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- Strategic Selling Processes, Roles & Structure
- Companies need an effective and efficient sales process including supporting sales roles to appropriately address client needs and penetrate customers to maximize revenues. Thet also need to clearly understand who their customer is so they can identify the best way to sell and service them. Strategic selling process, role &...
- White papers 2002-01-01
- Rewarding Results: The Road To Sales Compensation Excellence
- From the executive summary: ‘The causes of sales underperformance and job dissatisfaction often lie just beneath the surface. Products or marketing strategies are not properly aligned with market conditions. Sales roles are not aligned with marketing and sales objectives. Performance measures are not linked to strategic company and sales objectives....
- White papers 2003-01-01
- How Sales Forces Sustain Competitive Advantage
- The purpose of this study was to identify the factors that enable sales organizations to be highly successful. Companies today are relying increasingly on their sales organizations as engines of growth and productivity. The sales role has never been more difficult customers are more demanding, products more sophisticated, competitors more...
- White papers 2004-12-02
Additional Resources
- Sports plays key sales role for agents. (includes related article)
- Sports Plays Key Sales Role For Agents Sports play a key role in helping independent insurance agents open doors and close deals, a survey conducted for Sports Illustrated magazine has discovered. Eighty-percent of the agents responding to a recenSports Plays Key Sales...
- Research articles 1989-07-24
- Neil Moulton takes senior voice sales role at Westcon Group.
- M2 PRESSWIRE-2 June 2006-Freedom Communications: Neil Moulton takes senior voice sales role at Westcon GroupC1994-2006 M2 COMMUNICATIONS LTD RDATE:02062006 Neil Moulton has joined an expanding senior team at Westcon Group in the newly created role of head of voice sales, Westcon...
- Research articles 2006-06-02
- Tullett Prebon Information expands sales effort in Europe and Asiawith new appointment; Frank Desmond, ex- Reuters exec, joins in new senior sales role.
- M2 PRESSWIRE-23 September 2005-Tullett Prebon Information: Tullett Prebon Information expands sales effort in Europe and Asiawith new appointment; Frank Desmond, ex- Reuters exec, joins in new senior sales roleC1994-2005 M2 COMMUNICATIONS LTD RDATE:22092005 London - Tullett Prebon Information, a leading provider...
- Research articles 2005-09-23
- Tira Wireless Appoints Juan Dewar as New SVP Sales; Former Sun Microsystems Executive Brings Extensive Mobile Market Experience to Global Sales Role.
- SAN MATEO, CALIFORNIA, Dec 4, 2006 CCNMatthews via COMTEX -- Tira Wireless, the premier provider of advanced technology for mobile content deployment, today announced the appointment of Juan Dewar to the role of senior vice president of sales. In t SAN MATEO, CALIFORNIA, Dec 4, 2006...
- Research articles 2006-12-04
- Why The Sales Forecast Stinks
- Why The Sales Forecast StinksDiscipline can help the forecastWhile I generally agree with your statements, and have seen the abuses you mention often, I must mention a situation where the forecast was spot-on, regularly, without a mathematician:The Sales Manager (let's call him Pete) used a Sales Automation system (doesn't matter...
- Discussion threads 2007-08-01
- Should He Lie About Sales Experience?
- A reader writes: I like nothing more than strategy, messaging, and marketing. In this capacity I have done some great things over the years -- including some big-ticket sales along the way. Problem is, none of it took place as a quota-carrying member of...
- Blog posts 2008-07-14
- The Seven Myths of Sales Management
- The Seven Myths of Sales ManagementRE: The Seven Myths of Sales ManagementThis set of myths and truths applies to much more than just sales managers. Any manager should read this and think about it.Even the quota myth. Other departments use quotas as "a club to beat employees" with, like calls...
- Discussion threads 2008-09-02
- Should He Lie About Sales Experience?
- Should He Lie About Sales Experience?Don't Lie about Sales, Just do itNuff said Mr.James! Completely agree with your answer. Sales is a tough profession for those of us whom have invested many thousands of hours practicing and perfecting the art/science.EricRE: Should He Lie About Sales Experience?During the past several...
- Discussion threads 2008-07-14
- Product Marketing = Lost Sales.
- Product Marketing = Lost Sales.Great seriesGeoffrey,Your recent posts on the myth of "solutions" and the fact that companies want a "sales rep" to manage a business function for them not sell them a product are right on target. I am a veteran of twenty years of selling hardware, software, and...
- Discussion threads 2007-11-05
- Honda strengthens corporate sales team.
- M2 PRESSWIRE-9 October 2000-HONDA: Honda strengthens corporate sales team C1994-2000 M2 COMMUNICATIONS LTD RDATE:06102000 Honda UK is strengthening its corporate sales team with the appointment of two new corporate sales managers; Sue King and Gerry Jessett. ...
- Research articles 2000-10-09
- Media-Industry Executive Ken Beach Joins Hanley Wood, LLC, as Executive Vice President, Corporate Sales
- Hanley Wood, LLC, has grown its executive-leadership team by hiring Ken Beach to fill the newly created position of Executive Vice President, Corporate Sales. In his executive-level sales role, Beach will direct selling efforts that integrate the media, data and marketing services, assets, and channels offered by Hanley Wood's...
- Research articles 2007-04-06
- Chiquita Brands International Names Michael J. Holcomb Vice President of Corporate Sales & Customer Development.
- CINCINNATI, February 16 /PRNewswire/ -- - Holcomb Brings 20 Years of Consumer Packaged Goods Experience to Global Sales Role Chiquita Brands International (NYSE: CQB) today announced that it has appointed Michael J. Holcomb, 47, to vice president of corporate sales and...
- Research articles 2007-02-16
- Zurich adds sales role.(appointment of Kevin Goss and Martin Scott at Zurich Financial Services)(Brief Article)
- May 05, 2005 (Investor Weekly - ABIX via COMTEX) Martin Scott has worked for Zurich Australia for five years. Scott has been made national sales manager of investments at Zurich Financial Services Australia. The executive has previously worked at Tyndall and Zurich Scudder Investments....
- Research articles 2005-05-05
- Exact Macola Selects Vice President of North American Sales; Top Business Partner Tapped for Sales Role
- Business Editors MARION, Ohio--BUSINESS WIRE--Sept. 24, 2001 Exact Macola, the company that delivers software businesses never outgrow, today announced it has named top Business Partner Jim Kent as its new Vice President of North American Sales. Additionally, Exact Macola has acquired Kent's Massachusetts software consulting firm, The Kent...
- Research articles 2001-09-24
- People on the move: Ellison takes on UK sales role at SEI.
- SEI Investments Europe has appointed Francis Ellison as head of UK institutional sales. SEI Investments Europe has appointed Francis Ellison as head of UK institutional sales.
- Research articles 2005-11-14
- Frank Meditz to multinational sales role at Delta Air Lines
- AIRLINE INDUSTRY INFORMATION-C1997-2008 M2 COMMUNICATIONS LTD Delta Air Lines (NYSE:DAL) announced on 21 August that it has appointed Frank Meditz as manager of multinational sales for the Europe, Middle East, Africa and India EMEA region. The appointment, effective immediately, means that Meditz replaces Bob Hannah who is moving...
- Research articles 2008-08-21
- Myxer Surpasses 15 Million Users, Hires CFO And EVP Of Sales
- Ad-supported mobile entertainment firm Myxer has surpassed 15 million users and has added a CFO and EVP of sales to its management team. The company, which primarily sells ringtones, wallpapers and games, has grown fifteen-fold from the 1 million users it had 18 months ago. In that time, the...
- External links 2008-11-20
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