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- Do You Have a "Sales Success" Attitude?
- Do You Have a "Sales Success" Attitude?AttitudeThere is one attitude that not enough sales people have: Willingness to seek the truth. I've commented on this before on this blog.Do you seek and can you handle the truth? Too many salespeople have the wrong attitude about this. They...
- Discussion threads 2008-06-27
- Should Sales Run the Company?
- Should Sales Run the Company?Is it thoruoghbreds led by donkeys?Maybe this is an example of a total failure to understand how to both manage and motivate a salesforece.A very old fashioned view is to target the sales team to maximise revenue if you do then its is the management focus...
- Discussion threads 2008-01-22
- Be a Consultant = Lose the Sale.
- Be a Consultant = Lose the Sale.Please respondThis article is outstanding and reflects exactly what 'Helping Customers Realize their Business Dreams" means. We would like to get in touch with the writer of the article please for usage permission.RegardsRonel UysExcellent!Completely agreed on all points! GREAT article!Great Advice for...
- Discussion threads 2007-10-24
- Gambit's MIMIC Cuts Avaya Communication's Demo Costs Allows Demos of Avaya's CajunView From Sales Peoples' Laptops
- Business/Technology Editors
- Research articles 2001-01-08
- DDI Assists Biovail With Rapid Workforce Expansion for 550 Sales People, 50 Managers; DDI Services Help Create Strong Workforce, Sales Capabilities
- Business Editors
- Research articles 2002-02-05
- Halozyme Therapeutics, Inc. Q3 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator instructions. And your first question comes from the line of Kevin Jason [ph]. Kevin Jason I guess that will be me, thanks a lot, guys. Jonathan Lim Thank you Kevin Jason Congratulations, nice quarter. Couple of things there, let’s talk about Baxter...
- Earnings calls 2008-11-19
- Kenexa Corporation. Q3 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. [Operator Instructions]. And we will go first to Peter Goldmacher with Cowen and Company. Peter Goldmacher Hi guys. Hey Rudy, when you talk a little bit about your optimism in the business once we – hopefully the economy settles down. What...
- Earnings calls 2008-11-03
- Sales Incentive Compensation Programs Need Diagnostic Tools
- When dealing with a program as sensitive as incentive compensation, it is imperative that its management be based on facts. Anything less, such as relying on perceptions or personal preferences, brings with it the risk of needlessly alienating your sales people. A thorough, structured evaluation of your incentive compensation program...
- White papers 2009-01-01
- Marketing For The Complex Sale: Nine Reasons Why You Need Telemarketing
- It's not uncommon to find companies assigning telemarketing duties - particularly cold calling - to the field sales team. This may seem to make sense; after all, sales people must be good on the phones, right? But in reality it's a bad idea. Sales people get paid to close and...
- White papers 2007-05-28
- Hiring Super Sales People And Sales Managers
- Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You've probably been fooled many times from a great impression at the interview, and then the person didn't cut it. S/he either quit, got fired or worse yet, s/he is still with you...
- White papers 2009-01-01
- Are Your Salespeople Stupid?
- Most B2B companies today are moving to named account coverage models where a sales team has an assigned quota for revenue produced out of a given company or organization. Responsible for selling the entire product portfolio, the expectation here is that sales people will concentrate their efforts on a handful...
- White papers 2007-12-12
- There's More To Selling Than Sales People - What Really Separates The Winners From The Losers
- If sales revenues are flat or declining, it must be time to fix the sales force - right? Not so fast. For all intensive purposes, selling is binary - with no consolation prizes. In almost all cases, there is one winner and multiple losers. When companies aren't winning enough, the...
- White papers 2005-09-14
- The Secret to Retaining Sales People
- Sanford Brown, chief sales officer at Heartland Payment Systems, outlines his company's strategy for keeping good employees. This includes having a rigorous orientation process, designing a clear compensation plan, and offering non-cash incentives.
- Videos 2009-07-20
- Synovis Life Technologies, Inc. F4Q08 (Qtr End 10/31/08) Earnings Call Transcript
- Question-and-Answer Session Operator Operator Instructions Your first question comes from Matt Dolan – Roth Capital. Matt Dolan – Roth Capital Broadly, you mentioned a little bit, maybe an impact of the economy on surgical volumes here in the October quarter. Can you give us an idea how things tracked...
- Earnings calls 2008-12-03
- Abraxis BioScience, Inc., Q4 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions. And your first question comes from the line of Claude Camire, of Paradigm Capital. Please proceed. Claude Camire - Paradigm Capital Hi, good morning. I wanted to find out what would be the expected time for in Japan for ABRAXANE? Patrick Soon-Shiong...
- Earnings calls 2009-03-03
- Cynosure, Inc. Q1 2009 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. Operator Instructions. Our first question is coming from Anthony Vendetti of the Maxim Group. Anthony Vendetti – Maxim Group Thanks. Good morning guys. Michael R. Davin Good morning, Anthony. Timothy W. Baker Good morning, Anthony. Anthony Vendetti – Maxim Group You had mentioned the sales...
- Earnings calls 2009-05-05
- Sales Tips for a Downturn | BTalk Australia
- (14min 40) Sales coach David Penglase says economic hard-times will showcase great sales people and expose the ordinary. On today's BTalk Australia he gives Phil Dobbie five points to consider when selling in an economic downturn. And being the salesman he is there's a couple of bonus tips for good...
- Blog posts 2009-02-02
- Shifting Your Selling Style | BTalk Australia
- [podcast] Kurt Newman reckons that most sales people don't know their natural selling style. That makes it impossible for them to adjust to the buying style of the prospective customer. He says you need to learn your selling style and adapt your approach. by Phil Dobbie
- Blog posts 2009-10-22
- Recruiting and Hiring Effective Sales People
- There are few challenges quite so tiring as trying to recruit an effective sales force. Because of its impact on the company's bottom line, selecting the right sales people is a critical area that requires a lot of attention. When the sales force does not achieve the desired results, more...
- White papers 2003-01-01
- Who's to Blame for the Crash of 2008?
- Who's to Blame for the Crash of 2008?More culprits to addGreed, and economic cycles.Greed on behalf of mortgage underwriters and, yes, the victims they were writing them for. Both were happy to overlook sound economic principles and mindlessly believe housing prices would continue to escalate up the hockey stick. Economies...
- Discussion threads 2008-09-17
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