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- How High Achievers Win
- Irina Haydon talks about how she rose the ranks from an entry-level salesperson to the executive director of sales and service at Heartland Payment Systems.
- Videos 2008-04-23
- Are You a Top Salesperson?
- Think you have what it takes to be a top salesperson? According to Ron Willingham, author of Integrity Selling for the 21st Century, top salespeople, regardless of industry, share the four specific characteristics: Complete goal clarity. Top salespeople have clear, specific, written-down statements...
- Blog posts 2008-04-16
- The Umpire Strikes Back
- Well, well... My recent post about sales process appears to have offended some of the old guard, specifically David Kurlan, author of "Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball". He left a comment on...
- Blog posts 2007-04-12
- The Go-To-Market Frontier: Global Account Management (GAM)
- Go-to-market systems, that complex web of multiple marketing channels that link suppliers with their customers, have radically evolved beyond simple advertising or salesperson marketing channels. Unfortunately, many academicians and industry practitioners are relatively unaware of the significance of these changes. The traditional salesperson has been replaced by specialized selling teams...
- White papers 2006-12-29
- Five Deadly Sales Letter Mistakes
- To be effective a sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader and create a desire for what the person is offering. An effective sales letter, not surprisingly, achieves the same objectives as...
- White papers 2006-05-12
- The Power of the Contract in Performance Management
- An essential step in managing the performance of salespeople is that of establishing a sound and agreed contract between manager and the salesperson. A contract in this context is simply an agreement between the manager and the salesperson as to how best they are going to work together. It is...
- White papers 2005-04-15
- The Art Of The Complex Sale
- Selling is a complex process. Many a times the salespersons try to tap wrong prospects and, in the end, return with unsuccessful sales. Salespersons need to concentrate on the close of sale. It is one of the most important aspects that can make or break a sale. The paper examines...
- White papers 2004-05-25
- Sales Formula: Pick Up The Pace, Punch Up Presentation, Personalize It
- A salesperson has to deal with customers on a daily, which gives a lot of pain in the neck at times. However, the manner in which a salesperson closes the pitch goes a long way in establishing rapport with the prospective buyers. The credit for the same goes to the...
- White papers 2004-02-13
- Facilitating Decisions: A New Way To Boost Sales
- The main job of a salesperson is to convince people to buy a particular product. However, experts suggest that no matter how good a salesperson is at selling, a product cannot go off the shelves unless a customer is thoroughly convinced about its benefits. Thus, salespeople should focus on good...
- White papers 2003-10-13
- When Push Comes To Shove, Everyone Loses
- The article says that during sluggish business periods, many companies try to jump-start sales activity by "pushing" specific products/services on their customers. Many routinely do so through monthly or quarterly sales contests where a specific product/service is promoted, and sales teams and individual salespeople are enticed to "push" it with...
- White papers 2003-09-29
- Why It's So Hard To Hire Good Salespeople
- A salesperson usually comes across as a warm and friendly person who would do anything to make a lasting impression, either negative or positive. A salesperson is dressed to kill and leaves no stone unturned to show how smart he/she is. However, it has been observed that sales applicants are...
- White papers 2003-03-13
- You're Falling Short. Now - What Do You Do About It?
- The success of a sales process is gauged by the kind of close it had. A successful sales close implies that the sale was successfully made. Researches show that majority of the salespersons fall short of closing a sale. The paper examines some factors towards effecting the close of sale....
- White papers 2003-03-11
- Know Customer's Needs while Selling
- This webcast discuss how benefits do not always sell products. It discuss what questions to ask in what way to find out what the customer wants. The key to any success in the field of sales lies in the mind of prospect. The buyer-need is what has to be understood....
- Webcasts 2003-02-25
- What's Selling in America? - I
- Selling is culture concious. A salesperson has to take many factors in to account before going to the field. There will be different type of pitching required for different people. Having a glimpse of these factors will make their efforts easier. Presented here are 4 case studies that emphasises on...
- White papers 2003-01-01
- The Salesperson’s Role in the Sales Forecasting Process
- The article starts with the fact that as the competition in markets for products and services continue to become more intense, it is imperative for organizations to improve their attempts to plan for the future. This non-empirical paper looks at past research as it applies to the roles of salespeople...
- White papers 2003-01-01
- A Visit From One Of The World's Worst Salesmen
- It has been observed that people often have bad experiences with salespersons. Experts suggest that it is the onus of salespersons to convert most of their calls into sales. The process calls for rabout the prospective buyer. It is important for salespersons to do their homework beforehand, rather than whimper...
- White papers 2003-01-01
- Don't Be Macho Selling Ice To Eskimo
- For every sales representative, customer is God. And, even if they are not, salesperson should treat them as one. A salesperson should focus on the needs of customers by identifying them, preparing a profile of ideal customer, and changing the rules of sales. Salespeople should be optimistic in their approach,...
- White papers 2003-01-01
- Changing The Language Of Selling
- The article briefs a comparison of two sales approaches adopted. The major difference between traditional and collaborative sales is the amount of study that takes place. The traditional salesperson spends little time studying. He or she assumes a need exists based on cursory external observations. The professional salesperson, however, is...
- White papers 2003-01-01
- Five Characteristics Of Peak Sales Performers
- It is quite strange to note that most good salespersons are not aware of the characteristics that set them apart from other salespersons. Researches indicate that most salespersons give the credit of good sales to positive attitude, goals, and high aspirations. In addition, most salespersons have little knowledge about what...
- White papers 2003-01-01
- Setting Goals To Increase Sales
- From the executive summary: ‘Too often managers push their sales staff to sell more when actually they could achieve much more if they got them to want more. The salesperson fueled by a burning desire to achieve his or her own personal goals sees more people, works harder and closes...
- White papers 2003-01-01
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