Credo

JUNE 14, 2010

It is June.are you resting up from this recruitment cycle or still scrambling for a few (dozen) more students?

52

52

Sales Gravy

JUNE 22, 2010

Some cold calling experts suggest that you leave a message when you receive a prospect's voice mail. Unfortunately, many sales people feel that this is an exercise in futility because most of the time their prospect does not call them back.

Sales 40

Sales 40

SBI

JUNE 23, 2010

Sandbagging is when a Rep holds onto signed orders until the last minute. Then, seemingly out of nowhere, the Rep submits all the orders at once, usually at the end of the month or quarter. When the Rep doesn’t have any orders until the last possible moment it’s something else all together. Maybe it’s “reverse” sandbagging. Prospects hold onto orders because they’re too busy, or too distracted by other things.

Sales Management 30

Sales Management Management Sales Software 30

SBI

JUNE 21, 2010

Leverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. In other words, leverage is an advantageous-condition of having a relatively small amount of cost yield a relatively high level of return. Thus, “doing a lot with a little.” As it goes for business, so it goes for sales.

Sales 21

Sales Decision-making Organization Software 21

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Sales

SBI

JUNE 17, 2010

Could you sell more if your Reps had 4 times the number of appointments? How about if Reps had an extra 5 weeks of selling time? You’ve got 215 selling days in the year. Too many of those 215 days are eaten up by non-selling (but necessary) tasks such as the tedious process of coordinating calendars and scheduling appointments. In fact, without the right tools, your Reps are losing 28 days of selling time every year unnecessarily while making appointments.

Meetings 21

Meetings Software Software Sales 21

SBI

JUNE 15, 2010

1. Make sure the main purpose of your CRM system is to track Sales Reps activities. You need a way to prove they should be working harder. 2. Emphasize the management reporting capabilities when explaining to your Sales Reps why its important that they use the CRM to its fullest. 3. Don’t analyze your sales and marketing processes before you pick your CRM Software.

CRM 20

CRM Software Software Management 20