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- 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 Ultimate Electronic Assistant
- Jon Dessel, CEO of ITIQ Solutions, touts an end-to-end software solution for salespeople in the field.
- Videos 2007-11-20
- Maxing Out
- Most salespeople do multiple tasks of selling products, building customer relationships, and managing company's profits. As a result, they often complain of ‘maxing out', which takes most of their energy. Experts suggest certain ways to reduce the burden of selling off the shoulders of salespeople. One of the ways is...
- White papers 2003-01-01
- Five Quick Tips For Creating Conversations Salespeople Will Use
- As technology companies focus their salespeople to sell "Higher in the organization," whiteboard conversations can serve a critical role in ensuring early executive-level discussions are targeted and meaningful. But to be successful, these sales aids must be developed to consider the needs of both the presenter and his/her audience. And,...
- White papers 2007-04-07
- Negotiating, What's It All About?
- However, what most salespeople forget is where the manager is in these negotiations. Salespeople many times believe that they have a deal here, but they don't. The technique you must educate your salespeople on is how to handle the customer that stands up. The key is that whenever a customer...
- White papers 2005-06-11
- Selling In A Recession - Why Some People Are Going To Crash And Others Are Going To Fly
- Unfortunately, most salespeople do not spend enough time working on improving their sales skills and techniques. Sales training and development is not something that many salespeople spend their time on out of choice. Perhaps they can get away with this in a booming market when sales are easy. Perhaps not....
- White papers 2008-01-13
- Your Dress Code For Interview - Suit Up For Success Today
- How can you identify the great salesperson in a job interview? Well, it's not easy. First of all, true sales virtuosos are scarce, even though there are many good salespeople and a sale is one of the most common and necessary types of jobs. Also, research shows that the job...
- White papers 2008-05-02
- Successful Selling Methods for Salespeople - 'Less Is More'
- Salespersons are not whole heartedly welcomed by many. At least this is the case in point in India. Seldom do the sales persons are able to convince people to listen to them, let alone purchasing or not their product/service. And if at all they are convinced to talk, sales persons...
- White papers 2009-02-24
- The Sales Presentation...The Bottom Line Is Selling
- Selling is hard work, even in the virtual world of the Internet. It requires strong motivation, personal pride, perseverance, flexibility, energy, discipline, and focus. Above all, it requires communicating and being able to read/understand the prospects' attitudes and needs, whether they are real or perceived. A successful selling situation -...
- White papers 2009-01-01
- Sales Presentations Get Technical
- The booming number of product offerings and the shortage of allowed face time with customers have distributor salespeople searching for ways to effectively simplify their sales presentations. Most distributors are finding that simplification in the current day calls for an adoption of technology - essentially a mobile office for salespeople....
- White papers 2008-01-01
- Create A Compensation Strategy That Really Motivates Your Salespeople
- Too often, businesses create a complex legal document that makes their attorney happy, but does nothing to motivate salespeople because they simply don't understand it. One quick test of your current compensation program is to ask your salespeople to calculate what their commission would be for three different sales scenarios....
- White papers 2009-01-01
- CRM Your Salespeople Will Love
- CRM can provide companies of all types and sizes with significant benefits, but only if users adopt it. Therefore, winning over users and obtaining buy-in at all management levels are crucial to the success of any CRM initiative. Front-line salespeople are often the major source of resistance. The newest solutions...
- White papers 2007-08-01
- Salespeople PivotTable Report
- Many professionals analyze data for company performance, trends, and opportunities. A PivotTable report is an interactive table that quickly combines and compares large amounts of data. Learn how to compare the performance of your salespeople with this PivotTable sample datasheet. Note: As you open this template, a dialog box is...
- Tools & templates 2003-09-09
- The Right Stuff for a Liberated Salesforce
- Salespeople watched in frustration as rigid data entry routines were imposed on them and number crunching became the norm. It is no surprise that traditional selling solutions that force salespeople to report on their progress rather than engage prospects continue to suffer from low user adoption rates. Sure, there are...
- White papers 2006-02-10
- A Feminist Perspective Of Printing Sales
- It has been observed that maximum number of buyers comprise of women and most salespeople also fall under the same category. Thus, there are different ways to deal with female customers and salespeople. The various factors that go into a making of successful female sales person are empathy, gaining respect...
- White papers 2003-01-01
- Sales: What Works Now
- Most companies solely focus on expanding their business by increasing their sales force. But, experts argue that recruiting good salespeople is not enough, companies should also make an effort to retain existing sales force. Most salespeople want proper benefits in addition to good commission on their sale. The process calls...
- White papers 2004-06-01
- Motivating Your Salespeople
- From the executive summary: ‘The most universally successful way to motivate salespeople is based on discovering what the other person needs. And, smart questions give the tool for discovery. The right questions can help a company discover the needs of individual sales team members as they develop and as jobs...
- White papers 2003-01-01
- Motivating Your Salespeople #2
- From the executive summary: ‘One major profession that has a very different standard from others is selling. Whereas almost every other professional is expected to successfully complete almost everything they start, it is normal for salespeople to fail most of the time. Even if they are the best at what...
- White papers 2003-01-01
- The Elements Of Persuasion
- From the executive summary: ‘The language that salespeople use can either create or kill a sale. The best way is to let customers be partly right. During the sale, a customer may voice objections. Salespeople must overcome the hurdles to get the order. Many times that means conceding some minor...
- White papers 2000-04-01
- How To Keep Top Salespeople
- From the executive summary: ‘In any marketplace, there will be a select group of salespeople who have the reputation of being the best. One of management's jobs is to have as many of the sales leaders as possible working for their company. Selecting and training outstanding sales people is the...
- White papers 2003-09-01
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