Industry Guides Toolkit Industry Contacts Events & Expos Publications Blogs Newsletter
ManageSmarter - Sales Incentive Programs - Sales Marketing Management Skills - Employee Motivation Articles
Members Sign-in
Not a Member?
Sign-up
Sales - Strategy
Making a Good Second Impression
It's all about what customers expect from a product to begin with, and helping customers understand how a product can help them, requires that salespeople help set those expectations.
Grow Sales by Reducing Administration
In our restructuring work with clients, we often find that more than 50 percent of a sales professional’s time is spent on non-customer-facing work, including account maintenance, issues resolution, and reporting. Since the top mandate (and natural talent) of sales professionals is to generate revenue, excessive administrative work—be it paper or automated—represents a significant loss of revenue.
How to Convince Anyone to Buy a Product or Service
Did the title shock you, or provoke a response from you in any way? While I agree that modern selling is about providing an environment where people buy, I am not quite sure that the word "convince" deserves the negative press it's getting.
Giving Yourself Access: You Deserve to Speak with the Power Buyer!
Josiane is a global thought leader and recognized as one of the world's leading experts on inside sales teams and management talent. This excerpt is featured in Chapter 6 of her book, "Smart Selling on the Phone and Online."
Closing the Gaps: New Selling Strategies For a New Reality
How can these gaps be closed? Sales forces need to think differently and understand how to uncover the pain, leverage social media, and incorporate comedy…yes, comedy!
Networking and Selling Using Body Language Secrets
So Many People, So Many Doors - Successfully Navigate with a Sales Map
Deloitte: Consumer Spending Continues to Grow
Survey Says Retail Customer Service Stinks
Can Global Chain Stores Kill the Sales Force?
The Tale of the Presentation That Clinched the Sale And the Five Essential Elements for Show-and-Tell Success
November Same-Store Sales Stay Positive but Weaken
How to Manage Time to Maximize Sales Results
H1N1 Sales Impact & Implications
2009 Online Holiday Sales Outlook: What Consumers Have in Store for Retailers
Free, On-demand Webinar on Outsourcing Ad Sales
Global Consumer Confidence Rebounding, and Sales Start to Follow
Hope for the Holidays?
In Europe, Volume Growth Continues, but Slows in Third Quarter
Listen in Order to Understand

>> Search for more related articles
  

Our Editor Suggests
Signs of Economic Recovery Evident, but Global Consumers Still Not Ready to Loosen Purse Strings
September 18, 2009 The Nielsen Economic Current shows definite signs of renewed consumer confidence and sales growth in some countries.
What's Attracting Your Upscale Customers?
May 12, 2009 Nielsen research says dollar stores are the new hot spot for high- and middle-income consumers.

  
Epic Careers By Inspiring Parents
July 22, 2009 Mommy and Daddy Do It Pro Bono (Taproot Foundation, $15.95)


Leading In Times of Crisis
July 06, 2009 Navigating through Complexity, Diversity and Uncertainty to Save Your Business. (Jossey-Bass, $19.77)



  
Our Readers Like
MOST POPULAR | MOST EMAILED
Our Readers Like
MOST POPULAR | MOST EMAILED
Ithaca College Online Professional Certificate Programs
Jan. 01 - Dec. 31, 2010
www.ithaca.edu/certificates

Sharpen your skills, accelerate your career and earn CEUs with a Professional Certificate from Ithaca College. Training magazine is a proud co-sponsor of the following online professional certificate programs:

* Performance Improvement Management
* Program Evaluation and Measurement
* Leading Networked Organizations and Virtual Teams