Designing Sales: A Professional Approach to Merchandising
The word merchandising means all things to all people -- from designer stores in Milan to your local drug store end caps -- so...
Sales Leadership Excellence: How to Recruit & Retain More High-Producing Sales Leaders
As a sales leader, have you ever felt like you were at war in your business? No surprise there because modern business...
Selling to India: Avoid Assumptions
Western companies looking to increase revenues internationally are turning increasingly to India, and with good reason. When the U.S. Department of Commerce undertook a...
Tracking the Sales Hunter
We all know there are two basic kinds of sales reps—hunters and farmers. Hunters live to uncover and seize new opportunities, while farmers are...
Managing the Sales Ecosystem
As a management consultant, my main interest is in the sound formulation and effective execution of business strategies. My consulting engagements often call the...
Using PR to Develop Business
There are numerous ways companies can use public relations techniques to complement their investment in advertising and direct mail. In my 14 years...
What Organizations Are Likely Sponsors of Sales Benchmarking Initiatives?
Below is a list of the types of organizations that can provide assistance to those wishing to engage in sales benchmarking, even though they...
Precision Targeting Can Lead To Profitable Growth
When the economy is buzzing, most companies can afford to overlook inefficiencies or take a broader view of what their customers want. But...
Winning From a Distance: Managing a Mobile Workforce
A decade or two ago, one would have been hard-pressed to name any CEOs advocating for empty parking lots and office cubicles. Fast-forward to...
Web 3.0: ‘Vague But Exciting’
When computer scientist Tim Berners-Lee first submitted his 1989 paper, "Information Management: A Proposal," his boss, Mike Sendall, wrote "vague, but exciting" on it...
