From the category archives:

Sales Management

Most Sales Management is Over Thought and Under Executed

July 27, 2009

Not sure who said this, but I think it is very appropriate to sales management: “The 70 percent solution is often good enough.” Often we fiddle so long with dreaming up perfection that we neglect to get started. FranklinCovey and GTD have created a whole productivity industry (products and services) banking on that assumption. Here [...]

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Organizing Sales Teams for Higher Output

July 22, 2009

Today, we have an ever-increasing number of knowledge workers. As work becomes less about muscle and more about innovation, intellect, and sales leadership styles often need to change becoming progressively more flexible. Knowledge workers generally have loyalty to their manager and sales team, but not to the company. Managing employees through fear usually results in [...]

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Effectively Following Up On Sales Leads

June 18, 2009

The old adage that the sale is in the follow-up has never been more accurate in today’s marketplace. Businesses are suffering and finding new customers can be an expensive chore. However, by working on your pipeline management techniques and finding new ways to create leads, you can stay on top of this economy and start [...]

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Three Fast Ways to Build a Solid Sales Team

May 28, 2009

A company is only as strong as its sales team, and if you have not taken the time to build a strong foundation, your business will definitely suffer. Building a team may take time, but if you go about it the right way, it is an investment that will keep paying off. There are three [...]

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Free Lead Management, Managing Sales Leads with Google’s GMail

March 26, 2009

Image via CrunchBase Google has distinguished itself as an innovator in software. If you are looking to accomplish a personal productivity task chances are Google has or is working on a solution–Google’ GMail is prime example. GMail takes a very mature technology, like email and made us look at how we process, manage, and retrieve [...]

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Social CRM and Social Selling-You’d Better Learn It!

March 25, 2009

Image by luc legay via Flickr Jeremiah Owyang, a Forrester Research analyst and author of Web-Strategist.com, wonders about the future of Twitter–as a Social CRM , of all things. This concept is a long way from the discussion of what a big waste of time Twitter, Facebook, and other like social networks are…the third time [...]

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