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- The Secret to Selling Your Big Idea
- You've got a brainstorm. It's bold, it's brilliant — and it might even make you rich. Learn how the pros transform great insights into big career breakthroughs.Every great product or service started out as just a sparkle in someone's eye. Whether you want to invent the next must-have technology or...
- Articles 2008-02-19
- Search Recovery and Discovery
- Paul D'Souza, VP of sales for Raw Sugar, explains a new, discovery-based approach to Web search that sorts Web content more effectively.
- Videos 2008-02-19
- Build a Foundation for Selling
- Bestselling business author Barry Farber explains how his CORE principles — confidence, optimism, responsiveness, and energy — can create a solid foundation for sales success.
- Videos 2007-09-07
- How to Sell an Idea
- Got an idea that could kick your career into overdrive? Confirm That You and Your Idea Are a Credible Match GOAL: Make sure an appropriate messenger will deliver your message. Selling ideas is not like selling products. With a product, customers...
- Articles 2007-03-19
- How to Sell to the Federal Government
- Yes, the procedures are Byzantine and there are reams of red tape. But in this economy, the federal government could be your best customer. Understand That the Government Operates Differently Goal: Assess whether your company can succeed...
- Articles 2009-06-29
- Unlocking Productivity Potential
- Simon Frewer, Senior Engagement Manager of SEC Solutions, explains the results of a huge study his company did on what does and doesn't work in sales. One important thing to do is not to just study your top performers, but to understand what it is they do differently the bottom...
- Videos 2009-06-04
- Enhancing Sales Productivity
- Brad Rinklin, VP of Marketing at Akamai, calls the company "the FedEx of the internet" and describes some of the challenges involved with their rapid growth. When it comes to sales, he says it can take six to eight months to get a rep up to speed, so it is...
- Videos 2009-06-04
- The Sales Education Foundation
- Howard Stevens, founder and CEO of HR Chally, explains that the Sales Education Foundation was designed to help universities develop sales curriculum and teach it at pro level. He also discusses the Foundation's public television series coming out soon.
- Videos 2009-06-04
- Total Quality Sales Management
- To use a total quality management approach in sales, focus on eliminating errors. Howard Stevens, founder and CEO of HR Chally, says the three most common problems are: a low percentage of salespeople reaching quota, troubles with closing final deals, and the huge turnover that is present among salespeople.
- Videos 2009-06-12
- The Art and Science of Sales
- Howard Stevens, founder and CEO of HR Chally, says that sales is being looked at more and more as a science instead of an art—and most C-level executives wish it were even more so. Stevens explains the difference between actuarial and academic science, and how both can be applied to...
- Videos 2009-05-20
- Finding Better Lead Information on the Web
- Michael Souza, VP of sales at Zoom Info, explains how the company gathers and organizes information from business websites to make it easy to search and sort -- saving sales representatives lots of time.
- Videos 2009-09-16
- Transferring Sales Knowledge
- Michael Pedone, founder and CEO of SalesBuzz, says that in order for salespeople to gain new knowledge, they must be open to it and go looking for it. Teaching someone to make sales calls online is a challenge, but Pedone says he has broken the process down into basic steps.
- Videos 2009-06-12
- What We Can Learn From Losing
- Learn as much from the deals you've lost as you do from the deals you've won. Simon Frewer, Senior Engagement Manager of SEC Solutions, suggests you examine what's not working both as an entire organization and for individual salespeople to find the specifics of why your customers aren't buying.
- Videos 2009-01-21
- Focus On Goals in a Tough Economy
- Howard Stevens, founder and CEO of HR Chally, says that during a downturn clients are looking for low risks, not just low prices. By offering them some kind of guarantee, even if it's not financial, you show that you are in this relationship for the long run.
- Videos 2008-11-21
- Demand Generation vs. Lead Generation
- Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily available.
- Videos 2009-06-12
- Effective Sales Leadership
- Todd Harris, director of research at PI Worldwide, defines leadership as the ability to develop an organization that's both socially and economically viable. Nearly half of all companies, he says, view their leadership as incompetent, while great leaders will demonstrate passion, principles, and performance.
- Videos 2009-04-29
- Sales Training Effectiveness
- Massood Zarrabian, CEO of OutStart, says that an important part of effectively training a sales team is to have information available and findable whenever a salesperson needs it. The model of gathering new salespeople into an auditorium and dumping information on them is outdated—Zarrabian proposes a self-service training model.
- Videos 2009-06-17
- Buy.ology by Martin Lindstrom |Book Brief
- In order to understand the effects of branding on the mind, branding expert and author Martin Lindstorm conducted the world's largest neuromarketing study. In this video he shares his discoveries about why we seem to be immune to cigarette health warnings, why we squeeze a lime into a bottle...
- Videos 2008-12-18
- Forecasting in Tough Times
- Kim Orumchian, founder and CEO of Right90, says that during these slow times, he's seeing many companies do a "bottom-up scrubbing" of their sales pipeline. They want to make sure that what they have there is real and that their forecasts are accurate. They are realizing that long term plans...
- Videos 2009-05-13
- Creating a High Performing Sales Team in 2009
- Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager's toolbox is visibility—you have to be there to see what's really going on among your team members. Then, using...
- Videos 2009-06-12
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