Sales & Marketing
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Sales Performance Management and Compensation
Chris Cabrera, CEO of Xactly Corporation, talks about how sales compensation plans drive behavior and improve performance. Xactly sells on-demand sales performance management solutions.
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Innovative Sales Recruiting Strategies
Irina Haydon, executive director of sales and service at Heartland Payment Systems, explains how she looks beyond the sales profession to recruit salespeople.
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Recruiting Top Performers
Irina Haydon, executive director of sales and service at Heartland Payment Systems, says there are three things she wants in a salesperson: chemistry, integrity ...
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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 ...
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Business Acumen Training Part II
Ray Green, co-founder and CEO of Paradigm Learning, discusses how his company helps sales people improve their business acumen by engaging them in a ...
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Business Acumen Training Part III
Ray Green, co-founder and CEO of Paradigm Learning, explains why it's critical for sales people to understand their own business, including the financial realities. ...
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Business Acumen for Success in Sales
Ray Green, co-founder and CEO of Paradigm Learning, explains why understanding a client's business is more important than sales skills. Paradigm Learning provides employee ...
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The New Selling of America Part 3
Howard Stevens, CEO of HR Chally and mastermind of the new documentary "The New Selling of America," discusses the fundamental changes affecting the sales ...
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The New Selling of America Part 2
David Fogarty, president of ThinkTV, and Howard Stevens, CEO of HR Chally, discuss the educational mission of the new documentary "The New Selling of ...
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The New Selling of America Part 1
David Fogarty, president of ThinkTV, and Howard Stevens, CEO of HR Chally, discuss the ideas behind the new documentary "The New Selling of America." ...
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C-Level and Front Line Sales Alignment
Sam Reese, president and CEO of Miller Heiman, discusses some misconceptions C-level executives have about the sales process, and the misalignment between sales and ...
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Secrets of Winning Sales Organizations
Sam Reese, president and CEO of Miller Heiman, discusses what successful sales groups do to separate themselves from the rest, including win-loss reviews. Miller ...
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Leveraging the Best Practices of Top Performers
Sam Reese, president and CEO of Miller Heiman, talks about ways to replicate the success of top sales performers and how to align the ...
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Prepare, Present and Negotiate to Win
Brian Dietmeyer, president and CEO of Think! Inc., explains the importance of making multiple offers to a customer during a negotiation.
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Price Negotiations
Brian Dietmeyer, president and CEO of Think! Inc., discusses how to broaden a negotiation beyond the delicate issue of pricing.
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The Consequences of 'No Agreement'
Brian Dietmeyer, president and CEO of Think! Inc., explains what to say when a customer says, "I can get the same thing cheaper somewhere ...
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Effective Business Negotiations
Brian Dietmeyer, president and CEO of Think! Inc., explains the process of "blueprinting" a negotiation to ensure a more successful outcome.
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Effective Presentations
Terri Sjodin, CSP of TerriSjodin.com, talks about common mistakes in sales presentations and how to make your presentations more persuasive.
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How To Craft Your Elevator Speech
Terri Sjodin, founder and principal of Sjodin Communications, a public speaking and sales training company, goes over the six components of a successful three-minute ...
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The Art of Persuasive Speaking
Terri Sjodin, founder and principal of Sjodin Communications, a public speaking and sales training company, shares her experience speaking to President Bush and other ...
Video Channels
Sales & Marketing
Sales & Marketing interviews with Gerhard Gschwandtner, providing daily solutions for professional sales and sales management success. Thought leaders in sales strategy and closing technique tell you how to be better while carrying a bag.
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