sales management

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    • sales management

    • 81.

      Are You Missing Out On Your Most Valuable Sales Opportunities?


      by John Corr - 2007-05-18
      Are you struggling to hit your revenue targets for high-value services?John Corr answers your top five questions on how to focus your investment in strategic account management when pursuing complex h...
    • 82.

      Defrag Your Day


      by Robert Seviour - 2007-06-14
      When your computer starts to take a long time to complete tasks and a lot of clicking noise is coming from the hard-drive but little happening on screen, it's time for a defrag.Defragmentation is a ma...
    • 83.

      Sales Training For Engineers


      by Robert Seviour - 2007-06-14
      Why would engineers need sales training?Because, generally, they are not naturally suited for sales and this wastes lots of business opportunities for their companies.If you look at psychometric tests...
    • 84.

      How To Sell Anything (for Anyone Who Feels That They Are Not A Natural Salesperson)


      by Robert Seviour - 2007-06-14
      There is a fundamental to sales, which if you know it, allows you to relax and do the job without nagging doubt that there is something unethical about selling. It's this; "The more people know what y...
    • 85.

      The First Principle Of Sales


      by Robert Seviour - 2007-06-14
      'Nobody can buy your product or service if they don't know you exist'That's pretty obvious isn't it? There is a bit more depth to the corollary; 'The more people who know of your company the more busi...
    • 86.

      13 Great Ways To Lose An Order


      by Robert Seviour - 2007-06-14
      Sick and tired of customers? Try these (deal) killer strategies1. If you know you are going to be late, take a moment to devise a solid excuse.2. Don't let the customer tell you what he needs, remembe...
    • 87.

      "don't Try And Keep Up With The Jones', Drag Them Down To Your Level"


      by Robert Seviour - 2007-06-14
      That's a lyric from songwriter and musician Neil Innes. It amuses me as a song, but in real life, I'm strongly opposed to the message.I like individual excellence, rather than conformist, defeatist, m...
    • 88.

      The Foundation Of Expectations


      by Mike Cardinal - 2007-07-03
      The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak. Conve...
    • 89.

      The Need to Define Your Purpose in Sales


      by Clement Low - 2007-07-01
      If you are entering sales, then you need to know your purpose in going into sales. You cannot just sign up and expect to be successful.1. You have to know what you want - this is the most basic ...
    • 90.

      The Structure Of A Selling System


      by Mike Cardinal - 2007-07-31
      It's a Friday afternoon in early 1980 and I get the call to meet with the Regional Sales Manager. I've been promoted into sales! WOW, was I excited. I had no idea what I was getting into. The regi...