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    • sales management

    • 1.

      How to Hire a Superstar Salesperson for 2007


      by Steve Martinez - 2006-11-28
      Everyone hiring a salesperson wants a superstar. If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you;...
    • 2.

      Truth Or Fantasy?


      by Tim Connor - 2006-12-03
      What do I mean when I say, "getting below the truth line"? Let's say your prospect says, "The price is too high." Is that really what he/she means? How about, "I need to think this decision over"? ...
    • 3.

      Your Sales Self-Image


      by Tim Connor - 2006-12-03
      All sales success is the result of a foundation grounded in right attitudes and positive self-esteem and/or self-image. If a salesperson has all of the skill competency and yet lacks the right attitu...
    • 4.

      Disorganization Is Costing You Sales


      by Tim Connor - 2006-12-03
      Clutter. Technology. Stuff. A full plate. Reports. Personal interests. Home life. Career. Relatives. Friends. Too little time. Too much to do. Meetings. The list goes on and on and on.One of th...
    • 5.

      It's All About The Trends


      by Tim Connor - 2006-12-03
      One of the mistakes many salespeople make is that they fail to take the time to study trends, such as:-economic ones-market ones-technology ones-buyer perceptions-product evolution-service needs/expec...
    • 6.

      Was It A Comedy Or A Documentary?


      by Tim Connor - 2006-12-03
      Was it a comedy? A tragedy? A monologue or a documentary? A hit? Or was the show cancelled? We are not talking about the latest effort from Hollywood or New York, but your last sales presentation....
    • 7.

      Are You Ready for 2007?


      by Tim Connor - 2006-12-03
      2007 is at hand. What are you going to do to ensure it is a more productive/successful/ enjoyable year than 2001? Here are a few assignments that will get you started:1. If a prospect said to you - ...
    • 8.

      How To Deliver More Next Year With Less!


      by Jonathan Farrington - 2006-12-04
      I want you to deliver more:- Profit- Sales- Productivity- Customers- QualityAnd, by the way, you've got less:- Money- Staff- TimeSound familiar? Year on year, sales leaders are being asked to achieve ...
    • 9.

      Are You Fully Prepared For A Fresh Set Of Challenges? A Sales Management Checklist


      by Jonathan Farrington - 2006-12-04
      Essentially, the task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (ho...
    • 10.

      Recruiting and Retaining Top Sales People


      by Rick Johnson - 2006-12-08
      Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related t...