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- Some Science of Selling.
- I promised to give you some scientific evidence that M2M sales is more effective than "consultative selling." Here it is. When in comes to selling, most of what passes as "science" is speculation and anecdotes. However, there is one exception: The HR Chally...
- Blog posts 2007-10-26
- Is Your Firm Doomed to be Second Rate?
- Last month I had an interesting conversation with Howard Stevens, the CEO of the HR Chally Group. Every year or so, he conducts an exhaustive survey of tens of thousands of customer and buyers to determine which of 7,300 sales organizations customers actually prefer to buy from. Occasionally,...
- Blog posts 2007-04-25
- Insight Enterprises, Inc. Achieves 'Client-Rated World Class Sales Excellence'; Only IT Provider to Receive This Distinction in an Independent Report
- TEMPE, Ariz. -- Insight Enterprises, Inc. (NASDAQ:NSIT) ("Insight" or the "Company") today announced that its North American sales force of nearly 1,069 achieved a "World Class" ranking by its clients in an independent study conducted by the H.R. Chally Group ("Chally"). Insight was the only company in its industry to...
- Research articles 2006-08-16
Additional Resources
- Validation of the Chally Assessment System With a Sample of Sales Representatives
- This paper examines the criterion-related validity of the Chally Assessment System for 137 employees of a national advertising sales and ad placement agency, in three different jobs. The Chally Assessment System is a collection of scales designed to predict performance in specific types of sales and managerial jobs. The results...
- White papers 2005-07-01
- Learning to Sell Changed My Life
- Here's my personal story about how learning to sell has had a major positive influence over most aspects of my personal life.I spent most of the first decade of my adult working life in companies that were downsizing. Consequently, I lived in constant fear I would be laid off...
- Blog posts 2007-08-23
- Five Hard Truths About the MBA
- If you're counting on an MBA to help advance your career, new evidence might make you think twice. Hard...
- Articles 2007-10-16
- Does a Sales Pro Need an MBA?
- BNET just published my three-section critique of MBA programs. (You can find it HERE.) Those articles are important for sales pros because they identify what MBA degrees aren't: a way transform novices into managers. Even so, its important for sales pros to realize that the real...
- Blog posts 2007-10-18
- How the Internet Changed Sales.
- The Internet made the business world go all weird, in ways that nobody expected. Probably the weirdest thing that happened was the transformation of product selling into consultative selling. It totally blindsided the conventional wisdom of the business pundits and made all of them look like fools. ...
- Blog posts 2007-10-22
- What Do B2B Customers Really Want?
- Ever wonder what B2B customers really want from you? Here's a list I got from Howard Stevens, the head of the HR Chally Group, a company that's surveyed thousands of B2B buyers over the past decade. It's real food for...
- Blog posts 2008-02-29
- Is Your Firm Doomed to be Second Rate?
- Is Your Firm Doomed to be Second Rate?Become a Broker?This research suggests that customers like to deal with a broker. The customer can make a request for anything within the broker's area of expertise and the broker goes out and finds the best solution. This removes the "heavy...
- Discussion threads 2007-04-26
- Product Marketing = Lost Sales.
- Product Marketing = Lost Sales.Great seriesGeoffrey,Your recent posts on the myth of "solutions" and the fact that companies want a "sales rep" to manage a business function for them not sell them a product are right on target. I am a veteran of twenty years of selling hardware, software, and...
- Discussion threads 2007-11-05
- The New Selling of America Part 1
- David Fogarty, president of ThinkTV, and Howard Stevens, CEO of HR Chally, discuss the ideas behind the new documentary "The New Selling of America." The film profiles the people who are working to change the nature of sales and transform the industry.
- Videos 2008-04-15
- The New Selling of America Part 2
- David Fogarty, president of ThinkTV, and Howard Stevens, CEO of HR Chally, discuss the educational mission of the new documentary "The New Selling of America" and how they hope to professionalize the sales industry.
- Videos 2008-04-15
- The New Selling of America Part 3
- Howard Stevens, CEO of HR Chally and mastermind of the new documentary "The New Selling of America," discusses the fundamental changes affecting the sales profession.
- Videos 2008-04-16
- Video: Creating Sales Professionalism
- One of my favorite people, Howard Stevens, CEO of the Chally Group, talking about the lack of professionalism in Sales and how it can become more professional. I've interviewed Howard on multiple occasions and have seen him speak to large groups of sales managers. His organization does excellent scientific research...
- Blog posts 2008-08-08
- Gods of Sales: The Runners-Up!
- Yesterday I announced the first annual Sales Machine "Gods of Sales" Search was over.  Next week, I'll be revealing the 5 top winners -- the absolute best of the best in the art of sales. To get you all warmed up, here are...
- Blog posts 2008-11-07
- GM: GM parts named on world class sales force list.
- M2 PRESSWIRE-11 January 1999-GM: GM parts named on world class sales force list C1994-99 M2 COMMUNICATIONS LTD RDATE:080199 Grand Blanc, Mich. -- GM Parts' sales force ranks no. 2 overall and no. 2 in the Original Equipment Manufacturer OEM Parts category...
- Research articles 1999-01-11
- Selling In Tough Times: Video
- In this video, Howard Stevens of the Chally group explains why a down economy need not be a disaster for your company and career. by Geoffrey James
- Blog posts 2008-11-24
- Tough Times? Focus on Goals!
- In this video, Howard Stevens of the Chally Group explains why you can't use economic hard times as an excuse to forget your goals. by Geoffrey James
- Blog posts 2008-11-25
- Neil Rackham: Selling in Hard Times
- An interview featuring Howard Stevens, CEO of the sales-oriented research group HR Chally and sales uber-guru Neil Rackham on the subject of selling during a recession. Essential stuff. by Geoffrey James
- Blog posts 2008-12-04
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