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Turning Sales Into Science
(technologies for the sales force)
Inc Magazine
Posted:
December 20, 2006
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Spin Control for Salespeople
(preventing dissatisfied customers)
BusinessWeek
Posted:
December 15, 2006
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10 Tips To Help New Reps Increase Sales with CRM
(easing sales force adoption of sales automation tools)
CRM Daily
Posted:
December 7, 2006
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Big Shoes to Fill: Are You Ready?
(what to do when top seller leaves)
Sales and Marketing Management Magazine
Posted:
December 1, 2006
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Need a Light?
(preventing sales burnout)
Entrepreneur Magazine
Posted:
November 29, 2006
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In-Your-Face Selling
(attending to customer needs in person)
Inc. Magazine
Posted:
November 24, 2006
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Death Of The Car Salesman
(rough times)
BusinessWeek
Posted:
November 17, 2006
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Free Samples Are Potent Tool for Drug Salesmen
(promotion in the pharmaceutial industry)
Star-Ledger (via Newhouse)
Posted:
November 10, 2006
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Make the Most of C-level Face Time
(selling to top executives)
Sales and Marketing Management Magazine
Posted:
November 3, 2006
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A Cold-Calling Classic: Handling Handouts
(how to handle the customer who expects gifts)
BusinessWeek
Posted:
October 20, 2006
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Assessing the Sales / Marketing Divide
(getting sales and marketing to work together)
B-to-B Magazine
Posted:
October 13, 2006
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Get in on the Buzz: Word-Of-Mouth is a Key Marketing Tool
(sales leads using referrals)
Automatic Merchandiser
Posted:
October 6, 2006
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Create a Referral Machine
(how to user referrals to build sales leads)
CleanFax Magazine
Posted:
September 22, 2006
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Listen Up for Better Sales
BusinessWeek
Posted:
September 22, 2006
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Motivation Inspiration
(pitfalls of sales incentives)
Sales & Marketing Management
Posted:
September 1, 2006
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Making the Buy So They Can Sell
(how to shop for sales training)
Training Magazine
Posted:
August 25, 2006
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Rebooting Hewlett-Packard
(changing how selling is done)
Sales and Marketing Management
Posted:
August 25, 2006
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Drugmakers Prescribe New Sales Tactics
(adapting to changing buyers)
The Record (via Star Tribune)
Posted:
August 22, 2006
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Three for the Road
(travel-oriented sales incentive programs)
Incentive Magazine
Posted:
August 11, 2006
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Selling TV Like Tupperware
(sales parties)
Wall STreet Journal (via Pittsburgh Post-Gazette
Posted:
June 30, 2006
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