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Comments or Suggestions?
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Forecasting Sales in Challenging Times
By Mike Rose, Director of Development, SalesLobby.com,
Sales Compensation Consultant, The Alexander Group, Inc.
Forecasting in challenging economic times is critical to success. Here are some concepts and techniques to ensure accurate forecasting.
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Splitting Commissions across Multiple Territories
By Glen Balzer, Marketing and Sales Consultant
Throughout history, a manufacturer was a self-contained entity. A company would design, develop, manufacture and market a product in a single facility. That company would design a product in one corner of the facility, develop the product close by, place orders for materials in another corner and manufacture finished products in the rear of the same facility. A salesman calling on the company would interface with everyone in the customer’s facility under a single roof.
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Build Trust: Get Organized
By Thomas Wood-Young
Building trust is critical to success in relationship-building and sales. There are many ways to build trust such as listening, asking probing questions, working to understand customer needs and providing excellent customer service.
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The Monkey Bars Law
By Joe Grant.
What do you suppose playground equipment can teach about running a company?
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The Unexpected "Thank You"
By Bob Leduc.
How would you react if you received a personal "thank you" from a company or person a few days after you spent money with them? You'd feel good and probably want to do more business with them sooner rather than later. Why not give that same feeling to the most important people you know--your customers.
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Mythbusters: How Major Sales are Really Made
By Huthwaite, Inc., from the findings of Neil Rackham, author of SPIN Selling and founder of Huthwaite.
The lessons learned by Neil Rackham and his team after observing thousands of sales calls in twenty-three countries.
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