Tough times mean looking internally to grow your sales team. Nancy Martini, president and CEO of PI Worldwide, says to first assess the skills of your team so you can examine what more they might need from a manager. She suggests tailoring all coaching and motivation to each member’s way of lear...
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Sales reps are highly trained and work with a range of tools and applications. This often leaves buyers disadvantaged when it comes to negotiating. ZDNet’s Ted Smith explains how to create a level playing field and get the best deal.
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To use a total quality management approach in sales, focus on eliminating errors. Howard Stevens, founder and CEO of HR Chally, says the three most common problems are: a low percentage of salespeople reaching quota, troubles with closing final deals, and the huge turnover that is present among ...
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In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, explains how his company now has two separate pipelines at the beginning of the sales process: leads that marketing has to nurture and qualify for the ...
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How can sales leaders sell themselves out of a recession? Neil Rackham, author of Spin Selling, explains that leaders must learn what NOT to do. It’s not about price, he says, but about risk. Make your customer feel comfortable and safe, instead of showing how much pressure you feel, and they ar...
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Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager’s toolbox is visibility—you have to be there to see what’s really going on among your team members. Then, using analyti...
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People want a cause that they can contribute their life to on a daily basis. Sanford Brown, chief sales officer at Heartland Payment Systems, explains how that sentiment affects sales and motivation within a company. He also talks about the switch from being a private to a publicly controlled co...
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Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains how his company helps salespeople to qualify, not just quantify, good leads. By gathering data before a sales call, he says salespeople can save time for both themselves and their prospective clients.
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Simon Frewer, Senior Engagement Manager of SEC Solutions, explains the results of a huge study his company did on what does and doesn’t work in sales. One important thing to do is not to just study your top performers, but to understand what it is they do differently the bottom performers—there ...
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David DiStefano, CEO of Richardson, explains that the best way to get salespeople to be innovative is to simply empower them to do so. By asking all employees for ideas and allowing them to take risks, you can create an atmosphere than encourages outside-the-box thinking.
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Kim Orumchian, founder and CEO of Right90, says that during these slow times, he’s seeing many companies do a “bottom-up scrubbing” of their sales pipeline. They want to make sure that what they have there is real and that their forecasts are accurate. They are realizing that long term plans hav...
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Howard Stevens, founder and CEO of HR Chally, says that sales is being looked at more and more as a science instead of an art—and most C-level executives wish it were even more so. Stevens explains the difference between actuarial and academic science, and how both can be applied to sales.
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