presents several short articles on improving sales in retail banking: "Be Timely with Feedback," "Tellers Are More Likely to Embrace 'Consultative Selling'," "Use Sales Assessment Tools When Hiring Staff," "Employee Turnover Can Lead to Client Turnover," and "Selling is More Than Passing Out Brochures."

Drive Results with Process Improvement

As published in: Women's Business Journal

Reduce costs, improve margins, improve morale, and improve customer relationships by following the six Ps of process improvement.

Curry Printing Gets Service Right!

As published in: The Catalyst

Interview with Robert Gardner, Customer Service Manager

If You Make a Promise, Keep It

As published in: Sales and Service Excellence

Read about the seven steps that will help you keep your promises to your customers - so that you can keep your customers!

Promises, Promises: When You or Your Clients Say One Thing But Do Another

As published in: Executive Decision Magazine

"We're Job One!" "The Customer is our Business!" "The Customer Comes First!" These are all well known branding statements that were built around the belief that differentiated customer service drives profits. And they're right, IF and ONLY IF those promises are kept.

Creating a Results Driven Sales Culture in Today's Community Banks

As published in: Bank New York

You need more than mere sales training to create, support and sustain an effective results-driven sales culture bank-wide. The article covers the most important factors for success.

Unrealistic Expectations Doom CRM Initiatives

As published in: ManageSmarter

How to ensure that your CRM implementation solves the problems you want to address

Sales Manager's Cheat Sheet Is True Performer

As published in: Boston Women's Business

Follow this five-step cheat sheet to develop an effective sales incentive compensation plan.

Turn to Your Customers to Solve Customer Churn

As published in: Business Strategy Series

This article walks you through the steps you need to take to perk up flat sales and reduce customer churn.

Are You Dependent on Just a Few Clients? If So, a 50/30 Alarm System Can Help

As published in: The Independent Consultant

If 50 percent of your business comes from 30 percent or less of your clients, an alarm should go off! That alarm is telling you to expand your client base and think about how you market your services. Consider the process described in this article.

3 Management Practices For Greater Success in 2007

The latest research in organizational effectiveness demonstrates that companies that are strong in these three management practices find themselves at the top.

Keep Your Customers From Revolving Door

As published in: IndUS Business Journal

Are you working too hard only to see your customers walking out the door? Read on!

Take Action, Resuscitate Flat-Line Sales

As published in: Boston Women's Business

Follow these steps to see your sales grow.

Choose Sales Training That Fits Your Needs

One size does not fit all! Learn how to align your sales training with your firm's needs.