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A Sales Force Built Around Cold Calling
(one firm's selling philosophy)
Inc. Magazine
Posted:
September 1, 2009
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Trade Shows 2.0
(how social networks impact trade shows)
Exhibitor Magazine
Posted:
August 28, 2009
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Handling Objections in Today's Tough Environment
Sales and Marketing Management
Posted:
April 1, 2009
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The Top 10 Dumb Sales Questions During a Bad Economy
Sales and Marketing Management
Posted:
March 14, 2009
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He Can Close, But How Is His Interpersonal Sensitivity?
(hiring the right salespeople)
Inc
Posted:
February 27, 2009
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Physicians Continue to Limit Face Time with Reps
(tough times for reaching doctors)
Pharmaceutical Executive
Posted:
February 21, 2009
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Preparing for that Initial Contact
(cold call strategies)
Sales and Marketing Management
Posted:
February 7, 2009
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Best Sales Practices: Build Lasting Relationships
CRM Buyer
Posted:
January 29, 2009
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What Doctors Really Think About Reps
Pharmaceutical Executive
Posted:
December 20, 2008
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Show-and-Sell Sales Techniques
(getting customers involved in the sales presentation)
Corporate Logo
Posted:
November 5, 2008
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A Site for Satisfied Eyes
(closing sales by inviting customers to company facilities)
Sales and Marketing Management
Posted:
October 9, 2008
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IBM's All-Star Salesman
Fortune
Posted:
September 27, 2008
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10 Top Sales Slip-Ups
(mistakes made by salespeople)
Fortune
Posted:
September 25, 2008
|
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The Art of the Pitch
(selling basics for non-sellers)
SmartMoney
Posted:
September 20, 2008
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7 Steps to Hiring the Right Salespeople
Sales & Marketing Management
Posted:
June 28, 2008
|
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Think Before You Offer Discounts
(negotiating price with customers)
Sales & Marketing Management
Posted:
June 28, 2008
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Manage Your Sales Reps Better
(managing manufacturers' representatives)
BusinessWeek
Posted:
June 25, 2008
|
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Why Generalized Sales-Training Programs Just Don't Work
CRM Daily
Posted:
May 9, 2008
|
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Maximizing the EVP for Your MVPs
(understanding what motivates a sales force)
Sales & Marketing Management
Posted:
May 6, 2008
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The 12 Golden Principles of Selling
CRM Daily
Posted:
April 24, 2008
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