Sales and Marketing Management
DECEMBER 14, 2020
Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills?
Selling Essentials RapidLearning Center
MAY 18, 2022
I’m checking on a proposal I sent Alex…”. 2017) Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships. Journal of Personal Selling & Sales Management, 37:1, 42-60. Terry has been selling to Alex for years. This is Ms. Jones, his replacement. Jones says.
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Understanding the Sales Force
MARCH 4, 2013
Consider some of the major innovations that have been introduced in the past century: Personal Computers replaced typewriters, calculators, journals and even people. If you want your sales force to strive for sales excellence, the bottom line is that your salespeople won't drive this transition and neither will a sales manager.
Sales and Marketing Management
DECEMBER 14, 2020
Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills?
Sales Hacker
MAY 6, 2020
How many proposals? In remote sales, there’s no public leaderboard to keep you accountable or a sales manager breathing down your neck. When working from home in a sales capacity, it’s VITAL you manage your time and tasks well. How many closes? Just as we celebrate small successes, we set small goals.
No More Cold Calling
SEPTEMBER 15, 2015
If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to hold a meeting where your client hears it directly from the horse’s mouth, necessitating involvement from non-sales colleagues.
MEDDIC
OCTOBER 24, 2022
What’s more, researchers have discovered that EQ can positively affect sales performance. A study published in the International Journal of Business and Society found that this improvement comes from the ability of sellers with high EQs to adapt their behavior appropriately to facilitate sales. Measuring the potential gains.
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