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Entrepreneur
March 2006
Kimberly L. McCall |
Make It Snappy Use an elevator speech to captivate customers.   |
Entrepreneur
December 2005
Kimberly L. McCall |
Money Talks Motivate sales reps with the almighty dollar. |
Entrepreneur
April 2006
Kimberly L. McCall |
Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation. |
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. |
Fast Company
Harvey Deutschendorf |
5 Steps To Coping With A Horrible Boss The first thing to do is come up with an escape plan. You need to get out before you have all of your emotional energy sucked out of you. |
Entrepreneur
January 2008
Barry Farber |
As Easy as 1-2-3 Sales calls are simple when you know what to do before, during and after. |
Entrepreneur
May 2007
Barry Farber |
Cut to the Chase Sales cycle dragging? These 6 tips will make it shorter - and sweeter. |
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
May 2006
Kimberly L. McCall |
The Price Is Right Advice on winning the price wars. |
AskMen.com
October 5, 2003
Roberto Rocha |
Are You "Boss" Material? Find out if you have what it takes to be the good "boss man." |
AskMen.com
Samuel Hui |
Dealing with a New Boss Here are some tips on making a good impression on your new boss, and using the change of guard as an opportunity to step into a new role or to start fresh -- without alienating your colleagues. |
Inc.
July 2007 |
First, Fire Your Assistant. Then, Ax All the Sales Guys The results of a reader survey on which employees get fired and why. |
AskMen.com
July 24, 2015 |
Is Increasing Your Rep Count Always Good? In Paul Wade's book, entitled Explosive Calisthenics, you'll find him breaking down just why adding reps on their own won't cut it, particularly if you're going for explosive bodyweight strength. |
Inc.
June 2008
Susan Greco |
Let's Start With an Icebreaker A look at summer sales meetings. |
AskMen.com
Samuel Hui |
8 More Bad Business Habits Bad business habits lead to the mistakes you make when you aren't paying attention because they come to you so naturally. |
Job Journal
July 25, 2010
Lindsey Novak |
Career Pros: When Employers Make Unreasonable Demands Employees sometimes find themselves between a rock and the workplace. |
HBS Working Knowledge
August 2, 2004
Jonathan Byrnes |
Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied. |
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. |
Job Journal
December 12, 2004
Marty Nemko |
Quick Fix: Push a Pet Project Is there a special project you'd like to propose to your boss? After all, initiative goes a long way in the workplace. |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
AskMen.com
Nick Clarke |
How To: Get Someone's Contact Info Discover how to break through the barrage of secretaries, personal assistants and red tape to reach the "Big Cheese." |
Job Journal
March 20, 2005
Bob Rosner |
Working Wounded: Help Your Boss be Better Here are some things you can do to help you better appreciate the challenges of your manager or supervisor, taken from the book "I Wish You Would Just..." |
HBS Working Knowledge
March 13, 2006
Stever Robbins |
Understand What Motivates Your Boss The bad news is that you can't satisfy your needs, your boss's, and your organization's. After all, it's in the organization's best interest for you to forgo a raise while working an extra ten hours a week. But the good news is that it's your choice. |
AskMen.com
May 17, 2001
Armando Gomez |
Dealing With A Bad Boss Can't stand your boss? Hate your job because of it? If so, then you're part of the millions of employees that work for strict, unappreciative and rude bosses... |
AskMen.com
Sunder Ramachandran |
Become The Go-To Person At Work The go-to person in the workplace is the individual everyone appreciates and turns to for advice. Here's what you should do to get noticed at work. |
AskMen.com
Wil Schroter |
Befriend Your Boss There's actually a right and a wrong way to befriend your boss. |
Job Journal
February 3, 2008
Michael Kinsman |
Career Pros: Bosses Hold Keys to Employee Morale Managers and supervisors play a pivotal role in worker morale. |
Entrepreneur
January 2003
Kimberly L. McCall |
Training Day Coaching your reps on pushing a new product can help them play the selling game better. |
CRM
July 22, 2011
Todd Cohen |
How to Create a Powerful Sales Culture How can your organization sell more and sell smarter? By creating a powerful sales culture - an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the business development efforts. |
Fast Company
July 2006
Kerry J. Sulkowicz |
The Corporate Shrink Envy is rarely discussed in corporate circles, but it arises wherever there's competition and hierarchy -- basically, everywhere -- and can cause untold misery. Here are some tips on handling workplace envy. |
AskMen.com
Gregory Batts |
7 Ways To Make Your Boss Look Good Here are seven tricks of the trade when it comes to shining a positive light on your boss. |
Registered Rep.
May 1, 2004
Bill Singer |
It's Your Call Always Far too many reps are learning the hard way how little responsibility clients shoulder when it comes to assessing the suitability of their investments. |
Investment Advisor
September 2009 |
Broker/Dealer of the Year, Division II Quick company stats of The Investment Center. |
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. |
Inc.
March 18, 2003
Leigh Buchanan |
Managing Up A look at some of the resources your employees might be using to better manage you. |
Pharmaceutical Executive
October 1, 2005 |
Bad Rep An interview with Jamie Reidy, who wrote the book on how to slack off as a pharma sales rep. Now, the sales manager's nightmare unveils more scams, sizes up the corporate selling culture -- and reveals what finally made him care. |
Registered Rep.
December 1, 2005
Kevin Burke |
A.G. Edwards: Quietly, the Leader of the Pack Building on its strong performance from a year ago, A.G. Edwards lit up the scoreboard this year. Advisors say the St. Louis-based firm has a high-quality work environment, commitment to clients and freedom from pushing certain products. |
Registered Rep.
December 1, 2005
Kevin Burke |
Edward Jones: Whistle While You Work According to survey results, financial advisors working at this financial firm seem to be living a charmed life. Here's why. |
AskMen.com
Tara Weiss |
The Fine Art of Sucking up to Your Boss There's an art to sucking up, and if the boss -- or your coworkers -- can figure out what you're up to, you're not doing it right. |
Registered Rep.
June 1, 2007 |
All About the Benjamins Reps say the darndest things. |
Job Journal
March 15, 2009
Deborah Brown-Volkman |
The Fine Art of Fessing Up Everyone makes mistakes, and no one likes confronting them. The traits you need the most in situations where you've blundered and have to address it with your boss, are calmness and clarity. Follow these steps to make it happen. |
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. |
Pharmaceutical Executive
October 1, 2006
Scott Hull |
Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along. |
Investment Advisor
September 2010
Angela Herbers |
The Fast Track: The Six Most Common Problems with Employees Owner advisors, read this column, then give it to your employees. |
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. |
Job Journal
February 4, 2007
Rich Heintz |
A Step Ahead What does your boss need? If your answer is, who cares? you're probably not on your boss's favorites list. If you want to be a more valued employee, one way to get there is by anticipating your supervisor's needs - by doing things without being asked. |
AskMen.com
Edward Chalmers |
12 Steps to a Promotion Promotions don't just happen. Climbing the corporate ladder requires hard work, good timing and a little bit of luck. |
AskMen.com
Samuel Hui |
Intangible Qualities For Success Whether you are starting out in a new job or trying to get your career on track, the fundamentals of success are always the same. |
Registered Rep.
November 1, 2006
Christopher O'Leary |
Bust a Move...Cleanly Many registered reps have learned that the process of leaving a big firm can turn into a long, painful, litigious and even terrifying ordeal. From the moment you decide to leave a wirehouse, every move you make needs to be right. |
Investment Advisor
June 2010
Thomas D. Giachetti |
Independence's Issues There are four main challenges faced these days by independent broker/dealers. |
