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Keeping the cost of sales down is important to the health of any organization. It can also be important to a sales person’s compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost...
May 18, 2009
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Believe it or not confrontation CAN be used as a tactical sales tool in your sales process. Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect...
May 13, 2007
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In this brief video, Joe Galvin of Sirius Decisions examines some of the myths and challenges of sales forecasting, and explains how sales analytic applications can improve the process...
March 1, 2010
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Managing your Sales Manager – Sales Managers vary widely in their sales knowledge and management style. Learning how to work with your sales manager and leverage his/her strengths can make a big difference on...
August 12, 2007
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Find out how SAP Business One allows sales reps, sales managers, and others to document sales activities and access gross profit information – helping your company optimize customer relationships and improve profit...
October 21, 2006
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Sales Stockholm Syndrome - When a sales person becomes too friendly with his / her client and cross the line. They go too far and put the client above the company. Joe and Mike talk about how sales professionals can protect...
July 30, 2007
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In sales, lost time equals lost money. Steve Diamond, senior director of product marketing at Oracle, describes how an easy-to-use on-demand CRM solution can improve productivity at every stage of the sales cycle...
December 1, 2009
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The brief session explores the issues and the data required to drive better sales enablement, performance and productivity...
March 1, 2010
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It’s May already and if your company has a calendar year end that means you are already 5 months into the sales year. When was the last time you looked at that sales plan you put together at the beginning of the year? In...
March 5, 2008
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Drive by Sales management. Most of us have experienced it one time or another. Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don’t focus on helping their sales people...
June 8, 2009
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