Get Your Reps In the Cloud
Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted...
Smart Incentive Gift Card Shoppers Steer Clear of Retail Outlets
The proven motivational power of gift cards is a key reason managers use them in reward and recognition programs, but the advantages don’t end...
You’re Only As Good As Your Proposition
If your customer wants your product and needs it, it’s your sales rep's job to find a way for him to have it.
It can...
Forensics techniques can help you crack the mystery of customer satisfaction
Quantitative data about prospects and client accounts is important, but it does not provide a complete picture of customers’ needs. For example, primary and...
The Accidental Sales Seminar
Editor’s Note: In this excerpt from his book “The Accidental Salesperson” (Amacom Books, 2012), Chris Lytle relays the “accidental sales training” he experienced while...
‘Smarketing’to the rescue
TV tech supplier tunes up its sales and marketing teamwork and reaps instant rewards.
Businesses with mature sales and marketing organizations are seeking ways to...
From Sales Competency to Sales Fluency
What if you could walk into a negotiation or a sales presentation equipped with a better game plan? Getting the maximum out of any...
Getting more from the new guy
Companies that hire salespeople would be wise to increase both the length and quality of training to show them how to sell effectively, according...
Customer Data: What to Get and How to Make Sense Of It
There isn’t a sales or marketing manager around who wouldn’t love to have Andrew Pole on his team. Pole is no sales superman, nor...
What’s Your ‘Le Grande Mac’?
The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. But don’t brush it off as being out...
