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Profile of the Top Performing Consultative Sales Professional
By Michael Schultz, Executive Vice President, Wellesley Hills Group, LLC.
Trying to figure out what kind of sales training to give to consultative sales professionals that will improve their performance is no easy task. One approach that works is to use a profile that outlines what the best consultative sales people do to produce the best results. The profile will help you through the decision making process, making it much easier for you to find the right levers you can pull that will increase sales performance.

Call Center “Musts”: What VPs Should Know . . .
By Chad McClennan, President, The Customer Group, LLC.

Your call center is not just a department down the hall nor a cost center out of which you continuously try to squeeze savings. Allow me to offer an alternative perspective. Your call center is the window into your entire organization and the pulse of your customer.

Customer Relationship Management
By Kevin Temple, President of ValueVision Associates.

Relationship Management is not about a piece of software. In today's economy, it's about recapturing why your customers decided on your solution in the first place.

Develop a Sales Process to Increase Sales
By John McGurk, Verus Systems, Inc.

Sales people are more effective when following a sales process. In today’s competitive sales environment an organized and efficient sales force is a successful sales force.

What is wrong with CRM? – Leading Business Executives know!
By Bob Trevelyan, Founder of Trevelyan Group, LLC.

So what don’t CRM vendors, middle management and many consultants understand?

Rewarding Results: The Road to Sales Compensation Excellence
By Bradford J. Brown, Principal, Reward Strategies.

Three Simple Marketing Strategies
By Bob Leduc


Introducing New Products Effectively:
The Solution Expert vs. The Problem Expert
By Kevin Temple, President of ValueVision Associates.

Previous Articles ----->

Dealing with Time-Wasters

Protecting Price & Profits: The Concentric Circles of Value

Creating Need