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July 31, 2010 12:10 AM
2009 had some interesting lessons to impart in terms of sales and sales tactics—things we should all learn from whether we're a salesperson, sales manager, director, or business owner.
July 31, 2010 12:10 AM
This month's article came from a sponsored art fair lunch I was invited to by my accountant. It was interesting as we went around the exhibition, interacting with the artists, curators, and exhibitors, how many lessons a salesperson or business owner could learn from their “sales” techniques—both good and bad.
July 31, 2010 12:10 AM
Rugby sevens is a variant of traditional rugby, and one of the sport's major international tournaments is the Dubai Sevens. But with Dubai itself hit hard by the global recession, this year's installment suffered accordingly. Nevertheless, there are various lessons to be learned from how the organizers dealt with the challenge.
July 31, 2010 12:10 AM
What simple negotiation lessons can be learned from the Egyptian market traders?
July 31, 2010 12:10 AM
It’s astonishing how often salespeople and business owners are surprised to learn, after the fact, that the decision-maker they were talking to has lied to them. In many cases, the salesperson will then actually defend the buyer—saying things like, ‘Well, they’re just not ready to buy,” or “They have to see all the salespeople first and then make a decision.” What they often mean is, “I haven’t done my job properly.”
July 31, 2010 12:10 AM
It's interesting to note how many sales opportunities salespeople or business owners miss out on—offers they likely could have won. Were they only to realize how much that lost business is worth over a 12-month period, no doubt they'd be quicker to do something about it.
July 31, 2010 12:10 AM
As the market gets tougher, you're probably discovering people are objecting to your prices, and negotiating with you more than ever before. Are you well enough prepared to deal with that?
July 31, 2010 12:10 AM
This will hardly come as a news flash, but over the last few months, lots of salespeople and business owners have seen the number of sales inquiries they normally receive drop off precipitously. Not so coincidentally, many companies now have non-salespeople performing sales activities. Whatever the impetus, the end result is sales activities getting passed on to other people.
July 31, 2010 12:10 AM
Cold calling is one of those topics everyone has an opinion on (even those who don't do it). And the salespeople and business owners who do it normally fall into one of the camps: love it, loathe it, or tolerate it. But regardless of which camp you or your team fall into, most people just don't get the results they want.
July 31, 2010 12:10 AM
Cold calling is one of those topics everyone has an opinion on (even those who don't do it). And the salespeople and business owners who do it normally fall into one of the camps: love it, loathe it, or tolerate it. But regardless of which camp you or your team fall into, most people just don't get the results they want.
July 31, 2010 12:12 AM
Most of the best salespeople use a relatively simple linear sales process and mindset that is relatively easy to train, track, supervise, and coach. However, there is no one sales process that works for all companies.
July 31, 2010 12:12 AM
The University Sales Education Foundation wants to give your reps academic cred—learn how to leverage it.
July 31, 2010 12:13 AM
The key to getting great meetings is consistency: consistency of methodology used to construct the reach-out, consistency of messaging pushed out to prospects across the different media, you use and consistency of being there early and often.
July 31, 2010 12:12 AM
Public relations is well recognized as a broad and ever-changing field of promotion, one that offers huge potential for advancing causes, business, and political action. There are lots of ways of doing it right…as well as some clear pitfalls.
July 31, 2010 12:13 AM
Here's how to find the right target organization to benchmark your best practices.
July 31, 2010 12:10 AM
Your next presentation will be even better than the last one. It will include five essential elements: Get all the information you need so you can do proper planning. Put together a powerful presentation team. Know how to make an emotional connection with the audience. Practice, practice, practice. As you present, be ready to make any needed adjustments.
July 31, 2010 12:18 AM
The TAS Group, developer of the Dealmaker sales performance automation platform, has launched the Dealmaker Partner Network (DPN).
July 31, 2010 12:14 AM
If your team is fond of any of the following queries, you may find yourself in a world of trouble.
July 31, 2010 12:14 AM
Permission is the key to any good e-mail program.
July 31, 2010 12:14 AM
Who They Are, How They Work, Why They Matter (Harvard Business School Press, $35)
July 31, 2010 12:14 AM
Here's a decidedly sobering fact to ponder: Chief marketing officers have the shortest tenure of any business executive. And with a recession in full force, marketers now need to prove themselves to the CEO and to the board more than ever before.
July 31, 2010 12:11 AM
Forget jargon. The only way to gain loyal customers is to specifically write for one or more of the buyers that you want to reach.
July 31, 2010 12:12 AM
Many schools—and other organizations—overlook the importance of direct-marketing tactics in Web design and technical development. So here are some strategies to consider when managing the development and day-to-day activity on your Website.
July 31, 2010 12:16 AM
This Technology, a provider of metadata and advertising supply management software for digital television, has announced a partnership with Sigma Systems, a provider of IP service fulfillment solutions.
July 31, 2010 12:14 AM
Every salesperson believes her deal is one she can win, provided she has access to the right resources. But how can a salesperson consistently evaluate all of the deals they are currently pursuing? Using a common language and a structured, repeatable process for analyzing each sales opportunity makes it easier for the salesperson—as well as the entire sales organization—to answer that question.