Sales and Marketing Management
JANUARY 3, 2018
Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to
Selling Essentials RapidLearning Center
MAY 12, 2021
Referrals aren’t a function of a specific mile marker in the sales process. Sales and marketing professors at Western Carolina University and Georgia State University surveyed 406 customers of a B2B service to see under what conditions they were most open to giving referrals. Journal of Business Research, 56 (2003) 257–263.
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Selling Essentials RapidLearning Center
APRIL 18, 2023
Journal of Services Marketing 1998 (12):177-194. Journal of the Academy of Marketing Science, 31(2), 109-126. The blog post and Rapid Learning video module are based on the following scholarly articles: Mittal, B., & Lassar, W. 1998) Why do customers switch? The dynamics of satisfaction versus loyalty. Burnham, T.
Selling Essentials RapidLearning Center
APRIL 3, 2019
Professors of sales and marketing at Western Carolina and Georgia State universities surveyed more than 400 customers of a B2B service. These same customers were also asked about their willingness to provide sales referrals to their salesperson. When customers feel good about the sales relationship, they want to share the good news.
Selling Essentials RapidLearning Center
APRIL 3, 2019
Professors of sales and marketing at Western Carolina and Georgia State universities surveyed more than 400 customers of a B2B service. These same customers were also asked about their willingness to provide sales referrals to their salesperson. When customers feel good about the sales relationship, they want to share the good news.
LeadFuze
AUGUST 5, 2021
We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.
Insight Demand
MARCH 31, 2017
[ii] Despite widespread agreement amongst neuroscientists that our conscious rational mind plays a minor role in decision making, why do our sales messages to buyers focus almost exclusively on facts and figures? Sell to Mr. Rational for simple sales, and Mr. Intuitive for complex sales. Why we revert to rational persuasion.
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