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- Six Sales Guide Mistakes
- Most companies spend their marketing budgets generating market awareness, but spend precious little equipping their sales force with the knowledge to sell. And in today's economy, selling is anything but easy. The article discusses the mistakes which are made during the sales. Some of these include: Failing to involve the...
- White papers 2003-02-11
- Ten Common Small Business Marketing Mistakes
- Great looking ads, fancy logos and flashy web sites are worthless if they don't bring business to the door. This list of 10 common marketing mistakes can help us produce better results. The normal mistakes are not having a clearly defined USP, selling features rather than benefits, not using headlines...
- White papers 2003-01-01
- The Top 10 Mistakes Made by Salespeople When Using the Phone
- This article provides top 10 errors made by sales people when using the phone. The list details the most heinous, avoidable errors sales representatives commit every day. Some of these mistakes include: Sending unnecessary literature, poor telephone image, no post-call review, lousy listening, screener abuse and misuse etc. Besides this,...
- White papers 2003-01-01
Additional Resources
- IT'S NOT JUST ABOUT THE bling IT TAKES MORE THAN JUST COMPENSATION TO UNLEASH A SALES FORCE!
- I'm often asked to help a company refine their sales force compensation plans. As a consulting company, that's work that we regularly do. I believe in having a well-designed, effectively-managed compensation plan as a fundamental part of any productive sales system. But, it's a mistake to think that the compensation...
- Articles 2007-12-01
- 10 steps for advancing to Sales Management 501: isn't it time for you to move beyond Sales Management 101 into the advanced levels of the profession?(Running the Business)
- Most people are still at the Sales Management 101 stage, not because they haven't completed Sales Management 501, but because they look at experience--the "tried and true"--as a most wonderful thing. It enables them to recognize a mistake when they make it again. ...
- Articles 2006-02-01
- Talent management - how to stop staff walking.
- Byline: Katrina Fox Jan 31, 2006 (B&T Weekly - ABIX via COMTEX) -- Discrimination against older workers is one reason why the Australian advertising sector is suffering a...
- Articles 2006-01-31
- Marketing with the 80/20 Rule
- Building your asphalt maintenance business the non-traditional way The environment of business is constantly changing, and businesses within this environment must also constantly evolve to sustain themselves. In this dynamic, businesses are either growing or dying. A small percentage of owner/operators might feel their business is neither growing nor dying...
- Articles 2005-01-01
- Marketing with the 80/20 rule: building your asphalt maintenance business the non-traditional way.(Pareto's Law)
- The environment of business is constantly changing, and businesses within this environment must also constantly evolve to sustain themselves. In this dynamic, businesses are either growing or dying. [ILLUSTRATION OMITTED] A small percentage of owner/operators might feel their business is...
- Articles 2005-01-01
- Six steps to hiring right the first time.(Sales Management)
- This is the second in a series of articles that addresses the six-step hiring pyramid. Hiring the right person the first time is extremely important. You can't afford to waste your time making foolish mistakes. Hiring the wrong salespeople can be one of the most expensive...
- Articles 2004-09-06
- Commentary: Fair labor standards should also offer courtesy to employers
- Dennis got off to a bad start with his manager when he took on ajob in direct sales. He made the mistake of asking what bonuses couldbe expected. His new boss's face took on a stern expression, andDennis was told sharply that if he wanted a bonus he could sell...
- Articles 2003-07-11
- What makes an all-star sales team?
- When discussing the issue of organizational sales improvement, a common mistake made by most managers is to assume that since selling is largely an individual endeavor one cannot generalize about the strengths and weaknesses of an entire sales force. My experience has been otherwise. ...
- Articles 2002-11-30
- Reducing sales cycle times (by getting through legal review faster): the biggest mistake most technology companies make is divorcing their sales process from their legal, review process. (In Focus).(Brief Article)
- The problem is common to all technology companies that sell products or services business-to-business. After persistent and creative effort, the sales team has finally convinced a customer to buy your product or service and has reached agreement upon price and terms. All that is left is...
- Articles 2001-12-01
- Rethink sales force as transactional buyers seek to cut selling costs; all products are commodities - Review
- By Donald E.L. Johnson There are tough jobs out there. But few are as difficult as recruiting, training and managing a sales force. And now we're supposed to be Rethinking the Sales Force, redefining selling to create and capture customer value. That's the new book by Neil Racham...
- Articles 1999-04-01
- In pursuit of management mastery: making mistakes meaningful.
- There are many reasons companies are forced into bankruptcy, but often the damage is self-inflicted. Such is the case of "Company X," for which I worked in sales and management. It had been around for a long time and was one of the largest in its industry....
- Articles 1996-07-01
- In pursuit of management mastery: making mistakes meaningful. (the importance of people skills)
- There are many reasons companies are forced into bankruptcy, but often the damage is self-inflicted. Such is the case of "Company X," for which I worked in sales and management. It had been around for a long time and was one of the largest in its industry....
- Articles 1996-07-01
- In pursuit of management mastery: making mistakes meaningful.
- There are many reasons companies are forced into bankruptcy, but often the damage is self-inflicted. Such is the case of "Company X," for which I worked in sales and management. It had been around for a long time and was one of the largest in its industry....
- Articles 1996-03-01
- MPs to investigate BR depot sell-off
- The powerful Commons Public Accounts Committee is to investigate the controversial sell-off of British Rail's Eastleigh maintenance depot, it emerged last night. British Rail has been forced in the meantime to change its procedures on selling subsidiaries, following the mistakes made in the sale of the Hampshire...
- Articles 1996-02-14
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