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21. The Myth of the Working Sales Manager

    by Rick Johnson - 2007-03-22
    A Sales Manager's Responsibility Does Not Focus on Selling but it Does Focus on the Promotion of SalesSales managers are often promoted and then expected to continue to handle their most lucrative acc...

22. Building A Top - Level Balanced Scorecard

    by Jack Steele - 2007-03-16
    A Top-Level Balanced Scorecard is a great tool to summarize an organization's top objectives that stem from its Strategic Planning process. The tool has more than a decade of application and proven re...

23. Don't Just Interview Sales Candidates; Interview Past Managers, Too!

    by Dr. Gary S. Goodman - 2007-03-13
    I was just spending a few minutes at the Chicago White Sox web site, absorbing some of the techniques being used by pitching coach, Don Cooper.He was jumping on his staff for exhibiting too much of a ...

24. What Should An Effective And Professional Sales Team Appraisal Contain?

    by Jonathan Farrington - 2007-03-01
    I have always worked with the following formula:Attitude + Skills + Process + Knowledge = SuccessTherefore, when measuring my teams, I always ensure that I benchmark against that criteria:A simplified...

25. Mindfulness - For Business People?

    by Robert Neely - 2007-02-26
    It may be the the most important thing you can do. Victor Frankl, in his book about his time in a concentration camp, talks about how a focus on the present helped him to deal with the discomfort of h...

26. Cold-Calling (Selling Ice To Eskimos)

    by Thad Greer - 2007-02-22
    My career has been comprised of sales, sales management and recruiting. I've worked for some of the largest companies in the world: Wal-Mart, General Electric, Gannett, as well as a couple small ones ...

27. New To Sales Management? Assess Your Team Sooner Rather Than Later

    by Jonathan Farrington - 2007-02-21
    You need to begin to get the measure of people early on. Beware of thinking you are an expert psychologist, but do:• Listen to what people say and how they say it• Read between the lines• Check immedi...

28. Sales Lead Generation: 8 Powerful B2B Sales Lead Generation Techniques To Help You Reach Your Sales

    by Mac McIntosh - 2007-02-18
    Most of the fastest growing B2B companies do not rely solely on just one sales lead generation method. They have a complete arsenal of sales lead generation tools at their fingertips, that they can us...

29. Hiring Your Company's Future

    by John Bishop - 2007-02-14
    Harvard Business Review says that 67% of all hiring decisions are made in the first five minutes of an interview.What are managers doing for the other fifty-five minutes of an interview?If your manage...

30. Sell to Your STRENGTHS!

    by Dr. Gary S. Goodman - 2007-02-14
    I just got off the phone with one of my book readers who claims to possess an unusual "acoustical" gift.Sounds are important to him, he remembers them well, and he can easily do vocal impressions of J...

31. 6 Ways to Have a Successful Event

    by Cheow Yu Yuan - 2007-02-09
    Organizing an event or a workshop to the public is the best way to increase your company contact network, generate more sales, and get your company known to the public in the shortest possible of time...

32. Sales in Today's World

    by Sandy DeMaria - 2007-02-08
    How many times have you heard "The only reason he got the business was because he golfs with the owner." Well more than once I am sure. So is that the foundation for a great sales person. Absolutely!!...

33. Dealing with Difficult to Collect Debts

    by Taryn Simpson - 2007-02-05
    Bad debt is not something anyone enjoys but believe me, it is listed as a financial statement item for a reason. Because it happens from time to time. A client may appear to be the nicest and most c...

34. Xerox Business Systems

    by Aaron Schwartz - 2007-02-05
    Xerox is known all over the world as being the # 1 photocopier manufacturer. The Xerox Corporation is a company that has definitely proved thought its practice that the "right management" and the abil...

35. Hiring and Training of New Sales Staff

    by Terry Sanders - 2007-02-02
    How do you train your sales personnel? Perhaps a better question would be…Do you train your sales personnel? As silly as this may sound a lot of organizations hire a salesperson and tell them to go ...

36. New Trade Globalization

    by Kate Gardens - 2007-02-02
    Old globalization was marked by the quest of colonial powers such as France and the Netherlands for more raw materials, cheap labor and new markets, conditions that translate into an ultimate objectiv...

37. Prosperity, Is It Actually Weakening Businesses Today?

    by Jim Masson - 2007-02-01
    This is a very prosperous time for most people living in developed nations today. Consumers continue to desire the latest and greatest in virtually every economic sector. Could it be that this unprece...

38. How to Instantly and Covertly Build Rapport

    by Vincent Harris - 2007-02-01
    When we hear someone say, "He/she is an excellent communicator" we usually think of someone with succinct, clear, and powerful speaking skills. While these skills certainly do serve a vital role for t...

39. 3 Ways of Pricing - Why Value Pricing is the Best

    by John Crockett - 2007-01-28
    Where you sit in the distribution chain and how long that chain is often influences how your pricing strategy is set.There are probably just three ways you can price:1. Cost plus: this is where you de...

40. Small Businesses Need Sales Scripts, Too!

    by Dr. Gary S. Goodman - 2007-01-26
    Scripting has been employed in selling for at least 80 years that I'm aware of, and perhaps a lot longer.It is the use of patterned sales talks, predictable and reliable conversational strategies that...

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