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May 22, 2011 07:58 PM
May 15, 2011 08:24 PM
By BRETT GERSTENBLATT While few things are more important to sales than a strong, distinctive, respected brand, many mid-market CEOs place brand building on the back burner. This is probably because of the cost and the fact that value of brand building is hard to quantify. But it doesn’t have to be if the work is done right.
May 15, 2011 08:46 PM
By TIM WACKEL I’m writing this from Room 1009 in the Schaumburg Marriott outside of Chicago. Tomorrow, I have the privilege of delivering one of my favorite workshops on presentation skills. Although I’m tempted to share all of the great benefits of this wonderful program, I have a more interesting (and compelling) message that I believe you’ll enjoy and find value in. Question: What could a simple cab ride have to do with becoming a better sales professional? Answer: Almost everything!
May 12, 2011 08:43 AM
By KEITH PETERSON Is every quarter-end a contract free-for-all at your company? As a sales leader, do you know the status of every contract in process? Do you have the confidence to forecast contract approvals accurately every quarter? If these questions sound familiar, you are not alone. In fact, estimates indicate that 18 to 20 percent of the sales process is consumed with contract creation, negotiation, review, revision and approval processes. Studies show that the longer a contract takes to close, the less likely it is to conclude successfully.
May 10, 2011 05:12 AM
By JOE PETRONE In a May 2010 article in the Harvard Business Review, Jocelyn Davis and Tom Atkinson refer to a study they conducted with the Economist Intelligence Unit of 343 businesses, which found that “companies that embraced initiatives and chose to go, go, go… ended up with lower sales and operating profits than those that paused at key moments to make sure they were on the right track”’
May 10, 2011 05:48 AM
By RICK KASH and DAVID CALHOUN In the new demand economy, the margin for error for all businesses grows smaller and smaller.
May 1, 2011 08:58 PM
By BOB LITTELL Editor's Note: This is part II of a two-part article. You can read the first part here:  
May 1, 2011 08:02 PM
April 24, 2011 08:22 PM
April 24, 2011 08:30 PM
April 22, 2011 06:52 AM
By JOAN KING In the hospitality industry, sales and marketing staff are under increased pressure to compete for – and retain – meeting and events business. One of the secrets behind successful venue providers is to know the meeting planner better, even before they walk through the door. The importance of this kind of intelligence cannot be overemphasized, as it enables management to understand their preferences and match the right staff with the right meeting or event. This enables them to step up their game and create more successful outcomes.
April 22, 2011 07:22 AM
By NEIL MAHONEY In last month’s article we discussed the several steps you must take to do an effective positioning analysis:
April 17, 2011 09:08 AM
April 17, 2011 08:53 AM
By SCOTT RICHARDSON It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise resource planning (ERP) and customer relationship management (CRM) applications.
April 15, 2011 06:27 AM
By BOB LITTELL Editor's Note: This is part II of a two-part article. You can read the first part here:
April 11, 2011 12:58 PM
April 7, 2011 06:42 AM
April 4, 2011 07:08 AM
March 31, 2011 07:04 PM
By Michael E. Hackett and M. Jonathan Hackett 
March 31, 2011 07:46 AM
By NICK VAIDYA The other day I was talking with someone about a start-up idea. He is a successful salesperson and wanted my view on the concept. As we moved on with the discussion I realized there were some strategic holes in his plan that I wanted to point out. What I had not realized, however, is that he had bought into the idea lock, stock and barrel, and only wanted to hear me echo his feelings.
March 31, 2011 07:13 AM
If you follow a sales process that does not match the steps of the customer buying process (change; discontent; research; compassion; fear; commitment; expectations; satisfaction), you end up making inadvertent mistakes. When you become more familiar with what is going on in the customer’s head at each step of their buying process, you will be able to explain some of the most common mysteries of selling, including:
March 27, 2011 11:22 AM
March 24, 2011 09:04 AM
By TIM WACKEL My wife and I are the proud parents of two great kids – a teen-age son and daughter. Our daughter is getting ready to start college next week, and our son is like almost every other 15-year-old, living life large with a lot of attention on comfort and few worries about appearance. Last week I promised my son, Nicholas, that I would take him to the mall to buy new shoes. He loves to wear athletic shoes (or is still OK to call them sneakers?) and prefers to wear them until they fall apart at the seams.
March 20, 2011 10:15 AM
By RICHARD A. PLINKE The sales puke told me that most people will start what he called “nervous talking” when confronted with periods of silence, and interviewers would use all kinds of methods like that to try and make me nervous so that it would be easier to remove my viral organs without a great deal of fuss on my part, although he said they did it to see how I would react under pressure.           
March 18, 2011 02:41 PM