ManageSmarter.com - Management Top Stories

Emerging Sales Trends in the New Economy

Drew J. Stevens, Ph.D. — Wed, 15 Jul 2009 12:00:00 EDT

A number of advancements have helped sales professionals over the past three decades. Professional sales training is now required, as is the need for useful technology that creates efficiency with customer relationships. Independent of that, however, the world's current challenges are changing the manner of selling itself. New issues await today's professional, requiring flexibility, tenacity, and the need to educate himself in a variety of disciplines.

Determining Market and Sales Potential

Mike Collins — Wed, 15 Jul 2009 12:00:00 EDT

There are many methods to estimate market and sales potential that are complex, expensive, and take a lot of time. They also happen to be unnecessary. Learn five simple methods that can be effectively employed by any company.

A Study of Sales & Sales Management Professionals That Will Surprise You…Maybe

Russ Riendeau, Ph.D. — Tue, 14 Jul 2009 12:00:00 EDT

Russ' "Red Sled Experiment"—a way to create better systems and hiring practices to attract stronger talent and grow sales with an efferent process.

Chronicles of a Sales Leader: Moving Cheese the Right Way

Bill Golder — Tue, 14 Jul 2009 12:00:00 EDT

Tough economic times often go hand in hand with organizational change. The most obvious and often necessary move is to cut jobs when the top line drops, but it is also a time when companies often look to make changes to the structure of their organization. This is certainly not new to the nature of downturns, and it absolutely can be a good time to make change—when it feels like less risk.

Changing Role of Rainmakers

Andrew McMains — Mon, 13 Jul 2009 12:00:00 EDT

Tough times call for fresh approaches.

International Demand: The Market Share Mother Lode

Mark S. Masters — Mon, 13 Jul 2009 12:00:00 EDT

Sales and marketing leaders are tasked with formulating well-defined, forward-thinking plans to help their clients increase both revenue and market share. And while international audiences may not represent the entire answer, it's clear they constitute a substantial piece of the puzzle.

WennSoft, Axonom Partner for New Release

Mon, 13 Jul 2009 12:00:00 EDT

WennSoft, a provider of business software solutions, has partnered with CRM vendor Axonom to produce WennSoft CRM Extensions built on Powertrak.

Gender Bender: Five Telltale Symptoms of Make-the-Sale Anxiety

Kelly McCormick — Mon, 13 Jul 2009 12:00:00 EDT

It's a different world today. Buyers want evidence—and lots of it—to justify why a purchase will be a wise investment. The knee-jerk reaction from sales representatives is to oversell. Too many of them are slipping into some nasty habits, which creates discomfort for everyone. Make-the-sale anxiety is quickly turning into an epidemic.

New Sales Tutorial Series Launched

Mon, 13 Jul 2009 12:00:00 EDT

TheCustomerCollective.com has partnered with Oracle Corporation to release "Access to the Experts," a free series of 12 sales training video tutorials.

Smart Presentations: Remember This

John Windsor — Fri, 10 Jul 2009 12:00:00 EDT

The greatest truths are the simplest. Often, they touch what we know or believe, but with an economy of words and a clarity that cuts through all the B.S. and makes us realize the wisdom.

eReleases Debuts Headline-Rewriting Service

Fri, 10 Jul 2009 12:00:00 EDT

eReleases has launched a free headline rewriting service for press releases, Headline Tune Up, targeted to small- and medium-sized businesses.

Case Study: Diversify into Search? You Must Be Kidding!

John P. Greenleaf — Fri, 10 Jul 2009 12:00:00 EDT

There has been much written and spoken of late about the decline of traditional media—specifically, newspapers and magazines. There has also been an enormous amount of discussion and hand wringing about what these traditional media companies and properties should, or can, do to save their printed skin.

Sales Architects: The Threat of Robotic Selling

Lee B. Salz — Thu, 09 Jul 2009 12:00:00 EDT

There's much to be said for having a defined sales process, but it's also important not to underestimate the personal side of selling. People don't like dealing with robots who don't think, don't care, and are inflexible. If you're not careful, you may create an ineffective sales team that has adopted robotic selling.

Sales Management Best Practices: The Metrics that Matter

Jason Jordan — Wed, 08 Jul 2009 12:00:00 EDT

Over the past decade or more, information systems have vastly improved the measurement and reporting capabilities within the sales function. But this increased access to data has not been accompanied by a corresponding increase in control over sales performance. Why is it more sales data has not necessarily resulted in better sales management?

The Personal Touch: Writing Case Studies that Get Read—and Results (Part 1)

Jeff Schmitt — Wed, 08 Jul 2009 12:00:00 EDT

We leave behind glossy brochures in desperation, hoping they stand out from the other clutter. Believe it or not, your prospects sometimes do scan these materials…right before they toss them. Why? They don’t tell a compelling story. That's why case studies are such a valuable tool. They reveal how you do business, beyond your generic platitudes.

Smart Sales: Ireland's Vision for Sales Effectiveness

Dave Stein — Tue, 07 Jul 2009 12:00:00 EDT

Although Ireland is suffering through the same recession as us, Enterprise Ireland (the country's department of commerce) continues to invest. That investment in many hundreds of companies run by smart, hardworking, and determined CEOs will continue to leave Ireland in the best possible situation now and in a better position than many coming out of the recession.

Mycompanyfleet Launches CRM Module

Tue, 07 Jul 2009 12:00:00 EDT

Mycompanyfleet, a fleet management software solutions provider, has launched a new CRM module.

Is Your Sales Team Ready for the Economic Rebound?

Christopher Cabrera — Mon, 06 Jul 2009 12:00:00 EDT

Many companies, if the past is any guide, will continue to reply on ineffective measures to try to drive sales productivity and growth going forward—from shoot-in-the-dark compensation plans that miss the mark, to non-cash rewards programs that fail to excite, to risky organizational changes with ramifications that aren't thoroughly understood.

Incentive Insights: Retooling Recognition to Motivate Top Performers

Chad Albrecht — Mon, 06 Jul 2009 12:00:00 EDT

Incentive programs are designed to motivate salespeople to excel. At a time when many companies are strapped for cash, executives may be pressured into cutting these programs by those who assume the sales force should "suffer with the rest of us," When sales are harder to come by, however, even the best sales representatives need an extra boost to maintain a high level of performance.

Who's News in Sales and Marketing

Fri, 03 Jul 2009 12:00:00 EDT

A weekly round-up of the latest promotions and executive appointments.