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- The Principles Of Professional Selling
- The sales profession is the highest paying hard work and the lowest paying easy work. Virtually, the sky is the limit in earning potential in sales. So it's obvious that such a profession would require a disciplined and professional approach. A casual and halfhearted approach would only result in lost...
- White papers 2009-04-13
Additional Resources
- Stop Blaming Sales Reps for the Crash!
- Stop Blaming Sales Reps for the Crash!RE: Stop Blaming Sales Reps for the Crash!"...There were plenty of underlings warning top management that bad loans being written and that it didn’t make any business sense... My statement that the sales SHOULD be running the company is thus completely consistent with the...
- Discussion threads 2008-09-24
- Is Gen-Y a Sales Job Wasteland?
- Is Gen-Y a Sales Job Wasteland?linkThe link was broken:http://maketheirday.wordpress.com/2008/05/16/survey-generational-preferences-in-employee-recognition/ Hopefully this will workRE: Is Gen-Y a Sales Job Wasteland?I myself am a member of Generation Y, and have worked since graduation from college (3 years) in advertising sales. I have enjoyed the career thoroughly and been quite successful as well....
- Discussion threads 2008-05-21
- Closing Sales
- From the executive summary: ‘Sales profession is all about human interaction and getting potentially jittery buyers to feel good about making a purchase. Yet, it is clear that the automation of buying and selling processes made possible by Business-to-Business (B2B) technologies will radically re-define the sales landscape and eliminate the...
- White papers 2001-06-15
- World's Worst (Fictional) Sales Manager.
- A clever commenter on my recent post about Tony Robbins provided a link to a key scene from the 1992 movie Glengarry Glen Ross as a humorous counter-example to the Robbins video. The clip is worth watching, first because of the hammy acting (cue the thunderstorm, Fred!) and second,...
- Blog posts 2008-03-31
- My 5 Favorite Funny Sales Videos
- In the two years I've been writing the Sales Machine blog, I've posted several hundred videos. Most of them are instructional, but some I simply posted because I thought they were funny, yet relevant to the sales profession. Here are five favorites you might have missed...
- Blog posts 2009-03-14
- Motivating Sales Rep Performance
- In most professions, people are expected to complete the tasks they start. (Imagine a painter who completes only 10% of the houses he starts to paint!) But it is not the same in sales, where most prospects end up not buying. This high failure rate lies behind most sales-motivation issues....
- White papers 2002-01-01
- Is Sales Process Worth it?
- Over the past few months, I've run across a number of sales reps who consider their company's sales process to be a big joke. Some of comments I've heard include: "Too theoretical." "It worked in back 1997." "Management's fantasy." "Cast in computerized...
- Blog posts 2008-03-03
- Time Management For Sales
- Time Management for sales is a crucial skill to develop for anyone looking into sales or anyone trying to make a lot of money with sales. This paper gives some highly effective tips and techniques you can use to improve your time management skills in the sales profession. Lack of...
- White papers 2008-01-01
- Video: The Truth about Sales vs. Marketing
- This week I've been blogging about the conflict between sales and marketing. (See: "Top 10 Reasons Sales Hates Marketing") Here's a short video where two of the most profound thinkers in the sales profession (Gerhard Gschwandtner, publisher of SellingPower magazine and Neil Rackham, author of the mega-bestseller Spin Selling), discuss...
- Blog posts 2009-09-17
- The Future Of The Sales Profession
- From the executive summary: ‘The typical image of the modern sales person is probably a result of seeing someone on a TV commercial or meeting a sales person in a high end retail store. In addition, such an image may be the result of the organization's business dealings with sales...
- White papers 2003-01-01
- Networking Your Way To A Pharmaceutical Sales Job
- Surfing the net for a pharmaceutical sales job is tiresome and looking at classified job ads can be tedious and well... boring. But what about business networking? No, it's not as tedious as it sounds. In fact, it can be fun and interesting because you get to meet lots of...
- White papers 2008-01-01
- Healthy Sales
- Customer Relationship Management CRM proves beneficial in different sectors of economy. It performs different functions at different levels of organization. Researches indicate that CRM tool gains more importance in highly competitive healthcare market. Experts suggest that life span of a pharmaceutical representative is probably more than any other representative in...
- White papers 2001-02-01
- Sales Interview Questions
- Since sales can be specifically measured, you need to prepare for sales interview questions that are going to focus in on the results you have produced. You might argue that relationship building skills are what drive success in the sales profession. And you might be right. Questions related to your...
- White papers 2009-01-01
- Innovative Sales Recruiting Strategies
- Irina Haydon, executive director of sales and service at Heartland Payment Systems, explains how she looks beyond the sales profession to recruit salespeople.
- Videos 2008-04-27
- Can College Teach You to Sell?
- In an era of recession and increasingly better-educated customers, some sales professionals say on-the-job sales training doesn't cut it anymore. Training the Next Generation of Sales Reps Advocates for college sales programs say that sales departments face a problem much larger than...
- Articles 2009-07-27
- Needed: A PhD in Sales.
- The term "sales pro" may be apt, but colleges still treat selling as a unskilled trade rather than a skilled profession. The failure to recognize the importance of selling skills in every aspect of life-not just business-is a perfect example of what's wrong with today's academic community.Let's take inventory....
- Blog posts 2007-07-02
- Time for a Boycott.
- What is with Hollywood? Can’t they make a movie or TV show that doesn’t depict the sales pro as either a sleazeball or a bonehead?That’s how I was going to begin today’s blog.I was going to tell you about a newly released movie called “The Last Time†that features...
- Blog posts 2007-05-21
- Personal Performance: Successful Selling...What Does It Really Take?
- Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy. And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you'll see just how difficult the sales profession can really...
- White papers 2003-01-01
- Do You Have What it Takes to be Successful in Sales?
- This article says that getting a sales job is easy but being successful is very difficult. It also explains some stratergies, which will help you in getting success in your sales like understanding the value of selling as a profession, leaving your outgoing personality at home, becoming c constant learner...
- White papers 2003-01-01
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