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- How to Find Your Dream Sales Job
- How to Find Your Dream Sales JobWhat you love is what you should sellSelling is a skill. In nearly any area, a sales process is found of some type or another.If you can define what you enjoy or are passionate about, your passion is recognizable. People see and relate to...
- Discussion threads 2008-07-23
- How Balanced are Your Sales Skills?
- Everybody in sales wants to have great sales skills, but not everybody realizes that sales skills come in three varieties. Psychological skills. These are what most people think of as sales skills. They include the ability to complete a successful cold...
- Blog posts 2008-05-08
- Growing Sales In Tough Times
- This paper explains about some actions that you can start to insure that your sales maintain and grow: Increase your sales skills. Prospecting and selling are communication skills and like any communication skills they can be learned and improved upon. If you are not closing sales, it could be the...
- White papers 2008-10-31
Additional Resources
- How to Master ANY Selling Skill
- One of the big challenges in mastering any sales skill is staying with it long enough so that skill becomes habitual. This challenge becomes much easier to manage once you understand exactly how your brain works when it comes to mastering a skill. ...
- Blog posts 2008-09-23
- Neil Rackham: Sales is a Research Job
- I've frequently drawn on the expertise of the amazing Neil Rackham as blog-fodder. I was recently reviewing notes of the last time we spoke and ran across his thoughts on sales research. Neil believes that in today's B2B world, a sales job is also a research job. He insists that...
- Blog posts 2009-09-11
- Does Your Sales Training Program Address Your Sales Performance Issues?: Part 1
- Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits. But when the author asks Sales executives and Sales trainers how their current sales training program is aligned with...
- White papers 2006-07-07
- Does Your Sales Training Program Address Your Sales Performance Issues?: Part 2
- In this first part of this paper, the authors went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. The authors first documented the main sales performance issues. There are distinct sales performance silos that will effect...
- White papers 2006-07-07
- Four Keys To Sales Success
- Nancy Martini, president and CEO of PI Worldwide, offers her four keys to sales success: product knowledge and positioning, sales process, sales skill mastery, and motivation.
- Videos 2009-05-28
- Top Ten Sales Skills
- There are few really profound truths about selling, and fewer still are the people who know how to communicate them. One of these rare creatures is John Asher the CEO of the eponymous sales training firm. I interviewed John a few months ago --...
- Blog posts 2008-06-24
- Ten MORE Top Sales Skills
- In my previous post, "Top Ten Sales Skills," I presented John Asher's excellent list of the key skills needed to become a successful sales professional. As usual, I asked you guys if there were some more that should have been on the list. You...
- Blog posts 2008-07-02
- Sixty Seconds to Sales Success
- There are few silver bullets when it comes to achieving sales success. Here's one, and the best part is, that for most people, it will only take 60 seconds, because they won't get past the first question. This seriously valuable process comes from Greg Wingard, the...
- Blog posts 2008-04-30
- Top Ten Sales Skills
- Top Ten Sales SkillsRE: Top Ten Sales SkillsI would add Appreciate your Customer. Don't forget to thank your customer. You can do this in a number of ways from a simple "Thank you" to a gift, a discount on future business, etc...RE: Top Ten Sales SkillsAll relationships are founded on...
- Discussion threads 2008-06-26
- 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
- The Key to Sales Success: Learn the ONE Skill that Turns Average Reps into Golden Players
- This TRACOM Group white paper argues that winning salespeople are made, not born. It teases out the ONE common trait that sales gurus such as Ken Stine, Jeff Gitomer, and Jack & Suzy Welch have identified as being critical to sales success: The ability of product reps to adjust their...
- White papers
- 8 Rules to Make a Great First Impression
- Want to be wildly successful in sales? Few sales skills are more important than the ability to make a powerful first impression. Everyone you meet, whether they're a prospect or not, is part of the network that you're building to make yourself successful. And if they ARE a prospect, a...
- Blog posts 2009-09-09
- Viacom, Others Tout Cross-Platform Sales.(at cable advertising conference)(Brief Article)
- CBS is the home of Survivor, so it shouldn't be strange to hear Mel Karmazin -- the president of parent Viacom Inc. -- point to cross-platform selling as a vital survival skill to ward off an ad-sales slump. Earlier this month,...
- Research articles 2001-02-19
- Sales is essential, Marketing is not.
- Sales is essential, Marketing is not.High five!!!You hit it right hard on the head!! I love marketing but Sales is the only department that makes a company money!! Our job is tough and fingers start pointing our way when the numbers are down.You are right...I only care about my...
- Discussion threads 2007-07-20
- Top 10 Reasons Sales Hates Marketing
- A perennial bromide of business advice is "align sales and marketing." That advice is generally doled out with an accompanying dose of finger wags and tut-tuts about inter-departmental squabbling. However, my experience tells me that sales professionals aren't interested in "getting aligned" with marketing. Instead, they insist...
- Blog posts 2009-09-15
- The Seven Myths of Sales Management
- In the post "Better Sales Manager: Obama or McCain" I discussed the role of the sales manager in terms that we're entirely complimentary.  That's not because I don't respect sales managers, though. Let's talk seriously for a moment. Being a sales manager is one of the...
- Blog posts 2008-09-02
- The 2008 Gods of Sales!
- Six months ago, I instituted a search for the top sales professionals in the world. I wanted to find the absolute best of the best when it comes to selling. My criteria was simple. I wanted real sales reps, rather than management types....
- Blog posts 2008-11-29
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