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July 31, 2010 12:14 AM
Whether working from a cramped airplane seat, noisy coffee shop or a less-than-private hotel lobby, salespeople—the original business nomads—are more familiar than anyone with the challenges of staying productive while on the move.
July 31, 2010 12:10 AM
Whether you call it an uncertain economy, a down economy, or a recession, one thing is definite: buyer behavior is quite a bit different from what it was a year ago. Both consumers and businesses are more cautious about how much they're spending and what they're spending on. They're no longer making luxury purchases and are scrutinizing every cost, as well as demanding a faster ROI.
July 31, 2010 12:14 AM
I think we all could use some good news right about now. So as the new editor-in-chief, I'm happy to unveil some major changes at Sales & Marketing Management (SMM)—the first of which I'm sure you've already noticed: our new streamlined logo and tagline.
July 31, 2010 12:20 AM
WebmasterRadio.FM, a B2B online radio network, is debuting a new program entitled AFFILIATE WIRE.
July 31, 2010 12:18 AM
Reynolds Web Solutions has launched a new mobile marketing solution for card dealerships, enabling them to incorporate mobile phones as a marketing channel.
July 31, 2010 12:15 AM
SalescallPlanner tools helps maximize sales calls.
July 31, 2010 12:20 AM
Richardson, a global sales training and performance improvement firm, has announced the launch of its TalentGauge online assessment tool.
July 31, 2010 12:20 AM
Ricoh has introduced its Aficio MP 2851 and MP 3351 Digital Imaging Systems.
July 31, 2010 12:20 AM
Research In Motion (RIM) has debuted BlackBerry Presenter, a new Bluetooth accessory for its eponymous line of smartphones.
July 31, 2010 12:20 AM
Intelestream, an open-source CRM consulting firm and developer of the intelecrm small business CRM solution, has released a new server-side Microsoft Exchange integration option.
July 31, 2010 12:13 AM
Over the past 20 years, the American household has changed and traditional roles have shifted with men now taking on a greater percentage of the household shopping than in the past. Today, almost one-third of men are now the principal shoppers in the home. With more men in the aisles, marketers need to better understand how they impact brand sales and how to reach this growing segment of principal shoppers.
July 31, 2010 12:10 AM
Incentive Marketing Association Executive Director Karen Renk and Site CEO Brenda Anderson discuss the actual impact of incentive programs.
July 31, 2010 12:20 AM
Sage North America, a provider of business management software and services to SMBs, has announced financial incentives for new customers.
July 31, 2010 12:15 AM
New small businesses offering includes additional backup.
July 31, 2010 12:10 AM
Sales 2.0 is the next generation, and companies that continue to sell the way they sold in the past will become less profitable, or fail altogether.
July 31, 2010 12:10 AM
There used to be a time when brands had the luxury of talking at—not with—their customers. The infrastructure required to initiate communication across more than just a handful of individuals was substantial, and typically required access to media such as radio, television, or print resources. No longer
July 31, 2010 12:13 AM
My feelings about LinkedIn are not theoretical, and I'm not a paid advertiser of it. What I am is a beneficiary of this social media/marketing platform. I've personally used LinkedIn to build two businesses with this Website as the primary lead source.
July 31, 2010 12:13 AM
Reduce the amount of time it takes for your new salespeople to generate revenue by creating your own Revenue Accelerator Program.
July 31, 2010 12:13 AM
Revenue is not a metric—it is a result. There is nothing sales managers can do to address revenue. They can, however, work with a salesperson on specific activity levels that lead to quota attainment. In essence, the statistical components of your sales metric management system create a success roadmap for your salespeople.
July 31, 2010 12:13 AM
Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water, and have a great salesperson pop out, wouldn't it? Obviously a pipedream…and yet, small business owners and sales management executives often follow a similar course of action in their search for great sales talent.
July 31, 2010 12:13 AM
Focusing your selection process on candidates' salesmanship will lead to hiring the wrong person for the job.
July 31, 2010 12:13 AM
Price has always been a major obstacle preventing salespeople from selling. Or at least, that's what salespeople say. Here is some evidence to the contrary.
July 31, 2010 12:13 AM
Most salespeople are passionate about their product because they see it as important for their clients. But importance alone doesn't make sales happen—a key ingredient is missing from their sales strategy.
July 31, 2010 12:13 AM
The life of a recruiter parallels that of a salesperson. Recruiters need to develop a needs analysis strategy when recruiting sales candidates, just like salespeople do when pursuing prospects. Lecturing candidates on how wonderful the company is doesn't inspire excitement; sales managers often refer to that approach as throwing darts while blindfolded. A candidate recruiting strategy using the same tactic is destined for failure.
July 31, 2010 12:13 AM
Sirens lure business executives and small business owners. The song they sing has one line: "Promote my top salesperson, put six people underneath him, and generate six times the sales." And in the end, many business executives and their companies have been led into harm's way.