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BNET Resources

Help! My Boss is an Idiot!: Help! My Boss is an Idiot!Idiot Sales Managers everywhereGeoffrey,Great letters about sales managers killing their teams. I had two readers of my blog send me emails about what their bosses did. Definitely Dilbert pointy-hair boss moments of shame.One was an email that killed morale....and potentially a sales rep's...; Tags: Sales strategy, Sales force management, Performance management, IDIOT!, Help!, sales, rep, sales representative; Discussion threads 2008-06-23
Fixing CRM (Pt. 3): NO DATA ENTRY!: Fixing CRM (Pt. 3): NO DATA ENTRY!Making CRM work for the rep...I am not convinced that CRM Vendors think sales people are stupid. Maybe my opinion is too biased because I started my career as a sales rep and now am part of a company that adds value to...; Tags: Customer relationship management (CRM), Advertising & Promotion, Enterprise software, CRM, CRM system, Pt. 3, rep, data entry, Fixing CRM; Discussion threads 2008-03-20
How to Coach a Sales Rep.: How to Coach a Sales Rep.Never one size fits allThe key to coaching a rep is similar to fishbone project management chart. The company will have an end point but people get their many different ways. In HS football my coach would say captilize your strengths but know...; Tags: rep, Sales Rep; Discussion threads 2008-03-02
The Customer-Focused Sales Process: Most sales processes are vendor-focused. They define what the sales rep is supposed to do in order to move the sale process forward. (For an example of this see my previous post "Is Your Sales Process Obsolete?") As such, they try to shoehorn...; Tags: Sales strategy, Sales force management, Geoffrey James, sales process, sales, sales representative, rep; Blog posts 2008-03-05
Selling in the "Information Overload Age": Selling in the "Information Overload Age"You don't spin it...The way you would approach selling medical malpractice insurance in this context would be to "own" risk management for the doctors and hospitals that are your customers. You'd look at your client's clinical practices, suggest way to reduce risk, and find...; Tags: Financial Planning, Strategy, insurance, rep, Information Overload Age; Discussion threads 2007-11-02

Closing Rule #4: Always Be Checking: When it comes to closing, timing is everything. And that leads us to: Rule #4. Always Be Checking. The best way to know when it's time to close, according to closing guru Linda Richardson, is to return the old ABC adage from "Always Be Closing" to...; Tags: Geoffrey James, Rep, Rule #4; Blog posts 2007-10-12
Don't Negotiate With a Gun to Your Head: "I made him an offer that he couldn't refuse." Those words, from the movie The Godfather, have become proverbial for business deals where negotiating isn't possible (or, from the perspective of one party) even necessary. This reveals a great truth - that negotiating is the application of power...; Tags: Sales strategy, Sales force management, Geoffrey James, sales representative, sales; Blog posts 2007-08-27

Additional Resources

Bush withholds CIA leak records: WASHINGTON -- President Bush invoked executive privilege to keep Congress from seeing the FBI report of an interview with Vice President Dick Cheney and other records related to the administration's leak of CIA operative Valerie Plame's identity in 2003. The president's decision drew a sharp protest Wednesday...; Articles 2008-07-17
Bishop's opponent unhappy with mailer: Two-thirds of Utahns may be getting -- or have gotten -- a mailer this election year from their congressman, courtesy of U.S. taxpayers. Rep. Rob Bishop, R-Utah, this week sent out 140,000 mailers to many of his northern Utah constituents, costing more than $30,000. ...; Articles 2008-07-17
Matheson pushes water study: While expressing worry that a water crisis could be looming from drought and population growth, a House committee passed Wednesday a bill by Rep. Jim Matheson, D-Utah, to create new federal research programs on how to expand water supplies. Matheson's bill would create the program in the...; Articles 2008-07-17
Only portion of news published: It's frustrating when only a portion of the news gets published. Here are two recent examples. First, in the case of Rep. Steve Mascaro, it is insinuated that House Speaker Greg Curtis offered the apologies of Rep. Mascaro to the young intern. It appears as if Rep....; Articles 2008-07-17
Nuclear debate persists in Wisconsin: The push to lift a moratorium on nuclear power plant construction is gaining momentum at the Capitol, but skeptics are still waiting to continue the debate. "I'm very much still interested in it, and I will continue to pursue it," said state Rep. Phil Montgomery, the...; Articles 2008-07-17
Retired Okla. attorney makes case for unconstitutionality of tax: Only one lawmaker showed up to retired attorney Jerry Fent's hearing before a state Supreme Court referee on Tuesday. The same lawmaker cast the sole vote against Senate Bill 2034 when it was heard by the Legislature earlier this year. But state Rep. Mike Reynolds, R-Oklahoma City,...; Articles 2008-07-16
Shock Doctor Selects CenterStone for B2B E-Commerce: Specialty Retailers and Sales Reps to Have Web-Based Solution PLYMOUTH, Minn. & DENVER -- CenterStone Technologies, Inc., an international developer of secure Web-based B2B e-commerce software for manufacturers selling through specialty retail channels, today announced that Shock Doctor, Inc., a protective athletic gear manufacturer, has selected the company's...; Articles 2008-07-16
Oklahomans' efforts to rein in feds offers glimmer of hope: One of the unappreciated casualties of the War of 1861, erroneously called a Civil War, was its contribution to the erosion of constitutional guarantees of state sovereignty. It settled the issue of secession, making it possible for the federal government to increasingly run roughshod over Ninth and 10th Amendment guarantees....; Articles 2008-07-16
English Language Unity Act Soars Past 150 Co-Sponsors in House: Representatives Porter, Kingston and Henry Brown latest to support official English WASHINGTON -- Efforts to make English the official language of the United States received a boost this week when three members of Congress added their support as co-sponsors of H.R. 997, the English Language Unity Act. The...; Articles 2008-07-16
Demos see 3rd District hope; Chaffetz laughs: With Republican Rep. Chris Cannon already beaten in his 3rd Congressional District re-election bid, do Utah Democrats really have a shot at recapturing this GOP fortress? Ask Jason Chaffetz, the Republican who defeated Cannon in last month's primary, and he laughs. Chaffetz says he will be the...; Articles 2008-07-16
Gorilla Nation to Rep CrushSpot African-American Dating Site Through GNMulticultural Vertical - Sales Talent Added to Support Growing Advertiser Demand: LOS ANGELES -- Gorilla Nation (www.gorillanation.com), the world's largest online ad rep firm, announced today that it has been selected to exclusively represent the online ad inventory for Crushspot.com (www.crushspot.com), the leading African-American dating site, which will become part of the GNMulticultural aggregated vertical market. CrushSpot delivers nearly...; Articles 2008-07-15
Rep. Pickering to Receive First-Ever AVMA Advocacy Award: SCHAUMBURG, Ill., July 15 /PRNewswire/ -- Capping a season of substantial advances made to its legislative agenda, the American Veterinary Medical Association AVMA will present Congressman Chip Pickering (R-Miss.) with the first-ever AVMA Advocacy Award at its 145th annual convention in New Orleans on Sunday, July 20. ...; Articles 2008-07-15
Advisicon Opens New Office in Metro Detroit for Midwest: FARMINGTON HILLS, Mich., July 15 /PRNewswire/ -- Advisicon, Inc., a Microsoft Gold Certified Partner and a Project Management Institute PMI Global Registered Education Provider REP, with corporate headquarters based in Portland, Oregon, announced today that they have opened an office in Metro Detroit to bring Advisicon services directly to...; Articles 2008-07-15

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