Resources
- sort by:
- Relevance
- Date
- Popularity
- Risk Assessment Questionnaire
- This template provides sales managers with a questionnaire designed to help ensure that sales professionals pursue sales pipeline opportunities that maximize growth and minimize risk. This template can be used to quickly compare the major risks among accounts and to determine where the sales professionals should spend their time.
- Tools & templates 2004-04-27
- Selling In Business Markets – Eprocesses And Sales Force Improvement
- Personal selling forms one of the components of the promotional mix of an organization. It occurs when the seller and the prospective buyer interact face-to-face and, in the process, realize the sale. In today’s age of information, the sales process is becoming increasingly information intensive. A prospective customer, today, demands...
- White papers 2003-01-01
- Quarterly Leads Tracking
- This template helps personal financial analysts, consultants, and sales professionals track contact and sales information related to sales leads.
- Tools & templates 2005-10-11
- What Is Sales Management?
- An efficient and effective salesforce is required for enhancing the sales productivity of an organization. Sales management is the process of attaining the salesforce goals through the activities of planning, staffing, training, leading, and controlling the salesforce. Managing the salesforce includes motivating the sales professionals so that they can perform...
- Presentations 2003-01-01
- Time Management for Sales Pros
- Whether a person is a sales rep or a sales manager this information is probably not a surprise to him. Simply put, the current business climate demands he works smarter and not harder. It's about being organized enough to put his best foot forward in order to close business. The...
- White papers 2005-06-27
- Advancement In Sales Means Being A Leader
- After years of beating the streets and fighting on the front lines for the company, many sales professionals develop a desire to move into sales management. However, the opportunities for advancement into management can be limited. And, when those opportunities do present themselves, the competition is usually stiff. This article...
- White papers 2003-01-01
- 10 Steps To Doubling Your Sales Without Any Costs
- This white paper has been compiled by Townson & Alexander Think Tank, comprised of over 20 sales professionals who all have backgrounds in executive sales and national management. By default, they know what works -- especially the 10 steps to doubling your sales without any costs. The 10 steps are...
- White papers 2004-09-27
- 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
- Sales: Maximize Revenue, Performance, and Customer Value
- The success of a sales team depends upon the ability to acquire and cultivate profitable relationships with customers. To achieve this objective, sales professionals must be equipped to be both efficient with their time and effective in their actions. For direct sales - whether online or offline, on-premise or on-demand...
- White papers 2006-08-01
- Future Force
- From the executive summary: ‘It is difficult to imagine life getting any tougher for today's sales professional. Competition has intensified. Sales cycles have expanded. And, sales commissions have eroded as customers assert their newfound pricing power. Unfortunately, life will get harder-unbearably for salespeople who continue to embrace the status quo....
- White papers 2004-06-04
- Connecting Mobile Sales Teams To "Business Central" Via A Solution Designed For Use With CRM Software
- Mobile computing devices are quickly becoming essential tools for today's sales professionals. The online version of SAP Mobile Sales ensures that the sales employees are always connected with one's critical business processes. That means they can work with customers in real time from any location, accessing the data they need...
- White papers 2004-11-01
- Five Things You Can Do Today To Increase Sales Results
- The article offers thoughts in five areas that increase the sales results. For many of US sales professionals, this is the first quarter of a new fiscal year. As it is also a tough economy, I would expect a certain anxiety exists regarding the “do-ability” of our quotas. The whole...
- White papers 2003-01-01
- Profile of the Top Performing Consultative Sales Professional
- Allocating sales training time and choosing sales training initiatives are never easy. It is a difficult task to decide whether to engage sales conversation skill training, sales strategy training, proposal writing, product knowledge, or a host of other attractive areas. Everyone at the company seems to have an idea of...
- White papers 2003-01-01
- Organizing The Sales Force
- The selling activity in the organization is carried out by the salesforce. It is imperative for the management to cultivate and nurture an efficient salesforce towards enhancing the sales productivity. Sales management is the process of attaining the salesforce goals through the activities of planning, staffing, training, leading, and controlling...
- Presentations 2003-01-01
- How Sales Techniques Work
- In a consulting or service-oriented business one knows that it's going to require a relationship building process, but a product sales environment may require the same thing. The art of selling is not as straightforward. A seasoned sale professional now in a sales management position there may also be a...
- White papers 2003-01-01
- Knowing Customer Internal Feelings Builds The Bridge To High Sales
- Sales professionals have to understand each customer and how to effectively relate to them on a human level. A well- rehearsed elevator speech may work for a single point of sale. However, if you are responsible for building long-term relationships with customers, it is sheer and ineffective. The article discusses...
- White papers 2003-01-01
- Is Your Compensation Plan Undermining Your CRM Initiative?
- The efficiency of the sales force determines the volume of sales realized by an organization. Incentive compensation is the cash benefits given to the sales personnel over and above the regular salary. It acts as an effective tool to motivate the sales professionals and propel them to strive for excellence....
- White papers 2004-05-01
- Changing Sales Force Behavior To Achieve High Performance
- From the executive summary: ‘Sales organizations typically are the center of the corporate universe. Without a team of individuals to chase leads, nurture accounts and close deals, most companies would fail to survive in the long term. Indeed, as companies today seek to boost their performance in an environment of...
- White papers 2003-01-01
- 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...
- Blog posts 2008-05-12
- The Key to Successful Sales
- In today’s competitive sales environment, customers buy solutions that help them capitalize on opportunities or reduce problems. Successful sales professionals use questions to: Uncover facts, Identify issues that the customer faces, Determine the resulting impact of not addressing the issue etc. Entelechy uses the FIRST model to describe the process...
- White papers 2003-01-01
- << Previous
- page 1 of 5
- Next >>
Content Types
- Blog posts (34 results)
- Case studies (3 results)
- Discussion threads (9 results)
- Presentations (2 results)
- Tools & templates (2 results)
- Videos (1 results)
- Webcasts (1 results)
- White papers (38 results)
Premier Vendor Content Whitepapers, webcasts & resources from our Power Center Sponsors
