by Janice Mars | May 27, 2015 | Sales
As a sales manager, you need to understand the health of your pipeline to do your job since your management will want you to know many of the details to test your thinking. You will need to spend time with each sales rep on a regular basis to gather information on...
by Janice Mars | May 13, 2015 | Sales
“I know all of this; I have been selling forever.” Many sales reps that have worked for me or with me have told me this. And I get it, as I am also a seasoned sales person. Yet, I know that if I had not incorporated new activities, skills and tools into my repertoire,...
by Lori Richardson | May 12, 2015 | Sales
A couple of weeks ago sales tool company iSEEit published The Top 100 Most Innovative Sales Bloggers (That Will Help You Shatter Your Sales Goals). This was not just a friendly list of supporters of iSEEit – in fact most of us had never heard of these folks before. It...
by Lisa D. Magnuson | May 11, 2015 | Sales
Bids – most sellers dread them. Request for proposals (RFP), request for information (RFI) or request for quotes (RFQ) are all met with a collective groan by sales professionals. For most sales organizations, a bid means hours of extra work with a low...
by Colleen Francis | May 7, 2015 | Sales
A few decades ago, a career in sales was a much sought-after career by young graduates entering the workforce. College seniors would clamor to get on the interview list of on-campus recruiters representing blue-chip companies like IBM and Xerox who were hungry for top...
