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The crucial management skill that boosts revenue 19%


May 15, 2012 by Bob Hill

Do you excel in this key area? If not, it could be costing your company, big time.  More…

The 5 biggest scam artists of all-time


May 15, 2012 by Bob Hill

These five con men went down in history for the infamous way they fleeced the general public:  More…

25 reasons why I won’t buy from you


May 8, 2012 by Ken Dooley

The next time one of your salespeople tells you he or she doesn’t know why a prospect won’t buy, share this info with him or her. It might be a good idea to reproduce this list and pass it out at your next sales meeting. More…

Eliminate the 4 stumbling blocks that hold salespeople back


May 7, 2012 by Bob Hill

Here are three statistics every manager should take heed of:  More…

Boost sales, satisfaction by getting back to BASICS


May 2, 2012 by Bob Hill

Renee Dye, an associate editor for McKinsey Quarterly, suggests managers can impact sales performance by paying more attention to these BASICS: More…

Top 10 signs you’ve been in sales way too long


May 1, 2012 by Bob Hill

If you or someone you know has experienced any or all of the following, it may be time to hang up the sales tie.  More…

8 qualities that lift sales leaders above managers


April 24, 2012 by Ken Dooley

What’s the difference between a sales manager and a sales leader? How can you become more effective on the job and dramatically increase your influence with your customers and your company? More…

5 things every prospect wants to know about your salespeople


April 24, 2012 by Ken Dooley

Prospects usually ask five core questions about a salesperson before making a buying decision. They ask them without regard to the product or service being sold. More…

The most common causes of failure


April 20, 2012 by Ken Dooley

The four the leading causes of failure in sales organizations are …  More…

The 4 habits of highly-effective sales organizations


April 17, 2012 by Bob Hill

These four common practices of world-class sales organizations differentiate them from competitors and lead to consistent growth in sales and revenue:   More…

4 keys to hiring the best


April 12, 2012 by Bob Hill

There are nearly 2,500 different recruiting tests on the market. How do you know which tests – and which methodology – will really identify the best applicant, especially for your sales force?   More…

4 ways to boost sales in a post-recession marketplace


April 11, 2012 by Bob Hill

As a manager, here are four ways to maintain your competitive edge as the market continues to shift:   More…

4 ways to uncover hidden sales opportunities


April 9, 2012 by Bob Hill

The best way for sales managers to pinpoint all the opportunities before they start forecasting: Look at these four areas and determine how each can be used to impact revenues in the months ahead.   More…

3 ‘C’s that boost sales & morale


April 3, 2012 by Bob Hill

As a manager, you don’t have the luxury of blaming subpar results on a lagging economy. It’s up to you to find ways to keep sales goals on target. It’s no easy task, but these can help you unite your sales team, and – ultimately – achieve your goals: More…

The 4 biggest scams in Sales & Marketing today


March 27, 2012 by Bob Hill

The fact that these questionable business practices create negative word of mouth doesn’t seem to stop a lot of companies from using them:  More…

Turn bottled potential into sales gold: 4 ways


March 26, 2012 by Bob Hill

Here are four proven tactics great leaders use to consistently drive performance and separate themselves from subpar managers:   More…

5 signs a top salesperson’s about to quit


March 20, 2012 by Bob Hill

If you notice one of your best is exhibiting these signs, it’s time to take proactive measures to avoid losing him or her. More…

The 8 biggest customer concerns right now


March 6, 2012 by Ken Dooley

Understanding where customers’ concerns lie will give your salespeople a big edge. More…

4 coaching techniques that electrify performance


March 6, 2012 by Bob Hill

Here are four specific ways great coaches can keep salespeople motivated to reach their peak potential:   More…

Why do salespeople resist change? Fear of mortality


February 29, 2012 by Bob Hill

Surely, you’ve seen it in the past – management makes a small change, and reps react as if someone’s turned their entire world upside down. Would you believe the reason for that reaction has a lot to do with an employee’s own fear of mortality?  More…


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2012-05-17 10:26

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