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  • sales strategy

    • 1.

      ABC's of Sales Planning


      by Rick Johnson - 2006-12-08
      Why do I need a sales plan?Sales planning is critical to sales success. Return on Time Invested (ROTI) should be key criteria that every salesperson should use when evaluating their account base. The ...
    • 2.

      Hire a Sales Rep - Not a Product Rep


      by Tibor Shanto - 2006-12-31
      A question I am often asked by my clients is should I hire someone who can sell but lacks industry experience; or should I search for someone who has been around the industry and has good product know...
    • 3.

      Thoughts for Incentive


      by Tibor Shanto - 2006-12-31
      Incentives are one of the greatest challenges most sales organizations face. While many start with the age old adage that "incentives drive behavior", they still find it difficult achieving a plan th...
    • 4.

      Working Backwards From Your Goal To Get Ahead


      by Tibor Shanto - 2006-12-31
      It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplish...
    • 5.

      Is It Already Too Late?


      by Tibor Shanto - 2006-12-31
      Last week, I got an e-mail from a sales training organization with the following question as the headline:"What are you going to do to insure that your sales goals are met this quarter?" This was to ...
    • 6.

      Renewing Your Accounts


      by Tibor Shanto - 2006-12-31
      This time of year we hear a lot from our customers about their focus on renewing accounts. This focus takes different forms based on where the client is vis--vis their annual revenue goals (for simpl...
    • 7.

      What's Your Value Proposition?


      by Tibor Shanto - 2006-12-31
      Frankly who cares?Your prospects sure don't!Some of your customers maybe; your competitors, when it serves their needs.OK, yes, the marketing team that "developed" does, but didn't you say the other d...
    • 8.

      CRM: Culture or Technology


      by Tibor Shanto - 2006-12-31
      I was recently asked to present on the impact of technology on sales, has it helped, in what way, or has it had a negative impact?After examining the issue with some colleagues and experts in the fiel...
    • 9.

      Resolve to Commit


      by Tibor Shanto - 2006-12-31
      I have a friend (let's call him George for this piece) who owns a number of fitness clubs in a suburb of a large city. He just loves January, just as everyone struggles back from the holidays, looking...
    • 10.

      We Sell Like We Buy - The Ying and Yang of Sales


      by Tibor Shanto - 2007-01-20
      Those of us who work with sales organizations, especially with senior leaders, have an interesting vantage point of the ritual of sales, and how it unfolds in different organizations. From this perch ...