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March 18, 2011 02:41 PM
March 18, 2011 02:09 PM
  By RICK KASH and DAVID CALHOUN In the flagrantly expansionary economy of the past several years, sloppiness in planning and execution were hidden as business sales and profits went up constantly. These days, you are not only competing with ever-growing sources of supply from competitors all over the world, but all of that supply is competing for flattening  – even contracting – demand. In this new competitive reality, any mistake can have significant consequences.
March 14, 2011 05:57 AM
March 14, 2011 06:22 AM
March 14, 2011 10:40 PM
By ROBERT S. GNUSE While sales are sharply declining, technical professionals are happily busy with existing work and headquarters…well…the mantra is consistently implying that “we’ve got to sell, sell, sell!” Sound familiar? If you’re one of the many professional services firms that depend on your technical professionals for new sales generation, this is anecdotally referred to as “just another round of the feast or famine cycle.”
March 10, 2011 03:04 PM
By BARBARA GIAMANCO A fundamental shift in the way that people communicate has occurred requiring salespeople to adapt their process and approach. Most are moving too slowly, preferring to stubbornly stick to outdated strategies that haven’t worked for some time.
March 10, 2011 07:29 AM
By NEIL MAHONEY Positioning was the word that was used in the 1980s, the Golden Age of Marketing, to describe the multi-step process marketers must use to develop what’s now called the “value proposition.” Whatever you call it, you can’t develop these sales and marketing tools without it:
March 6, 2011 11:10 PM
March 4, 2011 06:35 AM
Established in 1944, EBSCO is the world’s leading information agent providing consultative services and cutting-edge technology for managing and accessing quality content, including print and e-journals, e-packages, research databases, eBooks, and more. Headquartered in Birmingham, Alabama, EBSCO services libraries, corporations, and research organizations in more than 200 countries. Challenges
February 27, 2011 09:39 PM
February 25, 2011 09:56 AM
By SCOTT ZIMMERMAN, President of TeleVox Software, Inc. The request is all too common in marketing departments across corporate America today: “Keep customers happy, and while you’re at it, increase sales. But don’t – and this is important – increase your spending.” A monumental if not impossible task, you say? Not to some. In growing numbers, forward-thinking companies are turning to the power of behavioral science to achieve impressive and cost-effective growth in both loyalty and sales.
February 21, 2011 08:00 AM
By RICHARD PLINKE Editor’s Note: This is the first installment in a 10-part series of excerpts from Richard A. Plinke’s upcoming book, “How to Sell the Plague (Without Being a Rat and Other Cheeky Musings of an Unrepentant Salesman).” The series humorously explores how Plinke ended up in sales, the last place he ever thought he’d be and what he learned during those early days that carried over through his 35-year sales career. Subsequent installments will be posted each Monday.
February 17, 2011 04:05 PM
February 16, 2011 09:25 PM
By STEVE BARRY “Just give me my goals and get out of my way.” Does that sound like any salespeople you know? Many salespeople, by nature or necessity, are action oriented. Instant action, particularly when action equals sales, compensation and personal gratification, is glorified.
February 15, 2011 12:00 AM
By Neil Mahoney
February 14, 2011 10:09 PM
By Dave Dunbar Mental clarity, physical stamina, a sense of self-worth. We all want these, but salespeople need them to do their jobs profitably.  These are fruits of a continuing yoga practice. Some 15 million Americans practice yoga and 705,000 of them are salespeople. Yoga is a $6 billion industry in the U.S. and growing daily.
February 9, 2011 06:17 PM
Valentine’s Day is a time for people to let those they love or want to love know how they feel – and businesses should do the same.
February 6, 2011 11:33 AM
It’s hard to go anywhere these days without catching someone flicking their fingers across a smartphone screen. The Pew Internet Project estimates that one in four U.S. adults now uses mobile apps, and of those, nearly two in three people use their apps every day. To date, more than 6.5 billion apps have been downloaded just by Apple users.
February 6, 2011 12:16 PM
The American model of business is dysfunctional. Along with small and medium-sized companies, the backbone of the U.S. economy, large multinational firms have been lured into a misconceived form of producing and selling. It goes like this:
January 30, 2011 10:54 AM
Less than half of today’s business-to-business sales professionals have ever weathered a true economic downturn. These folks learned how to sell in the nifty ’90s, which was one of the longest business expansions in U.S. history. Hey, it’s not that hard to hit quota with double-digit market returns and huge growth in the number of new jobs. But what should you do when the economy starts to tap the brakes?
January 20, 2011 02:00 AM
By Erik Laurijssen, CMO and Vice President, Platform, Alliances, and Channels, Luma Technologies
January 18, 2011 02:00 AM
January 18, 2011 02:00 AM
  Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of investment advisory services provided to high-net-worth customers. He asked me to be a “mystery shopper,” and at his request, I met with one of his salespeople while posing as a high-net-worth customer considering the possibility of changing from my current financial advisor to another investment management firm.
January 14, 2011 02:00 AM
  By Neil Mahoney
January 13, 2011 02:00 AM
  By Joan King, managing director, Loyalty, UniFocus Historically, service-based industries such as retail and hospitality have utilized mystery shoppers to help them diagnose problems—since the importance of third-party observation is undeniable. However, mystery shops at times have been controversial because of the belief that they only represent “a snapshot in time” and because of disputed findings due to internal bias.