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Pipeline Management
In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, ...
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Delivering Value in a tough Economy
David DiStefano, CEO of Richardson, says that to deliver value you should understand how you are going to help your customer to succeed. To ...
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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 ...
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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 ...
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Recession Selling Strategies
How can sales leaders sell themselves out of a recession? Neil Rackham, author of Spin Selling, explains that leaders must learn what NOT to ...
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Sales As a Lifeline
Michael Pedone, founder and CEO of Sales Buzz, explains how sales gave him a successful career, even without a college degree, and where the ...
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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 ...
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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 ...
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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 ...
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The Roles of Sales and Marketing
Do you feel like your sales and marketing departments are miles apart in their thinking? Michael Scher, founder and president of Frontline Selling, explains ...
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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 ...
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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 ...
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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 ...
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Secrets of Engaging High Level Executives
What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don't ...
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Breaks in the Sales Pipeline
Eric Shaver, director of sales for Basho Technologies, explains how to avoid breaks in the sales pipeline. Halfway through a sale, he says, is ...
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Back to Basics in Selling
Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on ...
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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 ...
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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 ...
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How Corporate Culture Affects Sales Effectiveness
People want a cause that they can contribute their life to on a daily basis. Sanford Brown, chief sales officer at Heartland Payment Systems, ...
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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 ...
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Secrets of Engaging High Level Executives
What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don't start at the right level and don't ask the right questions. Remember that many people want a piece of the executive's time, so use multiple routes to try to get in touch.
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Creating a Successful Corporate Culture
Matt Ferguson, CEO of CareerBuilder.com, explains how a strong set of company values can guide your firm through staff turnover and mergers.
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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 performersthere is something to learn from everyone.
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Recession Selling Strategies
How can sales leaders sell themselves out of a recession? Neil Rackham, author of Spin Selling, explains that leaders must learn what NOT to do. It's not about price, he says, but about risk. Make your customer feel comfortable and safe, instead of showing how much pressure you feel, and they are much more likely to buy. Then be sure you are focusing on a few sales leads, not casting a wide, and expensive, net out of desperation.
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Back to Basics in Selling
Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it's all about how you spend your time, getting the attention of executives, building vision and value, and bargaining to advance and close a sale.
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The Roles of Sales and Marketing
Do you feel like your sales and marketing departments are miles apart in their thinking? Michael Scher, founder and president of Frontline Selling, explains many of the reasons for these differenceseverything from education to compensation can be a factor. To get them to collaborate, his company creates transcripts of what actually goes on during a sales call and then examines the message from both angles.
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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 visibilityyou have to be there to see what's really going on among your team members. Then, using analytical tools, he focuses on the worst, expected, and best possible outcomes for each quarter.
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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 far more cost effective to increase the productivity of the reps they already have, than to hire new ones.
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Why the Sales Funnel is Outdated
Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."
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Write a Great Elevator Speech
Your dream client is standing next to you in the elevator. How can you use the next few minutes to sell him your idea or company? Ira Koretsky, CEO of Business Storytellers, has written "elevator speeches" for Charles Schwab and Warner Bros. Here he shows you how to craft a killer 30-second sales pitch.
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How Corporate Culture Affects Sales Effectiveness
People want a cause that they can contribute their life to on a daily basis. Sanford Brown, chief sales officer at Heartland Payment Systems, explains how that sentiment affects sales and motivation within a company. He also talks about the switch from being a private to a publicly controlled company.
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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 outdatedZarrabian proposes a self-service training model.
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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 artand 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 sales.
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Ten Selling Ideas for a Tough Economy
In tough times, your number one focus should be to look at your existing customers first. Howard Stevens, CEO of HR Chally, says that those customers are already predisposed to buying more from you. Be confident, be aggressive, and most of all, bring additional value and service to your customers to differentiate yourself.
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Breaks in the Sales Pipeline
Eric Shaver, director of sales for Basho Technologies, explains how to avoid breaks in the sales pipeline. Halfway through a sale, he says, is when everyone is still happybut many salespeople aren't sure what truly advances a deal at this point. Learn how to step on the deal accelerator.
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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.
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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.
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Tips for Effective Presentations
Joe Gillio, Marketing Manager of Casio, gives tips for creating a presentation that will hold your audience's attention. One of the biggest mistakes, he says, is reading from your slides: know your material.
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Sales As a Lifeline
Michael Pedone, founder and CEO of Sales Buzz, explains how sales gave him a successful career, even without a college degree, and where the Buzz in Sales Buzz came from.
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How To Grow Sales Talent
Tough times mean looking internally to grow your sales team. Nancy Martini, president and CEO of PI Worldwide, says to first assess the skills of your team so you can examine what more they might need from a manager. She suggests tailoring all coaching and motivation to each member's way of learning.
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