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- Growing Sales In Tough Times
- This paper explains about some actions that you can start to insure that your sales maintain and grow: Increase your sales skills. Prospecting and selling are communication skills and like any communication skills they can be learned and improved upon. If you are not closing sales, it could be the...
- White papers 2008-10-31
- Talking Trash On 'Feature Dumping'
- Common and often fatal approach sales representatives use is feature dumping. This selling strategy involves delivering a variety of qualities about a product or service in hopes a prospect will hear enough to decide to buy. Feature Dumping is popular among sales people for three primary reasons: it is logical;...
- White papers 2004-07-26
- Sales Presentations That "Hit Home"
- Whether you are selling a product or service, or presenting a self-improvement program, it's painting a picture of the way things are going to be that will keep your audience tuned in and get them turned on. If you present on nutrition, for example, please remember that none of us...
- White papers 2005-12-24
- The First Fifteen Minutes
- The planning or organizing is the pre-call research, investigation and general information gathering. The organization, is deciding the strategy for the call, not planning the information that will be delivered, but the sequence of events. The execution is the what you say and do once in the prospects domain. The...
- White papers 2006-11-15
- 20 Best Practices For Technical Demo's And Presentations
- Face to face time or phone time with customers is a finite resource in all opportunities, and is often the critical bottleneck. This article highlights a collection of 20 best practices from top sellers that you can use today. This paper gives some tips from top pre-sales pro's to make...
- White papers 2007-06-27
- When Negotiations Stall
- When you're negotiating with people who have studied negotiating, and are proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will still fall apart on you. When it does, it's probably not the price or terms of the agreement that caused the...
- White papers 2004-04-13
- Negotiating To Win
- Sales is the business of relationships, and like any relationship it requires give and take. We typically expect the give and take, also known as negotiating, to happen during proposal and contract discussions; however, in reality, we continually negotiate throughout the sales process - on everything from picking a time...
- White papers 2008-01-28
- Five Ways To Negotiate More Effectively
- "What's your best price?" "That's too expensive." "Your competitor is selling the same thing for?." Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively. This paper explains five strategies that will help you drive more dollars...
- White papers 2008-01-23
- Let's Make A Deal: Negotiating Techniques
- Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually every sale it...
- White papers 2008-01-18
- Negotiation Quick Hits
- The first thing you have to do when negotiating is making sure you're in the right frame of mind. Do you really believe that your products or services are worth the price you're charging? If the answer is no, then you won't be able to negotiate successfully. Sales experts suggest...
- White papers 2008-11-13
- Whether You Present First Or Last, Have A Plan
- Sales professionals who consistently win big deals know that their approach when presenting first must be different from when they go last. Contrary to what many believe, going first can provide you with a competitive advantage. It's a calculated risk, but if you have accurately assessed the opportunity, when you...
- White papers 2007-07-19
- Do Sales Incentives Really Motivate Sales Professionals?
- Top sales performers are usually very internally motivated, success oriented and outcome focused. If you hire the right kind of salespeople and provide them with a properly designed compensation plan that rewards the correct activities and results, you won't need to offer a lot of sales incentives and contests to...
- White papers 2008-06-06
- Sales Tips: 5 Tips For Beating Your Competitors In This Recession
- In every industry segment there is opportunity to win regardless of how hard hit. Smart salespeople go on the offence during economic downturns and take advantage of weak competitors. They take definitive action to gain market share. They become consultants who look for innovative ways to help their prospects and...
- White papers 2008-12-10
- Identify And Overcome The Four Curses Of Sales Success!
- There are certainly more than four curses of success, but these four mentioned in this paper are perhaps the most devastating: abandoning the basics; getting cocky; a diminished work ethic; becoming selfish. Up until this point you can claim to be unaware of these curses and plead ignorance as a...
- White papers 2009-01-16
- 7 Ways You Can Boost Sales & Thrive In The New Economy, Part #5 - Get Management Out In The Field
- By having management out in the field, your organization can get to the root of the matter quickly. Just as important, the mere act of bringing in reinforcements sends a powerful signal to the people with whom you do business. It shows that you're not backing down. Rather, you demonstrate...
- White papers 2009-04-02
- Five Simple Things You Can Do Every Day To Improve Your Bottom Line
- Whether you're a business owner or part of a company's sales team, it's important to keep your finger on the pulse of the number-one activity that keeps your organization thriving, and that's client prospecting. New business and repeat sales both put money in the till but this won't happen if...
- White papers 2009-04-14
- Playing The Pay Game: Designing A Solid Compensation Plan
- This paper provides few principles that can help you design a compensation plan that hits all the right notes: Your margins come first - If your company isn't clearing enough on its sales to ensure profitability, your commission structure may be too rich. So start by determining the impact of...
- White papers 2009-04-27
- Creating Long Term Sales Success Using Short Term Tactics
- Uncertainty in the current economy can help you close more business now and build your long term results. Sounds counter intuitive, doesn't it? But maybe it isn't counter intuitive at all. Uncertainty makes it hard to plan anything because change seems to be so volatile and unpredictable. Uncertainty causes fear....
- White papers 2009-06-09
- Can Your Compensation Plan Pass This Test?
- One of the most contentious issues sales managers have to contend with is the compensation plan. Sometimes these plans are foisted upon us from on high and sometimes we have to work them out for ourselves. Either way, they have the potential to be a pain in the duffis! This...
- White papers 2008-01-03
- The Four Cornerstones Of Effective Sales Compensation Plans
- Effective sales compensation is critical to the success of any go-to-market strategy. Yet designing and managing a program is rarely easy. Determining how people are paid is a sensitive matter that can become increasingly complicated when reconciling the disparate needs of key stakeholders in sales, finance, human resources, and marketing....
- White papers 2007-06-06
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