HAL the Hiring Director Can’t Go It Alone

By JOHN S. FURMAN

We all remember those chilling words spoken by HAL, the computer, in 2001: Space Odyssey, “I’m sorry Dave, but I cannot allow you to do that.” Imagine, a computer telling a human what he can do! That could never happen… right?

Humanizing Online Commerce

By LIEF LARSON

 

The 7 Deadly Sins of Sales Management

By JOHN TREACE

I have been part of many business turnarounds in my career, and in all situations I have noted the errors consistently made by sales management, all of which negatively impact team morale and sales. Here are seven of the deadly sins of sales management.

The Key to Sales Transformation Success

By LOU SCHACHTER

Remember Twister, the game where you spin a dial and get instructions to put your left foot on red and your right hand on green? Before long everyone is tangled together and dropping in a heap, laughing hysterically.

Be Aware of Time Traps and Tools

By KEVIN T. McCARNEY

Of all the influences in our lives, time seems to be the one we feel we have the least ability to manage. But actually, it is the one we have the most control over. In fact, it’s an area of opportunity.

Selling to the Government

By MICHAEL KEATING

Sales Mobility: What Your Sales Reps and Customers Need

By TIM HANDORF

The sales industry is constantly on the go and let’s face it, selling is not a “some of the time” thing. It’s an “all the time” thing. Sales executives are expected to always be upselling existing customers and finding new customers. Selling is in your blood and salespeople know it is most effective when they are out on the road selling.

Employee Engagement Starts With Communication

By Jennifer Lumba

Sales and marketing teams can only achieve and surpass goals with strong employee engagement. While the ends once always justified the means, they don't anymore. Companies can no longer survive and strive with the one-hit wonders. We need individuals and teams that embrace the here and now as well as the later.

Two Negatives Make A Positive

By Rick Kirschner

Riddle me this: What technique works as well with a negative person as it does with a 2-year-old at home?

Answer: The Polarity Pattern!

What happens when you tell a 2-year-old to go to bed when the older kids are still up?

Great E-mails: The Key to Increasing Sales

By JEANNETTE de BEAUVOIR

Four Tips for Not Getting ‘Sold’ by Your Next Hotshot Salesperson

By COREY WEINER

Salespeople sell stuff. You don't think they can interview impressively and charm someone into a second meeting?

Are Your Sales Conversations Telling the Right Story?

By AmyK. HUTCHENS

Just last December, Sharon, a harried CEO, shared that her executive team needed leadership training. With tighter profit margins, a faster pace, a growing customer base and more competitors, she needed her executive team to think, communicate, innovate and lead better, and… handle stress better.

Conquering Acceptance Challenges of Sales Automation

By ROBERT S. GNUSE & KHALID HARRIS

“I’ve never seen a client/sales automation tool that could sign a contract.”

Those were remarks made 20 years ago from a salesperson when asked his opinion about automating sales call reporting companywide.

NHUSIS

By MIKE GULLICKSON

Seven Sigma Selling

By NEIL MAHONEY

Here are seven tips based on actual experience that can help salespeople maximize their scarce, but valuable time. They show how to best capitalize on the major wants and needs of top prospects and use selling time most effectively. Share them with your sales team.

1. Prioritize Your Prospects.

Pages