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More Doesn’t Always Mean Better: Shelf Space and Retail Execution

Matthew Brogie

More sales are a good thing, and having enough supply in-store to meet demand, and encourage purchasing is important to the success and growth of a product. Unfortunately, a mistake that is made all too often is equating more product on the shelves or floor with higher profits. While more space often means more sales, retailers will almost certainly want compensation for any extra store space you want, and when the cost of extra retail..

Business Value of Cloud Computing

Matthew Derman

There's a lot of talk about cloud computing nowadays, and how valuable it can be for personal and professional activities alike. But do we all really understand how cloud computing works and, even if..

3 Min Read

Team Building

How To Make Every Employee Essential

Matthew Derman

Everybody wants to hire good, talented, intelligent people for their business and then get the most out of them as possible. On the surface of it, this may seem a daunting task, but it doesn't need..

3 Min Read

Team Building

Increase the Flexibility of Your Reps in the Field

Matthew Derman

If you've got employees working remotely, you know that being outside of the office can sometimes be restrictive or a challenge. Without a desk and desktop, field representatives don't have access to..

3 Min Read

Team Building

How to Nurture - But Not Annoy - Your Prospects

Matthew Derman

In sales, losing a prospect is the same as losing money. So when a promising prospect turns up, the immediate impulse is to pursue that person as actively as possible until the deal is closed,..

4 Min Read

Team Building

Give Your Reps a Partner in the Field

Matthew Derman

If you have employees working remotely, it can sometimes feel difficult to stay in touch with and/or on top of them. Keeping track of your team's hours, activities, and so forth is much harder when..

2 Min Read

Accountability

Why Your Sales Team Should Work Around the Holidays

Matthew Derman

There's a generally accepted idea that, in the days or weeks before and after the winter holidays, business slows down, so having your salespeople working sales then may not be necessary or even a..

3 Min Read

Accountability

Driving Field Team Success Through Accountability

Matthew Brogie

There is a growing buzz about Field Activity Management; the ability to manage the efforts of an outside sales team with real time visibility, minimal data and reporting overhead and a high degree of..

2 Min Read

Team Building

Improving Field Team Performance One Skill at a Time

Matthew Brogie

It is one of the paradoxes inherent in Field Team management… We don't want our field teams to be just average… we want them to be better than average, but since the measure of a team is built on the..

2 Min Read

Team Building

5 Things Every Sales Coach Already Knows

Matthew Brogie

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..

3 Min Read

Team Building

Managing the Champ on Your Field Team

Matthew Derman

Recently, Software Advice published an article on their New Talent Times blog profiling a personality type they referred to as "The Champ." One of several kinds of people that Software Advice..

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More Doesn’t Always Mean Better: Shelf Space and Retail Execution

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Business Value of Cloud Computing

How To Make Every Employee Essential

Increase the Flexibility of Your Reps in the Field

How to Nurture - But Not Annoy - Your Prospects

Give Your Reps a Partner in the Field

Why Your Sales Team Should Work Around the Holidays

Driving Field Team Success Through Accountability

Improving Field Team Performance One Skill at a Time

5 Things Every Sales Coach Already Knows

Managing the Champ on Your Field Team