Sales Relic at Work

By Hope Eyre

Cloud Reshaping GE, SAP: “For an idea of what’s in store for IT workers at industrial conglomerate General Electric Co., you can look no further than German software vendor SAP AG, which Wednesday told the Journal’s Friedrich Geiger that “job cuts” would impact people developing and selling traditional packaged software.” The Wall Street Journal, May 14, 2014

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Predicting the Future

By Warren Shiver

We often ask sales leaders and professionals to “call the ball” 30, 60, 90 days in advance. Given the approaching close of the fiscal first quarter for many companies, sales forecasts – and most often, missed forecasts – have been a frequent topic over the past several weeks.

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How to Support Your Sales Process with CRM

By Warren Shiver

Want to know what’s ailing your sales process? Look no further than how your reps are using CRM.

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How Do You Know Your Sales Process is Working?

By Warren Shiver

If you want to understand your sales process, start by asking why you’re winning or losing your deals. This simple question can uncover a whole host of misalignments -- and misalignments are what plague the sale process in most companies. For example, ask your sales team the number one reason they lost deals, and they’ll likely say price.

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Selling When It’s Down to the Wire

By Warren Shiver

The decline of print media has been thoroughly documented, with Newsweek shuttering their print edition, leaving Time as the last one standing. I was reminded of this today when I picked up my print copy of the Wall Street Journal off the driveway on the way to the gym. Even though I subscribe to their online edition, I find the print edition convenient for exercise bikes and airplanes below 10k feet (can’t afford any Alec Baldwin moments).

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How do you get a sales prospect's attention?

By Michael Perla

There has been a lot of ink spilled on how to get people’s attention … how to have people like you … how to be more popular, and ad infinitum.  One of the biggest challenges in sales is “breaking through the noise” to capture someone’s attention.
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Don’t forget to tell them how…Sales Management

By Rachel Cavallo

 As I walked through my daughter’s playroom the other day, I looked at her dilapidated toy kitchen set and laughed as I thought about the fateful Christmas Eve night it came to life. I had purchased what I thought would be the coolest kitchen set ever.

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Understanding the Sales Person

By Michael Perla

 As part of our series on interviewing Top Performing sales (and business) professionals, we interviewed a man named Johnny Van, a car salesman out of the Buffalo, NY area. Like many of the best sales professionals across industries, Johnny is fanatical around follow-up, asking for referrals, and being honest and reliable – many of the same traits you’d want in a Partner at a management consulting firm, but Johnny sells cars.

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