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Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share.   |
Entrepreneur
January 2006
Kimberly L. McCall |
Surface Tension Give sales reps a break before their stress bubbles over. Here are tips from an expert to ensure your reps don't get frazzled. |
Entrepreneur
October 2003
Kimberly L. McCall |
Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive. |
Entrepreneur
February 2003
Kimberly L. McCall |
Hot for Cold Calls It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone? |
Entrepreneur
August 2004
Kimberly L. McCall |
Learn Your Lines It takes more than practice to sell successfully over the phone. You need a stellar sales pitch to capture customers. These 8 steps will help you create one. |
Job Journal
February 19, 2006
Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
Entrepreneur
October 2005
Kimberly L. McCall |
Closer Call Looking for a few good salespeople? There are a handful of traits that will bring your reps the most closed sales and repeat customers. |
Entrepreneur
May 2006
Kimberly L. McCall |
The Price Is Right Advice on winning the price wars. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
CRM
June 2014
Jim Dickie |
A Case for Sales Coaching When time is short, technology may have the solution. |
Entrepreneur
December 2005
Kimberly L. McCall |
Money Talks Motivate sales reps with the almighty dollar. |
Entrepreneur
February 2007
Kim T. Gordon |
Power Tools What do your salespeople need to succeed? Give them a toolkit that helps them out during every step of the sale. |
Registered Rep.
September 1, 2004
Will Leitch |
For Advisors, 2003 Was a Better Year The fortunes of advisors took a turn for the better in 2003, according to the annual report from the Securities Industry Association. |
CRM
June 9, 2015
Oren Smilansky |
Brainshark Releases Brainshark Live for Sales Accelerator New features allow sales organizations to share and track the success of their presentations within one interface. |
Entrepreneur
December 2004
Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
Registered Rep.
October 1, 2005
Matt Barthel |
Insurance and the Generation Gap Reps historically have been reluctant to sell life insurance because of the steep learning curve associated with the products, and there is evidence that many still are hesitant to put forth the effort necessary to grasp the products' nuances. |
Entrepreneur
March 2006
Kimberly L. McCall |
Make It Snappy Use an elevator speech to captivate customers. |
Registered Rep.
October 1, 2006
Janet Arrowood |
Protect Your Clients, Protect Yourself If registered reps don't sell their clients life insurance, someone else will -- and that's a risk reps probably shouldn't take. At least, that's one conclusion that can be drawn from the results of two separate studies. |
Entrepreneur
November 2001
Kimberly L. McCall |
Hey, Good Lookin'! Your sales reps are hired to fly the flag of your brand and champion your business. Their image is your image, and if they blunder, your company suffers. Every customer's crazy 'bout a sharp-dressed salesperson... |
CRM
November 2015
Oren Smilansky |
Embrace Formal Sales Coaching For sales leaders, guidelines are not always the preferred method, but they can have a big impact on the bottom line |
Entrepreneur
December 2002
Kimberly L. McCall |
No Experience Necessary Hiring novice sales reps may save you money, but are they worth the time and effort? |
CRM
March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
Entrepreneur
April 2004
Kimberly L. McCall |
Fighting Mad Is infighting among your sales reps sidelining your business? Try these tips to get back on track. |
Pharmaceutical Executive
August 1, 2005 |
Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk. |
Health
February 2008 |
The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout. |
CRM
April 2015
Oren Smilansky |
Athenahealth Increases Engagement with Force Management's QStream Platform The learning-based gamification program teaches reps better sales techniques. |
Entrepreneur
December 2001
Kimberly L. McCall |
Down, Not Out Your reps not selling like they used to? Don't worry -- they can be rehabilitated... |
Inc.
May 1, 2003
Norm Brodsky |
The Sales Commission Dilemma There's a better way to reward salespeople. |
AskMen.com
Nick Clarke |
Apply Sales Strategies To Your Job There are lessons to be learned from sales people that can be applied to any job. |
Investment Advisor
September 2006 |
Woodbury Financial services Woodbury Financial is a big firm, with nearly 2,000 producing reps, and a big corporate parent in the form of The Hartford. But a simple comment on a Broker/Dealer of the Year ballot from one of Woodbury's reps was instructive on the firm's personal appeal to reps. |
Entrepreneur
March 2002
Kimberly L. McCall |
The Ins and Outs Answering the eternal question: sell on the phone or sell in the field? |
Registered Rep.
February 21, 2007
John Churchill |
Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral." |
Entrepreneur
August 2005
Barry Farber |
Take Heart To really make an impression on your customers, don't just memorize a sales pitch -- let them see your heart and soul. |
Registered Rep.
June 1, 2007 |
All About the Benjamins Reps say the darndest things. |
Pharmaceutical Executive
January 1, 2007
Davenport et al. |
Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it. |
CRM
May 2015
Oren Smilansky |
At Forrester's Sales Enablement Forum, It's All About Getting the Story Right As customers grow more independent, sales must leverage marketing content to become indispensable |
CRM
March 2015
Jim Dickie |
Can Configure, Price, and Quote Apps Be Sales' BFF? Add the power of knowledge to your reps' sales arsenal. |
CRM
December 2014
Jim Dickie |
Coaching Solutions Guide Reps to Sales Success Innovation steps in where sales training leaves off. |
Investment Advisor
October 2007
Kathleen M. McBride |
A Shot in the Dark When giving advice on investments as full-service reps do, what is that worth as opposed to taking orders for execution as discount brokers do? It has been difficult to analyze whether full-service representatives are getting paid what they are worth, relative to their peers. |
Entrepreneur
August 2002
Mark Henricks |
All Work & No Play Targeted mailings and research are in. Client golf outings are out. If you expect to sell in today's economy, you need to stop wasting everyone's time. |
CRM
February 7, 2014
Jim Dunham |
Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue. |
Pharmaceutical Executive
February 1, 2006
Nappi & Rodgers |
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps. |
CRM
November 30, 2012
Brian Kardon |
How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy. |
CRM
December 2004
Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
CRM
February 2014
Sarah Sluis |
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. |
Financial Planning
May 1, 2007
Andy Effron |
Practice Tips Finding time to recruit reps and grow your practice can be challenging. But if you're willing to supervise, perform audits and have a Series 24, you can potentially act as an Office of Supervisory Jurisdiction and collect overrides from reps. |
Registered Rep.
November 1, 2005
Janet Arrowood |
The Clash of Perception and Reality Findings from two separate studies highlight the fact that one of the largest inhibitors of insurance sales is a perception gap between clients and advisors. Here's how reps can help clients make the right choices. |
CRM
December 2009
Jim Dickie |
The Integration Advantage Unifying the sales process and the CRM system is essential. |
Inc.
June 2008
Susan Greco |
Let's Start With an Icebreaker A look at summer sales meetings. |
