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- Seizing Hoover's sales opportunities.(Brand Builders: Leveraging the Top Names in Home Furnishings)
- Hoover, the US' leading vacuum cleaner supplier, attempts to maximize its sales opportunities by providing the best possible service to its retail accounts. In summer 1995 the company reworked its sales force, naming five sales directors to handle nationaHoover, the US' leading vacuum cleaner supplier, attempts to maximize its sales...
- Research articles 1995-12-18
- Starting A Direct Sales Company
- The goal in starting a direct sales company is the same for each and every entrepreneur, which is to build a profitable business that earns a regular income. How to accomplish this can be confusing, especially with the large number of direct sales opportunities available to you. If you simply...
- White papers 2006-02-20
Additional Resources
- Double Your Sales... In One Afternoon
- Want to sell twice as much next quarter? I'm skeptical of quick-fix sales efforts, but the following list (based upon a conversation with Bill Stinnett, author of Selling Results!) makes perfect sense to me. Here are nine steps that you can...
- Blog posts 2008-09-15
- Is Sales Process Wasted Effort?
- Is Sales Process Wasted Effort?Process is required to win.I agree with Julie and Geoffrey--to an extent. To me its a matter of degree. There is plenty of research that shows that companies having no standardized and institutionalized processes by which their salespeople pursue sales opportunities don't sell as...
- Discussion threads 2007-09-27
- World's Funniest Sales Training Videos!
- It's Friday afternoon, so it's time for happy hour and of course the Sales Machine weekly dose of video humor. This series of videos, entitled "Mainframe: The Art of the Sale" is simply the funniest thing I've ever seen when it comes to capturing the harsh reality...
- Blog posts 2009-05-15
- The Missed Opportunity For US Health Insurers
- At present, most health care payers convert less than 10 percent of the customers who move to a new product class. There's substantial room for improvement. US health care insurers are missing an opportunity to capture low-hanging fruit: better retention of members making the transition between major product classes. Successful...
- White papers 2008-11-01
- AFRICAN-AMERICAN MARKET OFFERS SALES OPPORTUNITY FOR RETAILERS.(University of Georgia study)
- ATHENS, Ga.-Retailers who consider the needs and preferences of African-American consumers have an opportunity to generate significant revenue. So reports a University of Georgia study on the purchasing power of black consumers, which surpassed $500 biATHENS, Ga.-Retailers who consider the needs and preferences of African-American consumers...
- Research articles 1998-08-17
- Guiding B2B Sales Strategy With Buyer Personas
- From a managerial perspective, one of the most difficult aspects of sales management is management of the pipeline. There are three primary reasons pipeline management is important to a sales organization: The need to forecast, which includes the associated problem of predictability, the need to assess each sales opportunity from...
- White papers 2008-03-28
- QUIZ: Which Sales Message Is Best?
- This morning a reader asked: "If you're selling a product that most people consider a commodity, what kind of message will help us to stand out from the crowd?" It's an important question because the tendency in today's business world is to turn EVERYTHING into a commodity. ...
- Blog posts 2009-08-04
- IntraLase Expands Sales with New Hire Gregory Anderson, Vice President, U.S. Sales
- IRVINE, Calif. -- IntraLase Corp. (NASDAQ:ILSE) today announced that it has hired Gregory Anderson for the newly created post of vice president, U.S. sales. Anderson will be responsible for all sales activities for the U.S. region. He will report directly to P. Bernard Haffey, executive vice president and chief commercial...
- Research articles 2005-10-07
- Sales Overview
- "Life is sales.You are either bringing them in or chasing them away. Unfortunately, it is often difficult to know the difference. But there are some key factors that can make a big difference.At the most basic level, sales is just a conversation. But to close on a sales opportunity, it...
- White papers 2002-01-01
- Can Free Office Items Generate Sales?
- Some sales reps think that if they get their corporate logo and contact info onto enough office items, and get those items into enough offices, prospects will ring the phones off the hook. But sending junk to prospects usually doesn't work, in my observation. It just...
- Blog posts 2009-03-31
- Integrating CI Into Your Sales Force Operations: A Consultants Simple View
- Consultants are often stereotyped as a group that make their living by overstating the simple; diagnosing the obvious, and expanding on the infinite. Historically, the sales force has been perceived as reactive to quota imposed compensation plans, demanding ("Their particular sales opportunity will make or break the company"), and highly...
- White papers 2004-01-27
- Medisys Manages Sales Pipeline Across The Enterprise
- Medisys Health Group has grown from a regional provider of health services to the largest preventative healthcare company in Canada, delivering its solutions to corporations, government agencies and insurance companies across the country. To stay on its growth path, however, Medisys needed an innovative solution to improve the way it...
- Case studies 2007-01-01
- Can Emotional Intelligence Improve Sales And Marketing Management?
- Center for Strategic Relations announces an audio tutorial on emotional intelligence in business. This program shares the definition of emotional intelligence and answers the question, "Can emotional intelligence improve sales and marketing management" The author outlines his "Emotional Roadmap" that shows listeners how to deal with emotions in selling to...
- White papers 2006-05-22
- T-Systems North America Establishes 5square Relationship to Accelerate Vehicle Sales Process
- ROCHESTER HILLS, Mich. & WESTLAKE VILLAGE, Calif. -- T-Systems North America is working with 5square.com to implement a sales process automation solution to help auto dealers more efficiently capture leads and convert every sales opportunity into a more profitable sale. A T-Systems 5square pilot program of the 5square solution is...
- Research articles 2008-03-10
- Sales Culture: Interview with Michael Dell
- This morning's post "QUIZ: Assess Your Sales Team's Culture" explained why sales culture is so important. Some of the ideas behind that post came from a conversation I had a while back with Michael Dell, the founder/CEO of Dell Computer. In this never-before-published interview, Michael discusses the culture he tried...
- Blog posts 2009-07-09
- The Seven Myths of B2B Marketing
- The Seven Myths of B2B MarketingWhy Bash?Simple. Because unless somebody points out that most Marketing is the proverbial naked emperor, bad Marketing practices will continue forever. That's the problem with having a corporate function that congenitally avoids quantitative measurement that's tied to their own activities. The...
- Discussion threads 2008-01-04
- In Depth: Discussing Facebook's Advertising Future with VP of Global Sales Mike Murphy
- Facebook's advertising efforts have come a long way in the last four years. While many startups have had to abandon advertising-focused revenue models, Facebook has grown total revenues to around $550 million this year, with over 90% of its revenues in our estimation coming from brand or performance advertising. Today,...
- News items 2009-10-20
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
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