July, 2008

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Heavy Hitter Sales Blog: How Ronald Reagan Would Change Your.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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Why Sales Superstars May Not Become Sales Management Superstars

Sales Gravy

Although sales representatives and sales managers both work within the realm of selling, many of the strengths required for success in the roles of sales manager differ than the strengths required for success in the role of sales person.

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Is your Sales Process Adapted to the Internet Era?

The Ultimate Sales Executive Resource

The following quote from the March 2008 Newsletter of IDC's Sales Advisory Practice leaves me with some doubts. Lee Levitt writes: “Buyers have gone through a metamorphosis. They're smarter, more educated, focused on results rather than technology. They complain that vendor's sales engagement antics are costing them time and money, that purchases are taking a full 40% longer than they want” The first question to ask is what made the customers so much smarter and more educated?

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Heavy Hitter Sales Blog: Why Does My Manager Dislike Me? The 7.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Heavy Hitter Sales Blog: Summer Reading for Salespeople on.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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What do You Forecast?

The Ultimate Sales Executive Resource

This question might seem trivial. For sales executives working for public companies and selling complex solutions, the answer is however far from harmless. It can actually significantly impact those executives' tenure. One might even argue that confusion about this answer could be one of the reasons for the fact that the tenure of Chief Sales Officers (CSO) is the shortest among all CxOs of a corporation.

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Would Your Like Fries With That | Cross Selling

Sales Gravy

My first exposure to cross selling was as a teenager in high school working part-time at McDonalds during summer vacation.

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Support for the Demand Chain Idea

The Ultimate Sales Executive Resource

I am glad to see that the Demad Chain Idea gets support. Follow this link and you will see what I mean.

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