5 questions every employee should be able to answer

Leaders can’t always be there to provide the best response. 

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3 simple, no-cost ways to boost motivation & morale

A happy salesforce is a productive salesforce, which is why these three simple tips are a perfect way to energize reps in a down economy: 

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The most crucial sales metric of the year is …

A new survey of CEOs nationwide reveals the surprising metric they feel has had the most impact on business over the past year.  

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3 areas to focus on when your sales team is struggling

Slumps happen. But when the entire team dips, the first priority is identifying the root cause and getting everyone back on track. 

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Top 10 Sales & Marketing stories of 2012

It’s time to cap off the year with a greatest hits list of Sales & Marketing Update stories. Here are the most popular stories of 2012, as chosen by you, our readers:

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The crucial management flaw that could be costing you BIG time

New research reveals a common misstep that could be costing your sales organizations tens of thousands of dollars a year. 

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How the best in the biz turn major obstacles into sales

Study after study reveals that in order for a sales organization to thrive, managers need to focus on embracing change.  

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5 must-haves if you’re going to set (and meet) Sales goals

Goal setting is the most critical tool salespeople can develop to manage time and achieve results. There are distinct steps in effective goal setting:

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How to build your brand in 31 days or less

As we pull into the home stretch of 2012 with holiday shopping heavy on the minds of businesses everywhere, it can be difficult to set aside the time to evaluate your brand.

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6 Things You’re Graded on as a Salesperson

Customers use the following six factors to evaluate salespeople, according to research by Dr. Leonard Berry a Marketing professor at Texas A&M:

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Do you know the No. 1 strength every Sales applicant must possess?

Rare indeed is the salesperson who can close a sale in one or two contacts. Selling is an exercise of trying to beat the odds of rejection. Keep this information in mind when interviewing to fill your next Sales vacancy.

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The 4 main reasons salespeople make it to the top

What’s the difference between a good salesperson and one who gets to the top rung? The best salespeople exhibit this profile of behaviors that separate them from average salespeople:

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The most crucial key to boosting sales: Conflict

Most high-performing sales teams are naturally prone to heightened tension and rivalry … but they also benefit from higher levels of cooperation, trust and performance.  

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5 sales strategies for rocking the final quarter of 2012

The final quarter of each year is traditionally the most difficult in terms of achieving breakthrough results.  

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Turn average salespeople into ‘A’ players: 3 ways

It’s much easier to transform an average salesperson into a superstar than it is to keep recruiting until you find one. Some stats you need to know:

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How top managers increase performance

If there’s one leadership job that’s supremely difficult in this economy, it’s that of being a sales manager. 

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The top 50 inspirational quotes about selling

These quotes are perfect for meetings, email or as daily bits of inspiration for your salespeople: 

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Do you agree with Richard Branson’s 5 rules for good business?

The Virgin founder and billionaire business mogul was recently asked if he thought the rules of business have changed. Do you agree with his answer? 

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Sales leadership in the 21st century

Salespeople are bombarded with strategies for selling in a down economy. Not too much advice is devoted to a quality that may influence buying decisions more than any other factor – leadership.

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Lady Gaga doll deal stalls: Was the bloody stump a factor?

Marketing Lady Gaga: Creative nightmare or merchandising dream?

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