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Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
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Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
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Training Day Coaching your reps on pushing a new product can help them play the selling game better. |
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Learn Your Lines It takes more than practice to sell successfully over the phone. You need a stellar sales pitch to capture customers. These 8 steps will help you create one. |
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Intelliverse Launches Hot Transfer Feature for Managed Lead Generation New solution accelerates sales opportunities by immediately transferring the hottest leads to salespeople. |
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Disputing the Demise of Classic Sales Strategies Modern technologies must be combined with tried-and-true techniques. |
The Motley Fool
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How to Turn Off Your Customers A survey reveals the worst practices of sales reps. |
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Trading Spaces When was the last time you sold from the customer's point of view? |
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Animal Instincts Ever feel like your sales team is a zoo? Turns out that's not a bad thing. |
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Star Power Want to pump up sales? Then think like a stellar sales champion, and watch your business shoot through the roof. |
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Using CRM to Read Digital Buyer Intent A decline in face-to-face selling calls for new solutions. |
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7 Tips for Selling More in a Tough Economy Salespeople can minimize the impact of the economy on sales by following these tips. |
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Winning Sales in a Losing Economy Increase your sales by slowing down and taking small steps. |
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Want to Sell Smarter? Don't Overcommit on Low-Value Engagements People are your top resource -- so have them focus on engaging in person. |
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Selling is Not About You The more you focus on your customers' needs, the easier selling gets. |
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Get Your Sales Team Off the Bench and on to Your Starting Lineup Salespeople who are scared to fail are also afraid to succeed. |
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Wind In Your Sales Your business won't make any headway without stellar sales. Here's all you need to know to grow at a rapid clip. |
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Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
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Seize the Day The more you're in front of prospects, the better chance you have of creating good timing. Many executives agree that most sales happen after the fifth call. |
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Buyers Know Want to know what keeps customers coming back? Why don't you just ask them? |
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Companies Expect Big Data to Significantly Impact Sales Many feel access to a variety of data sources can also mean missed opportunities, report finds. |
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Split Decision Is hiring part-time sales reps a good idea? |
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8 Habits of Highly Successful Salespeople The traits of good salespeople, regardless of the product or service they're pushing. |
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August 2001
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Some Assembly Required You don't get the perfect salesperson by throwing together whatever's handy. Lean in close, and we'll give you a peek at the manual... |
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At Forrester's Sales Enablement Forum, It's All About Getting the Story Right As customers grow more independent, sales must leverage marketing content to become indispensable |
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LinkedIn Releases Sales Navigator App for Android, Integrates with Microsoft Dynamics CRM The social network's selling app aims to help reps meet quota by making it easier to establish strong connections. |
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CRM as a Development Tool A CRM solution aimed at sales force productivity improvements must consider the overall aspects of sales management. |
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The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout. |
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Make Sure Your CRM Is Well Informed Sales reps won't adopt your software if they don't trust its data |
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15-Minute Workout This is a workout designed for individuals seeking maximal muscular development and leanness by trashing all the critical growth fibers in one insane 43-rep set on the same body part. It's called the 16-12-25 workout. Yikes! |
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A Case for Sales Coaching When time is short, technology may have the solution. |
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A Sales Force Built Around Cold Calling To thrive in a recession, the sales force at iCore Networks focuses on cold calling |
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Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
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Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
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How Healthy Are Your Sales? Give your sales a checkup by analyzing crucial data. |
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Why Effectiveness Trumps Efficiency 'Things that increase the efficiency of sales reps are not valuable today.' |
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Eat Your Vegetables Trying to convince a salesperson to use a CRM system is not unlike trying to convince a child to eat vegetables. Focus on providing value to salespeople and to the company. |
Entrepreneur
November 2001
Kimberly L. McCall |
Hey, Good Lookin'! Your sales reps are hired to fly the flag of your brand and champion your business. Their image is your image, and if they blunder, your company suffers. Every customer's crazy 'bout a sharp-dressed salesperson... |
