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July 31, 2010 12:10 AM
Even with optimism and spending slightly up going into 2010, significant challenges still exist with respect to bringing sales teams up to their full productivity potential. If sales training is to have a real impact on sales performance improvement, a number of obstacles must first be overcome.
July 31, 2010 12:10 AM
There’s real value to be gleaned from other people's insights, especially when they aren't in sales. Quotations bring things out of our own sales-centric worlds and provide us with the potential of seeing things from a truly different perspective. Here are a few favorites.
July 31, 2010 12:10 AM
Sales leaders who believe there is little to no relationship component in their sales approach are often wrong. Conversely, sales leaders who believe that relationships are a significant and critical component to their sales approach often sacrifice the value from other critical factors, such as industry and business knowledge, or competitive selling. Getting the balance right is no easy task.
July 31, 2010 12:10 AM
A lot has been written about how employers look at a job candidate's Facebook or MySpace page, searching for any potential red flags.
July 31, 2010 12:10 AM
Top performers are not determined by DNA, but rather, by practice and perseverance. Indeed, practice is underrated by some who ostensibly wish to achieve mastery.
July 31, 2010 12:10 AM
Leading training firms provide real value to their clients, but none is right for every situation. If you're seeking assistance from a sales training company, make sure you completely understand all of your own requirements and carefully match them against the capabilities of your long list of providers. This all takes time and energy, but now, more than ever, you can't afford to make a mistake.
July 31, 2010 12:10 AM
CEOs have charisma, business savvy, and intelligence. But they also have an unfair advantage over sales reps: the ability to offer up the resources of their entire company to salvage a faltering deal.
July 31, 2010 12:10 AM
I recently received an angry e-mail from a sales rep who had attended one of my Webinars, geared toward sales management. Having struggled at his job as of late, what this rep really needed was advice applicable to him. Fair enough.
July 31, 2010 12:10 AM
Although Ireland is suffering through the same recession as us, Enterprise Ireland (the country's department of commerce) continues to invest. That investment in many hundreds of companies run by smart, hardworking, and determined CEOs will continue to leave Ireland in the best possible situation now and in a better position than many coming out of the recession.
July 31, 2010 12:10 AM
If you want a real boost in sales effectiveness, get your sales methodology built, train your people on its use, and support them in their effort.
July 31, 2010 12:10 AM
If you want a real boost in sales effectiveness, get your sales methodology built, train your people on its use, and support them in their effort.
July 31, 2010 12:10 AM
Coaching is an absolutely critical process for building and maintain a highly effective sales team. Ride-alongs are literally and figuratively where the rubber meets the road when it comes to coaching sales reps.
July 31, 2010 12:10 AM
Until now, few sales trainers and buyers of sales training have been willing or able to provide credible business justification for investments in training. That has to change—and soon.
July 31, 2010 12:10 AM
What's a sales plan without a list of events, activities, calls, meetings, and tactics?
July 31, 2010 12:10 AM
Without the right strategy in place, you're doomed to failure.
July 31, 2010 12:10 AM
Why is it that no clear industry leader exists in the realm of sales training? There are a number of reasons for this—chief among them, the fact any Tom, Dick, or Harry can set up a Website and call himself a sales trainer.
July 31, 2010 12:14 AM
A 187% increase yields 18.3 million unique users in July.
July 31, 2010 12:14 AM
Missing SMM? SMMConnect.com is the free business networking site for sales and marketing professionals. Check out new features here.
July 31, 2010 12:15 AM
SnapDat Networks has introduced SnapCards, digital business cards that can be sent to email-ready phones.
July 31, 2010 12:14 AM
Your custom-cut map is a "visual sales plan" that shows who you need to get to and your plan to do so, resulting in a focused investment of your people, money, and time. Like explorers of old, discover more sales with your new sales map.
July 31, 2010 12:13 AM
Facebook has its first hit series—courtesy of Ashton Kutcher.
July 31, 2010 12:18 AM
Biz360, a provider of media and market intelligence solutions, is launching an expansion of its enterprise-focused Community Insights social media monitoring system.
July 31, 2010 12:13 AM
Four ways to avoid the pitfalls of 'techno-ecstasy.'
July 31, 2010 12:15 AM
ES Research Group survey finds sales methodologies, CRM still most effective.
July 31, 2010 12:14 AM
Research finds offline relations enhanced by online social media