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sales force management

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F.C.C.: Feds Censure Comcast: In a ruling that could have far-reaching implications for how broadband providers manage their networks, federal regulators ordered Comcast to change the way it manages internet traffic and be more transparent about its practices. The Federal Communications Commission ordered the change on a 3-2 vote today. See...; Tags: Sales, Networking, Sales Force Management, Internet, Network, F.C.C., Comcast Corp.; Articles 2008-08-01
Integrating Sales With Marketing: Joan Kratz, senior vice president of marketing at Premiere Global, discusses how to manage people and technology to align sales and marketing teams with the goal of improving the overall sales process.; Tags: Video, Marketing, Sales, Marketing Research, Sales Force Management, Sales Strategy; Videos 2008-07-22
Save Time with Google Docs Templates: Need to whip together a business plan? How about a resume? Business cards? A cover letter? Google's new templates for Google Docs make it fast and easy to create all kinds of documents. You'll find over 300 templates available for text documents, spreadsheets,...; Tags: Google Inc., Google Docs, Productivity, Sales Force Management, Sales Strategy, Sales, Rick Broida; Blog posts 2008-07-17
Top 5 Recession-Proof Jobs: The Find: The economic news may be moving from bad to dreadful, but at least some folks don't have to worry; one recruitment company has identified the top five recession-proof jobs. The Source: A study from Washington, DC based recruitment company, Jobfox. The Takeaway:...; Tags: Jessica Stillman, Workforce Management, Finance, Human Resources, Sales, Financial Services, Sales Force Management, Sales Strategy, Recruitment & Selection, Job, Operational Accounting, Sector; Blog posts 2008-07-16
Online Incentive Solutions: Rob Danna, vice president of Altour Incentive Management, explains how technology is used to get the right reward in the hands of the right recipient.; Tags: Reward, Video, Sales, Sales Force Management, Incentive; Videos 2008-07-14

Future Trends in Incentive Management: Future Trends in Incentive Management; Tags: Video, Sales, Sales Force Management, Incentive; Videos 2008-07-14
Harvard's Anita Elberse: Forget the "Long Tail": The Find: One Harvard Business School professor crunches the numbers and comes up with a startling conclusion for those in the media biz: forget the long tail, aim for the occasional and old fashioned blockbuster. The Source: An alaysis of sales patterns in the music and home-video...; Tags: Jessica Stillman, Marketing, Sales, Marketing Research, Retail, Sales Force Management, Sales Strategy, Harvard, Tail, Long Tail; Blog posts 2008-06-30
Selling Secrets of the Home Shopping Network: If a great salesperson can sell an air conditioner to an Eskimo, Joy Mangano can sell clothes hangers to a nudist colony. Mangano is a home improvement megasaleswoman on the Home Shopping Network, and her technique, along with other top sales folks on the channel, were recently...; Tags: Sean Silverthorne, Human Resources, Sales, Sales Force Management, Benefits, Sales Strategy, Mangano, Home Shopping Network; Blog posts 2008-06-26
How CareerBuilder Harnesses Sales Intelligence: Jason Ferrara, vice president of marketing at CareerBuilder, discusses how his company aligns sales and marketing. He also talks about how Savo Group's on-demand sales enablement software has helped sales reps at CareerBuilder manage their assets and competitive data.; Tags: CareerBuilder, Sales Force Management, Sales, Sales Strategy, Video; Videos 2008-06-09
Business Trail Blazer: John Aiello: Savo Group CEO John Aiello explains how his sales software company grew from two to 80 employees in eight years and the lessons he's learned.; Tags: Video, Management, Sales, Tools & Techniques, Sales Force Management, Lesson, Sales Strategy; Videos 2008-06-09
Sales Excellence in Action: Sharon Daniel, president and CEO of AchieveGlobal, explains why it's critically important for a sales manager to be a good coach.; Tags: Video, Sales, Sales Force Management, Sales Strategy, Coach, Sales Manager; Videos 2008-06-09
Is the National Association of Realtors Trying to Monopolize the Industry?: The National Association of Realtors reached a settlement with the Justice Department yesterday to offer discount brokers who offer cut-rate commissions -- particularly those working on the Internet -- access to the multiple listings services that are the backbone of the industry for traditional brokers. The suit charged that...; Tags: Commission, Management, National Association Of Realtors, Realtor, Sales, Sales Force Management, Strategy, William Baker; Blog posts 2008-05-28
Rate Your Marketing Team!: The whole point of Marketing is to make selling easier. Unfortunately, many marketing groups think their job is to "drive" sales. As a result, they waste big bucks on nonsense and fluff. That increases the cost of sales, which inevitably results in...; Tags: Geoffrey James, Sales, Marketing, Sales Force Management, Marketing Research, Sales Strategy, Marketing Folk; Blog posts 2008-05-14
The Buy Cycle Funnel Part II: Mark Sellers, author of "The Funnel Principle," goes over the process of using the sales funnel to transform the way you sell.; Tags: Sales, Video, Sales Force Management, Sales Strategy, Funnel; Videos 2008-05-13
How to Prospect Using Voice Mail: Unless you're psychic and know when a prospect is going to pick up the phone, you're going to be leaving voice messages sometimes. Here's how to up the chances that your target actually calls you back. Step 1. Research. Figure out...; Tags: Telecommunications, Sales Strategy, Voice Messaging, Target, Voicemail, Voice, Message, Sales Force Management, Sales, Geoffrey James; Blog posts 2008-05-13
The BuyCycle Funnel Part I: Mark Sellers, author of "The Funnel Principle," discusses the three elements of the BuyCycle Funnel, a commitment-driven model to replace the traditional sales funnel.; Tags: Video, Sales, Sales Force Management, Sales Strategy, Author, Model; Videos 2008-05-12
Do You Secretly Hate Your Job?: "I hate being in Sales," a woman recently confessed to me. Even so, she's pretty successful, and was recently netting $40,000 a month in commissions. But here she was, telling me that she hated the very job that she was so good at. This surprised...; Tags: Geoffrey James, Workforce Management, Sales, Human Resources, Sales Force Management, Recruitment & Selection, Sales Strategy, Sales Professional, Job; Blog posts 2008-05-12
Why the Sales Funnel is Outdated: Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."; Tags: Video, Sales Strategy, Sales Force Management, Sales; Videos 2008-05-11
Get Your Customer to Sell for You!: Sales managers are always insisting that sale reps should sell high, but that's not always practical. Some organizations push buying decisions so far up the chain that nobody except a CEO is likely to get face-time with the guy who's got the cash. The most obvious...; Tags: Sales Force Management, Sales, Geoffrey James, Sales Strategy, Champion; Blog posts 2008-05-09
Optimism: The Key to Winning in Sales: Dr. Chris Croner, a clinical psychologist and author of "Never Hire a Bad Salesperson Again," explains why optimism is critical to sales success.; Tags: Video, Sales, Sales Strategy, Sales Force Management, Optimism; Videos 2008-05-08