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- High-Performance Telesales for Enterprise Technology
- Mari Anne Vanella-Wright, founder and CEO of the Vanella Group and author of "42 Rules of Cold Calling Executives," explains her method for netting new accounts.
- Videos 2009-10-06
- Back to Basics in Selling
- Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it's all about how you spend your time, getting the attention of executives, building vision and value, and bargaining...
- Videos 2009-05-21
- Creating a High Performing Sales Team in 2009
- Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager's toolbox is visibility—you have to be there to see what's really going on among your team members. Then, using...
- Videos 2009-06-12
- Breaks in the Sales Pipeline
- Eric Shaver, director of sales for Basho Technologies, explains how to avoid breaks in the sales pipeline. Halfway through a sale, he says, is when everyone is still happy—but many salespeople aren't sure what truly advances a deal at this point. Learn how to "step on the deal accelerator".
- Videos 2009-05-22
- Secrets of Engaging High Level Executives
- What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don't start at the right level and don't ask the right questions. Remember that many people want a piece of the executive's time, so use multiple routes...
- Videos 2009-05-28
- Demand Generation vs. Lead Generation
- Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily available.
- Videos 2009-06-12
- Focus On Goals in a Tough Economy
- Howard Stevens, founder and CEO of HR Chally, says that during a downturn clients are looking for low risks, not just low prices. By offering them some kind of guarantee, even if it's not financial, you show that you are in this relationship for the long run.
- Videos 2008-11-21
- What We Can Learn From Losing
- Learn as much from the deals you've lost as you do from the deals you've won. Simon Frewer, Senior Engagement Manager of SEC Solutions, suggests you examine what's not working both as an entire organization and for individual salespeople to find the specifics of why your customers aren't buying.
- Videos 2009-01-21
- Unlocking Productivity Potential
- Simon Frewer, Senior Engagement Manager of SEC Solutions, explains the results of a huge study his company did on what does and doesn't work in sales. One important thing to do is not to just study your top performers, but to understand what it is they do differently the bottom...
- Videos 2009-06-04
- Total Quality Sales Management
- To use a total quality management approach in sales, focus on eliminating errors. Howard Stevens, founder and CEO of HR Chally, says the three most common problems are: a low percentage of salespeople reaching quota, troubles with closing final deals, and the huge turnover that is present among salespeople.
- Videos 2009-06-12
- The Art and Science of Sales
- Howard Stevens, founder and CEO of HR Chally, says that sales is being looked at more and more as a science instead of an art—and most C-level executives wish it were even more so. Stevens explains the difference between actuarial and academic science, and how both can be applied to...
- Videos 2009-05-20
- The Importance of Strong Incentives
- Liz Cobb, founder and CEO of Makana Solutions, explains that compensation is what drives sales behavior. Good or bad, incentive plans can have unintended consequences. She shows how her company's visual tools can help sales managers design an effective plan.
- Videos 2009-04-15
- Aligning Sales with Marketing
- Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains that by understanding who your customers are and what segment you're going after, marketing and sales can focus their efforts to be more useful to each other. Too often, he says, each department feels ignored by the...
- Videos 2009-03-18
- Transferring Sales Knowledge
- Michael Pedone, founder and CEO of SalesBuzz, says that in order for salespeople to gain new knowledge, they must be open to it and go looking for it. Teaching someone to make sales calls online is a challenge, but Pedone says he has broken the process down into basic steps.
- Videos 2009-06-12
- E-learning With Sales Buzz
- Michael Pedone, founder and CEO of Sales Buzz, describes the core business of the company: teaching sales people to sell over the phone. He says that most people want to go straight to learning how to close, but it's necessary to learn all the steps before it first.
- Videos 2009-03-04
- Jeff Weinberger on Sales 2.0
- Jeff Weinberger, Marketing Manager for Cisco WebEx, says sales 2.0 is about using technology to develop deeper relationships with customers--the ones holding the power in today's market. Sales leaders, though, can be customers too.
- Videos 2009-02-13
- How 2.0 Technology Will Transform Sales
- Paul McGhee of Cloud9 Analytics says that the company is focused on a subset of sales: sales management. He explains how the online tools they use help them to manage their constantly changing workflow at a glance.
- Videos 2009-02-11
- Delivering Value in a Tough Economy
- David DiStefano, CEO of Richardson, says that to deliver value you should understand how you are going to help your customer to succeed. To do that, you may have to implement changes within your own company first. He says you have to know what behavior you're trying to change, how...
- Videos 2009-06-24
Additional Resources
- Calculating Closing Costs Just Got Easier
- If you want to buy a house, your first step these days is to get approved by a lender. At the time your local application is approved, your lender is supposed to give you a good faith estimate of your closing costs. Right now, the lender has...
- Blog posts 2009-08-05
- The ABCs of Closing
- The ABCs of Closingthese tips aren't that goodhmm... I have previously learned that getting a customer to say why he/she doesn't want to buy will create a negative mindset and will re-inforce the reason why he/she should't buy. In my humble opinion this is not a good sales approach.closingif prospects...
- Discussion threads 2007-02-27
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