Key lessons from Neil Rackham’s ‘Major Account Sales Strategy’ ‘Major Account Sales Strategy’ by Neil Rackham’s is a bible for the savvy sales professional.
Sunday, June 20, 2010
Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship
Relationships between buyers and sellers are often dysfunctional, often being motivated by fear .
How to Maximise the Success of Your Sales Calls
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest.
SELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise Growth
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it.
SELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise Growth
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it.
Thursday, June 17, 2010
The Best Way to Track & Manage Your Teleprospecting Calls
There are 3 ways to track and manage your telemarketing calls each with a different impact on the effectiveness and success.
10 reasons to ditch your spreadsheets and employ a SFA/CRM system
Increasingly managers complain about the difficulty of accurately predicting what deals will close and when. However in spite of a more complex sales environment, most organizations still rely on spreadsheets to manage opportunities and forecast sales. This short article outlines some of the key reasons why a more sophisticated approach is required.
Read the rest here:
10 reasons to ditch your spreadsheets and employ a SFA/CRM system
Subscribe to:
Posts (Atom)