Steve Martin, author of “Heavy Hitter Sales Wisdom”, shares the three things that he sees all heavy hitters—those salespeople who continually exceed quota—as having. First, they know how to mentally prepare a sales strategy to win an account. Second, they are great persuaders who know how to nat...
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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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Sanford Brown, chief sales officer at Heartland Payment Systems, outlines his company’s strategy for keeping good employees. This includes having a rigorous orientation process, designing a clear compensation plan, and offering non-cash incentives.
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Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains that by understanding who your customers are and what segment you’re going after, marketing and sales can focus their efforts to be more useful to each other. Too often, he says, each department feels ignored by the ot...
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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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www.yourbusinesschannel.com In this show we look at four more web applications to boost your communications and business sales strategy results Post Rank Get real data on what your audience wants to read Socialtext: work smarter, get more done Topsy: Search and follow conversations across Twitte...
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Laura Roach, leader of sales performance strategies at Xactly, explains why she’s so passionate about SPM Center of Excellence — an online community that offers a forum for sharing best practices and research.
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Barry Trailer of CSO Insights explains how you can become your own hero by not worrying about the last sale or even the next sale. He says, instead focus on the current opportunity and improving your sales mastery.
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Howard Stevens, founder and CEO of HR Chally, explains that the Sales Education Foundation was designed to help universities develop sales curriculum and teach it at pro level. He also discusses the Foundation’s public television series coming out soon.
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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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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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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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