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- 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
Additional Resources
- Top 10 Dumb Mistakes Sales Reps Make
- Sales mistakes may be inevitable but they're not unavoidable. To eliminate them, and sell at the highest level possible, you must: Identify the mistakes you're making. Understand why you're making them. Visualize the consequence of repeating them. Know how to avoid them in the...
- Blog posts 2009-07-21
- 6 Fatal Sales Management Errors
- A few months ago, we reviewed "Nine Dumb Things Sales Managers Do" and "More Dumb Things Sales Managers Do." Those errors, while annoying, didn't usually mean the failure of the entire sales effort, and possibly the entire company. By contrast, here are six truly FATAL errors...
- Blog posts 2009-01-16
- KLIGER GETS TOP SPOT AT U.S. ARM OF HACHETTE: AD SALES SAVVY, RELATIONSHIPS ARE EXEC'S KEY ASSETS.
- Jack Kliger finally gets to run his own show. The new Hachette Filipacchi Magazines president-CEO, known for his ad sales skills and keen marketing sense, now adds bottom-line responsibility for the first time in his career. Jack Kliger finally gets to run his...
- Research articles 1999-05-17
- Nine Perfect Sales Conversation Helpers
- To move a sale forward during the initial conversations, you must keep the prospect engaged. As I pointed out in a previous post ("Better Questions=Faster Selling"), the best way to do this is to ask an open-ended question that moves the conversation forward and also...
- Blog posts 2008-05-15
- Get Buy-In From Sales Force To Ensure E-Biz Success
- This study defines the help of consultants C-bridge Internet Solutions, Aviall developed a Web-based self-service order and distribution center that lets customers handle routine questions themselves But that doesn't take business away from the remote sales force; it frees them from having to handle some of the mundane tasks....
- Case studies 1999-09-27
- Are Sales Stars Made or Born?
- Are Sales Stars Made or Born?Alex Rodreguez was born with talentI understand the point you are making Jeff but that is a large leap. I can play baseball but I will never be at the level of A-Rod. Probably 95% of baseball players will never be at that...
- Discussion threads 2007-12-11
- Don't Derail Your Journey to the Top | BTalk Australia
- (16min 28) Many people make the mistake of thinking that the skills that took them to the top job will serve them when once they’re there. That’s almost certainly not the case. In this edition of BTalk Australia Phil Dobbie talks to business analyst Kathy Rozmeta who...
- Blog posts 2009-02-11
- 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
- Identifying, Managing, and Nurturing Top Talent
- Talent is an indicator of one's capacity to learn, grow, and develop new skills for future use. It also suggests how quickly a person or organization can adapt to new challenges. In this article, "talent" is defined as a dormant or untapped quality that lies either in an individual employee...
- Articles 2007-06-27
- Marketing versus Sales
- Well, well... I appear to have proverbially speaking stirred up a hornets nest by pointing out that Marketing has been wearing the Emperors new clothes. I guess Ill have to defend my position.First, though, I have to say something about Xerox, whose strategy a couple of comments defended. Consider:...
- Blog posts 2007-05-10
- Weighing the Pros and Cons of Starting a New Business
- Creating and launching your own business venture can be incredibly satisfying and rewarding, but every entrepreneur faces countless pressures and surprises. Launching a business is risky: As a rule, eight or nine of every 10 new ventures fail within a year. You need to be aware of the problems you...
- Articles 2007-10-03
- 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
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- B2B Selling: Can You Win the Game?
- Think you've got what it takes to sell B2B? Here's an simulation game based on a conversation with sales guru Neil Rackham to tests your selling savvy. Scenario: You've just been handed the name and phone number of a local company that's almost identical to one of...
- Blog posts 2009-04-21
- Sales Training Programs Deliver Top Performers
- Advanced sales training for your top performers can give your top sales performers the skills they need to surpass their record breaking sales goals. The best can always get better - but that potential won't be realized until the company takes aggressive goals to educate and train their sales professionals...
- White papers 2009-06-01
- Building Confidence in Your Negotiating Skills
- If you want to advance in your career, it's important to learn to negotiate well.Negotiation is the process of reaching an agreement through discussion between two or more parties with differing views on, and expectations of, a particular issue. Good negotiations achieve a balance between the parties' objectives, resulting in...
- Articles 2007-03-27
- The 5-Minute Guide To Motivating Affiliates And Exploding Your Infoproduct Sales
- Affiliate programs are a good way to get your business growing quickly and exponentially, but the reality is that most of your affiliates will never make any sales at all. Only about 5% of your affiliates will have the skills and assets needed to succeed. While affiliate programs are a...
- White papers 2007-06-10
- Starting A Business?: Inventory Your Entrepreneurial Skills Portfolio
- Almost every start-up checklist that aspiring entrepreneurs will read, refers to "Must know" start-up information about legal issues, money management, sales, marketing and operations. In fact, success as an entrepreneur not only relies on your knowledge and effective execution of these fundamentals, but also requires a constant commitment to keep...
- White papers 2007-03-28
- Hire Right or Else :Hiring Process
- Distributors that haven't learned how to hire top-performing salespeople will suffer the consequences. In studies to determine what separates top-performing sales managers from average sales managers, one trait separates the best from the rest: the ability to consistently recruit high-achieving salespeople. If they fail at that one task, managers risk...
- White papers 2003-01-01
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