Tags » Salespeople

Why Building a Company to Last and Building a Company to Sell Are the Same Thing

(Source: www.inc.com)

Young entrepreneurs often ask me, What is the most important thing to focus on as I’m building a business? I tell them, “You should build it as if you were going to have it forever and yet, at the same time, build it so that you could sell it tomorrow for as much money as possible, even if you don’t intend to.” They usually give me a funny look and ask how they can do both. 649 more words

Money Matters

How to Downsize Your Sales Force

(Source: hbr.org)

Companies often have to downsize their sales force as markets weaken, channels shift, or customer behavior evolves. Many companies make mistakes when doing this. 1,018 more words

Money Matters

'People buy from people' only true if salespeople give people a massive discount

Sales consultants have spoken out against customers who insist on massive discounts because they’ve seen consumer advice programs on TV telling them how to.

Sales Consultant Carys Glenn says, “We have to almost bankrupt ourselves in order to pander to the petty demands of some pinched-faced little tosser who think the world owes them a living.  273 more words

National News

Research: Do People Really Get Promoted to Their Level of Incompetence?

(Source: hbr.org)

According to the Peter Principle, organizations manage careers so that everyone “rises to the level of their incompetence.” To test how this theory might actually play out, a team of researchers examined sales managers and their employees in 214 firms. 1,226 more words

Money Matters

Smarketing: Sales plus Marketing

Recently I came across the term Smarketing and it is my new favorite word. It stands for Sales plus Marketing, implying a successful, working relationship between the two business functions. 582 more words

Marketing

5 ways you can improve your sales skills right now

By ReLita Clarke, learning and development manager

I’ve spent nearly 13 years designing training plans for sales teams and one of the most frequent questions I get is, “Are good salespeople just born to sell or are good salespeople created over time?” 538 more words

Sales

Author Nimesh Mehta is Today's Honoree

About The Book:

Is your company suffering from inconsistent sales year after year ? Do you want to grow faster than your competitors but don’t know how? 708 more words

Today's Honoree