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Tag Search Results For 'sales management' (334)
Improving Yourself Through Feedback After a Lost Deal
Jonathan Farrington's Blog | September 4th 2008
The JF Guest Author Spot Linda Richardson Win or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even read more
Some Current Vacancies
HJA Fire and Security Recruitment | September 3rd 2008
Technical Manager Manager - Sales Support Group (Fire Suppression) Major Accounts Manager - Site Protection MOD/GOV Sales Director - Retail Security Systems Key Accounts Director - Fire and Security Systems read more
Coming Soon: Fantastic New Resource For Sales Leaders
Jonathan Farrington's Blog | September 3rd 2008
 Having worked with hundreds of organisations during my career, where I have helped, supported, and developed sales leaders, I am aware that many of those sales leaders were promoted into their role because they were top performing sales people. Ye read more
Here are Five Things You Can Do Today to Be a Champion Like Micha…
Success Insider Secrets | August 31st 2008 by John Clark
Quote for the day: “To be extraordinary, don’t do what “normal” people do, do what “extraordinary” people do.” -Jill Koenig ================= Work Less and Earn More by Mastering Your Time http://www.TheTim read more
What Do You and I Have in Common with Tiger Woods, Oprah and Bill…
Success Insider Secrets | August 30th 2008 by John Clark
Quote for the day: “A man who dares waste one hour of time has not discovered the value of life.” -Charles Darwin ================= Work Less and Earn More by Mastering Your Time http://www.TheTimeCommandments.com ================= Wha read more
Sometimes You Gotta Bust Some Balls
E2E (Executive to Entrepreneur) Coaching.com | August 30th 2008 by Mitch York
Maybe this situation sounds like your business: you have a highly transactional business with lots of customer orders and deliveries. Orders are taken by phone (not online). Once the orders are taken and entered into a database, a manager (or two) read more
Avitage: Directly Addressing The Sales Coaching Challenge
Dave Stein's Blog for Sales Leaders | August 28th 2008 by Dave Stein
Coaching is one of the most critical components of a total approach to sales effectiveness, but it is often underutilized and mismanaged. I’ve been enjoying my conversations with Jim Burns, CEO of Boston-based Avitage. Avitage is a small te read more
Guest Article: “Six Ways to Prove the ROI for Sales Inquiries,â…
Sales and Sales Management Blog | August 28th 2008 by Paul McCord
The Six Ways to Prove the ROI for Sales Inquiries by James Obermayer Are there more than six ways to prove the ROI for inquiries? Probably, but these basic six ways to prove the ROI will start you off. 1. Salespeople report: The best way. In this ins read more
Value Add, Creativity and Problem Solving
Jonathan Farrington's Blog | August 27th 2008
 Creativity is problem solving. That’s the essence of successful selling. The foremost function of the mind is problem solving; we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson i read more
Sales Training Doesn’t Work Because ________.
Dave Stein's Blog for Sales Leaders | August 26th 2008 by Dave Stein
You’ve probably read a lot of articles by sales trainers entitled something like, “Why Sales Training Doesn’t Work.” Google that phrase and see what I mean.  You can also look again at the title of this post for another ex read more
Consultative Selling: A Misnomer?
Skip Anderson's Selling to Consumers Blog | August 26th 2008 by Skip Anderson
The problem is that salespeople aren't consultants - they're salespeople. read more
Why Do We Need A Fresh Approach To Selling?
Jonathan Farrington's Blog | August 24th 2008
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditu read more
OMG - Just shut up and sell!
