In this era of lean sales organizations, managers are often challenged to find ways to oversee all of the activities in the field. They worry that reps are not focusing all of their work-time energies on pursuing and closing deals, or that they are not following the prescribed sales process to move deals through the pipeline. Sales managers feel that there are accountability issues with managing a remote field force, and they are..
With hundreds of millions of people online using social media, social media sites have quickly become a convenient resource for reaching out to potential customers quicker and easier than ever..
With a gap in the understanding of what makes successful sales forces tick, researchers have begun to focus on quantifying the factors that go into turning a motivated sales team into a task force..
While there's a lot that can be said for training an in-house sales force, a team of independent sales representatives may also be a good fit for your company. Why?
Sales Managers, "It's like a professional sports coach. What do they do? They design the best plays and then coach each athlete to use the best techniques and skill sets on every play. That's why..
While some salespeople may thrive on the challenge of turning a cold lead into a warm one, many would probably admit that this isn't their favorite part of the job. Cold calling, as many of you know,..
There is something about that feeling of walking into a well lit room surrounded by shiny brand new things. We are talking about a retail store. We both know it well. Today, we refer to stores as..
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The web is filled with free information and articles. Although, there are some that prominently break through the clutter. Whether they are educating or expressing ideas, there is a reason that a..
For many of us, "tablets for business use" probably means loading a movie on the Nexus or iPad for a time-killer in the airport lounge. However, many companies and businesses are finding that tablets..
Like most people, I have a dedicated email address for all of my online "business": internet shopping, mailing lists, newsletters, and site registrations. I receive a shocking amount of messages..
