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Finding alternate lead sources within your company
Many sales reps often overlook valuable lead sources within their own company, and spend precious selling time looking for leads outside their office doors. They attend networking events, travel to conferences and trade shows, partner with other sales reps, and research potential external lead sources, but rarely consider all the invaluable sources of information around them.

Other significant sales Related Articles

Where Does Manhood Fit Into Management?
During my forty years in sales/management I have never seen one example of a man being successful in a leadership role that has let his employer know that he has to discuss the position with his significant other.
Sales a Strategic Boardroom Issue
Long the corporate stepchild, sales has largely been ignored by academics and many executives. However in increasingly competitive markets and increasingly sophisticated buyers a top notch sales force is no longer a nice to have but a must have. Farsighted executives are taking an increasingly critical look at their sales forces and asking searching questions about the ROI they are receiving from this significant investment.

Easy Way to Shorten Your Sales Cycle
If a “yes” decision requires a significant investment you probably have a relatively long sales cycle. Some of you currently have sales cycles of 12-18 months. Long sales cycles require a huge investment of your resources: time, money, and energy.

How to Write a Pre Approach Sales Letter that Delivers More Conversions
With email marketing campaigns to Internet landing pages now comprising a significant amount of the marketing budgets, some people have abandon the traditional, word processed pre-approach sales letter. Yet, taking this marketing and sales strategy may be somewhat short sighted.

The Top Three Sales Messaging Deployment Blunders and What to Do Instead!
You’ve spent weeks painstakingly putting together a great sales messaging program designed to give your company a significant competitive advantage and boost revenues and market share. Now it’s ready to launch, the sales staff is waiting…but is it blunder-proof? Badly fumbling the deployment of sales messaging is the equivalent of putting a cake in the oven to bake and forgetting to turn the oven on. Learn about three of the most common mistakes companies make in releasing a sales messaging program and what they can do to correct or avoid them.
Do you leave your Sales People control their destiny?
You pay a significant amount for a sales call, why not reinforce it. If you are making a sales call, maybe even introducing a new line what would you think about this scenario?
Same, Same but Different
I came across some research on sales motivation which seems to shed some further light on why it is important to use programs which are culturally specific to your sales peoples motivations and values. A major study of sales motivation presented at the annual convention of the Society for Marketing Advances has revealed significant cultural differences driving sales success. It has helped explain why some of the better made-in-the-USA sales management practices aren't more effective in other nations. The answers may lie in what really provides motivation for salespeople.
The Buyer Engagement Experience
The buyer is the key to the sale. Sales reps that follow a sales process which effectively focuses on the buyer’s perspectives, needs, and situation will create an effective buyer engagement experience. Reps that can offer a customized service with a personal touch will have a significant edge over competitors that focus on a “make the sale” rep-centric approach to the sales process.
Your Sales Team - Wise Investment or Money Pit?
One of the most significant investment companies make is in their sales teams. From adding headcount, to onboarding sales people, to paying commissions; the sales team should be managed as exactly that...an investment.
Why you need Sales Training to Succeed in Business
Sales coaching is extremely useful in the field of business because it allow sales teams to achieve better performance and optimum results when trying to generate sales. This is considered to be extremely significant in the sales industry as it has been studied that about eighty-seven percent of the skills that a sales person obtained during a training program will be lost within just thirty days of having no systematic and on the job sales coaching. This means that the learning process should be continuous, so as to ensure that the skills of sales professionals are better honed. It has also been proven that a sales training without formal coaching is not an investment but a cost liability.
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