The Fifth "P"

 

By RICK KASH and DAVID CALHOUN

Implementing an Integrated Sales Management Process

By ROBERT S. GNUSE

While sales are sharply declining, technical professionals are happily busy with existing work and headquarters…well…the mantra is consistently implying that “we’ve got to sell, sell, sell!”

How to Sell the Plague: Part 4

By RICHARD A. PLINKE

Five Pitfalls to Successful Shiny Object Marketing

By DAVID LaBONTE

6 Tips for Driving Social Sales Success

By BARBARA GIAMANCO

A fundamental shift in the way that people communicate has occurred requiring salespeople to adapt their process and approach. Most are moving too slowly, preferring to stubbornly stick to outdated strategies that haven’t worked for some time.

Sell Smarter, Not Harder

By NEIL MAHONEY

Positioning was the word that was used in the 1980s, the Golden Age of Marketing, to describe the multi-step process marketers must use to develop what’s now called the “value proposition.” Whatever you call it, you can’t develop these sales and marketing tools without it:

Baby We Were Born To Run, Part II

By RICHARD PLINKE

EBSCO Information Services Reaches for the Cloud to Retain Customers and Grow Accounts

Established in 1944, EBSCO is the world’s leading information agent providing consultative services and cutting-edge technology for managing and accessing quality content, including print and e-journals, e-packages, research databases, eBooks, and more. Headquartered in Birmingham, Alabama, EBSCO services libraries, corporations, and research organizations in more than 200 countries.

Baby We Were Born To Run

By RICHARD PLINKE

Talk is money

By SCOTT ZIMMERMAN, President of TeleVox Software, Inc.

The request is all too common in marketing departments across corporate America today: “Keep customers happy, and while you’re at it, increase sales. But don’t – and this is important – increase your spending.”

Dancing in the Jaws of the Dragon

By RICHARD PLINKE

Seven Ways to Get Lucky Online

By LARRY BOWDEN

Seven ways to get lucky online is not about finding a date on MySpace. There are seven steps guaranteed to increase profits by massively improving the online experience for your clients.

Sales Negotiation: Prepping to Avoid 4 Classic Pitfalls

By STEVE BARRY

“Just give me my goals and get out of my way.”

Does that sound like any salespeople you know? Many salespeople, by nature or necessity, are action oriented. Instant action, particularly when action equals sales, compensation and personal gratification, is glorified.

Deadly Sins: Failing to Identify and Satisfy Wants and Needs

By Neil Mahoney

How Downward Facing Dog Can Help You Hit Your Sales Numbers

By Dave Dunbar

Mental clarity, physical stamina, a sense of self-worth. We all want these, but salespeople need them to do their jobs profitably.

 These are fruits of a continuing yoga practice. Some 15 million Americans practice yoga and 705,000 of them are salespeople. Yoga is a $6 billion industry in the U.S. and growing daily.

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