I've sold everything from commodity memory upgrades to multi-million dollar custom software development projects. I've had years where I worked a few extremely large deals, and others where I covered an installed base of thousands of clients. Throughout my many years in direct sales, I have had many mentors and studied many sales methodologies… There are a few themes that recur in every type of sales, and are passed down from one..
In order for any field organization to become more effective, it has to embrace the concept of transparency. Transparency drives field sales, marketing and merchandising organizations to more closely..
Moore's Law says that computing power doubles every two years. While this is not an actual law of physics or nature, but rather more of an observation of the rate of advancement of technology,..
Reps need to know the basics... Who their customers are, how to get there and enough in information about your products to sell or merchandise them effectively... There is not much argument about..
It doesn't take an Ivy League MBA to recognize that a field organization can perform better, and contribute more to the corporate goals if it can become more efficient, but what is the best way for..
We have written quite a bit in recent months about the use of Mobile Technologies for Field Sales and Retail Merchandising, everything from tracking reps to taking photos and capturing competitive..
If you have a sales force, then you are undoubtedly ready for Sales Force Automation (or SFA as it is commonly referred to). Last month I tried to answer the question "What is Sales Force..
We've written quite a bit in recent months about Retail Execution and Workforce Management, with a focus on best practices to win at retail. Today we're going to highlight some of the common mistakes..
Field Sales and Marketing organizations can gain clear and unmistakable benefits from implementing field automation solutions. This is an undeniable fact: Filling paper forms, emailing spreadsheets..
According to Webopedia, Sales Force Automation, or SFA, is "a technique of using software to automate the business tasks of sales". This is a very succinct definition and probably doesn't tell us..
With the proliferation of SmartPhones and all of the technology that they encompass, there is almost nothing that goes undocumented about what a person does anymore. Reps might not be tweeting about..