Sell, sell, sell! | August 22nd 2008 by Craig Klein
You’ve heard the phrase “show up and throw up”, right? If not, then you’re part of the problem! Yesterday I was treated to one of the most egregious examples of nervous sales person babble I’ve ever experienced. Uhg. It read more
Sales Managers In Over Their Head
The Hire Sense | August 21st 2008 by Derrick Moe
Dave Stein has a provocative post regarding some recent poll data about sales executives. This is excellent: Top Five Reasons Executives Are Unhappy At Work Limited advancement opportunities (12.8%) Lack of challenge/personal growth (12.3%) Compen read more
Satisfied with Your Job? Not If You’re a Sales Executive
Dave Stein's Blog for Sales Leaders | August 20th 2008 by Dave Stein
Debbie Antonelli of Richardson pointed out to me that a recent survey by ExecuNet has only 54% of sales executives are satisfied with their current job:    Profession Percentage of Executives Satisfied With Current Job   CFO/Comptroller 6 read more
12 Solutions For Being a Better Leader
ePsychology.us | August 19th 2008 by Joseph Szenasi
12 Solutions For Being a Better LeaderBy Mark Tewart 1. Manage things and lead people. Processes should be defined and managed daily. People should be lead by example daily. Management by strict control inhibits star performers and eliminates creativ read more
A Dumb Time-Management Tip
The Hire Sense | August 19th 2008 by Derrick Moe
This week Salesopedia is highlighting time-management with multiple authors providing articles. This one by Mike Brooks provides a couple of truly elementary, overly-simple suggestions: Key #1 - Begin each day with a written list of three to five p read more
Sales Management: The 7 Most Common (And Expensive) Mistakes Org…
Prospero's Blog | August 15th 2008
Let’s get the hoary old chestnut out of the way first. Promoting the best salesperson in the team to be its manager. Sometimes works, more often doesn’t. Few companies actually think about the (different) competencies required to be a sales manag read more
Onboarding, Onramping
The Hire Sense | August 15th 2008 by Derrick Moe
We call it onramping because that is truly what occurs with new sales hires. This area is often overlooked or under-served by sales managers. They often hire new salespeople, offer some product/service training and then turn them loose in the fie read more
Make Sending Sales Letters and Marketing Pieces Easy
Sell, sell, sell! | August 14th 2008 by Craig Klein
Okay, this is shameless self promotion but, I’m too excited to keep quiet about it! SalesNexus just released a new service called “Mail It For Me” within our web based contact management system that allows sales people to send sales read more
Lead Nurturing 101
Sell, sell, sell! | August 13th 2008 by Craig Klein
Brian Carroll’s B2B Lead Generation blog is a great resource. I read regularly. Today I noticed his recent post on Lead Nurturing techniques. Not sure what Brian’s strategy is but, he’s basically given away the keys to the store read more
2 Jobs In 1
The Hire Sense | August 12th 2008 by Derrick Moe
The Wall Street Journal offers an article about companies combining 2 jobs into 1 and then hiring based on the lower level job. The author explains it better than me: Some job hunters have been encountering a new kind of downsizing: companies that read more
A Candidate Shortage
The Hire Sense | August 11th 2008 by Derrick Moe
CNNMoney.com reports on a specific area that is experiencing a hiring problem - lack of candidates: Despite the slump at lowlier levels of the job market, there’s currently a war for senior management talent. In fact, 70% of executive recruiter read more
How To End Time-Management Excuses
The Hire Sense | August 8th 2008 by Derrick Moe
I currently reading Jason Seiden’s new book How To Self-Destruct Making The Least Of What’s Left Of Your Career. You may have guessed from the title that part of the book is written tongue-in-cheek. In fact, it is quite entertaining a read more
Customers lie to you and its your fault
Sell, sell, sell! | August 6th 2008 by Craig Klein
I’ve been trained to expect customers to lie to me. Luckily I don’t take it personally. I know why they do it and I know how to avoid it or use it to my advantage.  I noticed this audio clip on Salesopedia and thought you all would e read more
Stonehenge Selling
Sell, sell, sell! | August 5th 2008 by Craig Klein
Finally! Proof that you don’t need the latest and greatest technology to accomplish great things! You may think that’s an unwise statement given that I run a company that sells online contact management systems for small business sales read more
Sales People are Different from other employees; Focus on Strateg…
The Management Curve | August 5th 2008 by Paul McCord
CHICAGO - Sales People are different than the rest of your employees. The biggest difference is that sales people are typically variable compensated; they have a responsibility to bring in the revenue that drives the profit. This doesn’t make the read more
An Electronic Leash
The Hire Sense | August 5th 2008 by Derrick Moe
You just knew this was going to happen - companies are using technology to monitor remote employees. The Wall Street Journal provides this article that illustrates what approaches are used by employers: They’re taking photos of workers’ read more
10 Commandments Of Onboarding
The Hire Sense | August 4th 2008 by Derrick Moe
We only work in the sales arena so we refer to onboarding as onramping since salespeople need to ramp up to revenue (production) during their initial employment. That being said, CareerBuilder.com provides some excellent rules to live by when bring read more
High Quality Leads You’re Probably Missing
Sell, sell, sell! | August 1st 2008 by Craig Klein
Frank Reed posted a good article on Mike Moran’s Biznology blog today that hit a note that’s worth hearing if you’re responsible for marketing, lead generation or selling in your company. Most small businesses are missing a HUGE read more
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