From effective learning solutions to emerging business strategies to unique
partner relationships, Sales Training Learning Community presents White Papers
from the industry's thought leaders. Members may click on a link to access the
White Paper.
Prospecting: Getting Through Voice Mail
Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him than most.
Here is the voice mail message: "If you are calling to sell me X, don't hold your breath for a return call."
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The Power of Process Discipline
Mastering the Fundamentals of Sales Success
By Bill Kowalski
Senior Vice President - Client Development & Consulting, Integrity Solutions
What do great sales organizations and great professional sports teams have in common? Why do some sales professionals, as well as individual athletes, perform at a level superior to their peers?
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Sales 2.0
Over the past twenty years, we have seen changes in all types of sales processes across all industry segments. Most of the significant changes have come over the past seven years, driven largely by new enabling technologies, an increasingly tech-savvy customer base, and rapid evolution of the Internet. These changes have affected the roles of both sales and marketing, as well as the ways in which they interact and support each other. In addition, economic factors continue to lengthen and complicate purchase decision cycles and drive up the cost of traditional field sales operations.
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Selling in a Down Economy
Selling in a Down Economy Selling, and winning, is never easy.
In periods of slower economic growth, salespeople will experience the typical challenges on
a greater scale. When selling in this environment, it is especially important to
understand the typical buying phases of customers. An SPI White Paper. Click here to read
the full article.
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Coaching Decoded! A Practical Guide for Managers
On a recent plane ride from Los Angeles I happened to be seated next to a Senior Vice President of Sales returning from her company’s annual sales meeting. The article I was reading on sales
force effectiveness caught her attention and prompted a conversation that centered on a common theme Huthwaite often hears from senior level managers. She had become frustrated
that her ability to have a direct impact on the skills and effectiveness of her sales force decreased as she moved higher in the organization.
Members may read full white paper.
Why Business Acumen Wins More Sales
Today, customers get most of
their product and application information from the Internet-meaning that selling is tougher
for sales professionals, who must now add value to each customer's business and must work
with the selling firm to achieve mutual goals. Throw into the mix the need to assess
customer strategy, create customized solutions and build synergistic relationships and that
takes a special kind of business acumen. By Raymond Green (with Geoffrey James). Click here
to read the full white paper.
Members may read full white paper.
THE DEMISE OF SALES TRAINING IS AT HAND
Sales training, as we know
it, is on its deathbed. In search of higher revenues, greater gross margins, increased
market share, higher closing ratios and improved customer retention, companies have spent
billions of dollars for sales and customer service training, often without achieving a
satisfactory, long-term return on their investment. By Conrad Elnes. Members may click here
to read the full white paper.
Members may read full white paper.
The importance of understanding your customer / client relationships as the economy tightens
The importance of understanding your customer / client relationships
as the economy tightens. We recently had a conversation with two senior execs in competing
organisations in Australia. IoweU White Paper - May 2008. Members may click here to read
the full article.
Members may read full white paper.
Making Customers Instead of Finding Them
Making Customers Instead of Finding Them Adding Demand Creation to
your existing Demand Capture Sales Process By LaVon Koerner, Revenue Storm, 2008. Members
may click here to read the full article.
Members may read full white paper.
Is Your Sales Force Obsolete?
Is Your Sales Force Obsolete? Don't Just Train. Train and
Certify Tim Murray, The Sales Board. Members may click here to read the full article.
Members may read full white paper.
Visibility Through the Funnel - Integrating Advanced Analytics with Salesforce.com for Greater Insight into the Business
Strategic systems rarely arrive on the scene complete; they evolve,
usually from less ambitious tactical systems when users demand more information than a
purely tactical system can deliver. A case in point is sales force automation (SFA). A
Beagle Research Group, LLC white paper, sponsored by Business Objects. Members may click
here to read the full white paper.
Members may read full white paper.
A Case for Diagnosis
That training budgets are slashed during economic downturns is
hardly news to anyone. During the recession that the US experienced in the early 2000's,
even companies that traditionally place a high priority on investment in human capital were
forced to re-examine their strategies. By Linda Richardson. Members may click here to read
the full white paper
Members may read full white paper.
The Key to Sustained Superior Sales Performance: Execution and Helping Clients Succeed
Today's business environment is more competitive than ever.
Companies are spending a significant amount of time and money in an effort to differentiate
themselves from their competition and win more business. The Sales Performance Group, a
division of FranklinCovey. Members may click here to read the full white paper.
Members may read full white paper.
