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July 30, 2010 11:13 PM
Let me guess…the headline pulled you in, right? You may well be thinking someone has found a new formula for water—that there are two magical words you can say that will skyrocket your revenue and commissions. The reality is, these two words aren't ones you can ever say to a prospect, but they are guaranteed to drive your revenue and income.
July 30, 2010 11:13 PM
Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.
July 30, 2010 11:11 PM
What is the strategy to address the challenges of motivation and performance as we move forward into these uncharted waters?
July 30, 2010 11:13 PM
With the current state of the economy, it is imperative that sales professionals be both confident and competent to achieve maximum success.
July 30, 2010 11:12 PM
How do you recruit more members for your sales team? And, how do you turn them into high-producing sales leaders?
July 30, 2010 11:12 PM
Every sales force has certain outcomes that they are trying to achieve—retaining more customers, cross-selling products, or improving salesperson skills, to name a few. As the outcomes of sales processes, these objectives cannot be managed with the same degree of control as the processes themselves. Objectives can only be managed indirectly by managing salesperson activities at the process level.
July 30, 2010 11:12 PM
One of the biggest problems seen in many sales forces is a lack of direct linkages between corporate goals, sales strategies, and sales force behaviors. The three are frequently allowed to operate independently with the tacit (and often faulty) assumption they're all in alignment and working toward a common end.
July 30, 2010 11:12 PM
While most managers would say they have some form of sales process in place, the nature of that process might range from planning sales calls to completing major account plans. In fact, the sales function is a collection of distinct selling processes that work to accomplish unique objectives. But it isn’t necessary to have every process in your sales force—only those relevant to the way you want your salespeople to sell.
July 30, 2010 11:12 PM
Over the past decade or more, information systems have vastly improved the measurement and reporting capabilities within the sales function. But this increased access to data has not been accompanied by a corresponding increase in control over sales performance. Why is it more sales data has not necessarily resulted in better sales management?
July 30, 2010 11:13 PM
Industry experts weigh-in and share their insights on how to get your sales team focused and drive productivity.
July 30, 2010 11:14 PM
Brainshark survey also shows reduction in sales meeting frequency; fine dining and bar tabs drying up.
July 30, 2010 11:14 PM
Here's how one provider of IT services is accelerating sales momentum and boosting revenue performance during the current downturn.
July 30, 2010 11:13 PM
India's sales culture has traditionally been very relationship-based, but as the country's business landscape becomes more competitive, companies are turning to sales training and tools to gain an added advantage.
July 30, 2010 11:12 PM
It's a common leadership success story: a new leader comes into a crisis situation and implements a successful turnaround. Historically, being in crisis is positive contributor to successful transformations at all levels of the organization, either company‐wide or within a single department, such as the sales organization.
July 30, 2010 11:12 PM
It's a common leadership success story: a new leader comes into a crisis situation and implements a successful turnaround. Historically, being in crisis is positive contributor to successful transformations at all levels of the organization, either company‐wide or within a single department, such as the sales organization.
July 30, 2010 11:11 PM
The New Year is only days away, and already the anxiety and excitement are building. As many seek refuge from the seemingly never-ending barrage of economic negativity in the media, others look ahead to new beginnings.
July 30, 2010 11:13 PM
A high percentage of newly minted sales managers fail to understand the differences between their new management roles and their former sales positions (from which most were promoted). Needless to say, this presents a serious problem.
July 30, 2010 11:18 PM
I Love Rewards has announced the availability of SalesCentive&x2014;a non-cash incentive solution intended to motivate sales teams to accurately log and perform the prospecting activities that fill their sales funnel&x2014;on the salesforce.com AppExchange.
July 30, 2010 11:18 PM
Salesforce has announced the introduction of Chatter, an internal collaboration tool for businesses with social media functionality. Among its features are user profiles, status updates, content feeds, networking groups, and the ability to pull in Twitter and Facebook feeds.
July 30, 2010 11:20 PM
Style Intelligence for Salesforce, InetSoft Technology's customized dashboard and reporting application, has been selected as an "AppExchange Essential" by salesforce.com.
July 30, 2010 11:16 PM
Salesforce.com has announced an update of its CRM Mobile application intended to take advantage of the new iPhone 3.0 OS software.
July 30, 2010 11:15 PM
Premier Training product offered on subscription basis.
July 30, 2010 11:15 PM
Salesforce CRM for Twitter enables companies to search, monitor and join relevant Twitter micro-conversations directly in the Service Cloud.
July 30, 2010 11:14 PM
Nonprofits using Salesforce CRM have achieved a 25% increase in fundraising success and a 23% increase in donors.
July 30, 2010 11:18 PM
Salesforce.com has announced the release of Contact Manager Edition, the company's first release specifically catering to very small businesses and individuals.