Understanding the Sales Force

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How Your Sales Team Can Double its Win Rate in a Recession

Understanding the Sales Force

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing.

Software 261
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My Latest on Using Email to Book New Meetings

Understanding the Sales Force

Their offerings fall into the following categories: Offshore SEO/web/software development services Lead Generation/Appointment Setting services, lists, marketing etc. Access to Capital Recruiting software/services And in my case, Guest Posts, Articles, Paid Speaking Engagements, etc. I’ve written about using the phone before.

Meeting 193
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Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.

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How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism

Understanding the Sales Force

Ask anyone who is hiring salespeople or computer software engineers and they'll tell you how much wages are increasing! Lack of training? Wages will rise as a result of supply and demand and right now, demand outweighs supply. Why can't low hourly wage workers seek and earn better paying jobs? Is it lack of skills? Lack of motivation?

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Dan Pink Hits and Then Misses the New Key to Sales Performance

Understanding the Sales Force

Our research clearly shows that 10% of the people that are already in sales shouldn't be selling, and another 22% can't be trained to improve their performance. I am not familiar with the software company that was the subject of the study sited by Dan Pink. Our research doesn't support that!

Scale 255
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Can You Improve a Kick-Ass Sales Force?

Understanding the Sales Force

Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way. When I read the article I noted a couple of things I really liked: They learn very little about sales in the first 30 days.

Lead Rank 283
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5 Reasons Why the Cold Calls Salespeople Make are So Awful

Understanding the Sales Force

Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard. For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. The good news is that 3 people actually made cold calls!