Understanding the Sales Force
APRIL 8, 2013
Magazine ran an article on its website that I just can''t ignore. The other problem I have with this article is that rather than propose an alternative selling approach, James suggests that salespeople should be able to fill the function that a manager would have served if the product or service was being handled in-house.
No More Cold Calling
JULY 29, 2021
Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? NOTE: This article originally appeared in Top Sales Magazine. (Featured image attribution: Mikael Blomkvist ). Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads?
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Smooth Sale
MARCH 13, 2020
They were the Circulation Managers for Working Woman Magazine. The second part of our agreement stated it was only to appear in the women’s success magazine category. Subsequently, I sold the idea and several thousand copies of the booklet to McGraw-Hill Magazines, Inc. Magazine, AdWeek, and a few other business magazines.
SBI
OCTOBER 31, 2010
Gerhard Gschwandtner launched Selling Power magazine in 1981 with a vision to create the number one industry resource for sales professionals. solutions for lead management, proposal and quote management, sales enablement, marketing management, analytics and incentive compensation management. And that, he has done.
Pipeliner
NOVEMBER 1, 2023
Online Sales Magazine and Pipeline CRM podcast, I recently had the pleasure of interviewing Glen Lundy, a highly accomplished individual in the automotive industry, author, motivational speaker, and founder of the 800% Elite Automotive Club. However, Glen proposes starting with gratitude as a way to fuel positive energy towards our goals.
Understanding the Sales Force
APRIL 17, 2013
Magazine article that was way off base about Consultative Selling. Their lack of adhereance to a formal, structured, sales process allows them to sell by the seat of their pants, and skip directly to a presentation, demo, proposal or quote. That makes qualification an afterthought.
Selling Essentials RapidLearning Center
MAY 18, 2022
On the desk, you see a trade magazine opened to an ad for one of your competitors. The magazine could be a sign that something else is open: A door into this account that a competitor could walk through and steal your customer. I’m checking on a proposal I sent Alex…”. A coincidence? Terry has been selling to Alex for years.
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