How to Say 'Sorry' to an Angry Customer

By BILL ROSENTHAL

You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.

Are You Trying to Control the King?

By JOHN GOLDEN

While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by the belief that a seller can bring value to a customer at many different junctures during a sales cycle, which in turn relies on the salesperson gaining access to the buyer at these various junctures.

6 Salesperson Onboarding Mistakes That Can Lead to Disaster!

By LEE B. SALZ

When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these salesperson onboarding mistakes.

Marketing Asset Management Grows Up

By SCOTT RICHARDSON

It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise ERP (Enterprise Resource Planning) and CRM (Customer Relationship Management) applications.

When "Value" Means What It Says

By MICHAEL LEIMBACH

How To Produce Bigger Profit Margins

By NICO SCHINAGL

Think the economy is hurting your profit margin? Think again.

Managing A Prima Donna Salesperson

Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work; they hate the self-centered behaviors that demoralize or discourage the rest of the team.

Building Mutually Beneficial Relationships

By THOMAS A. FREESE

Aligning Sales and Marketing: The Role of Training

By JOHN GOLDEN

What’s Next: Sales and Marketing Integration

By PAUL RAFFERTY

Over the past three years, much attention has been paid to sales and marketing “alignment.” That is, these two functions have worked toward mutually defining the ideal prospect profile, how leads are scored, when marketing should hand-off to sales, when sales should hand back to marketing, etc.

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.

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