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MARCH/APRIL 2006
FEATURESTORY
New York Life Insurance Co. invests in its future with an intensive sales training program. How does yours measure up?
Sales managers may feel that training is its own reward, but an investment could be wasted if that opinion isn't shared by the salespeople. Microsoft maintains its competitive advantage by keeping its business-to-business resellers up to speed on new products and updated versions of existing software....
Salespeople Aren’t Built In A Day
Few companies have the wherewithal to assemble a substantial in-house training program, but most businesses can strengthen their sales training without a dramatic increase in spending. It's a matter of dedicating time and resources as much as money, say the trainers we talked with...
If Ben Franklin were in sales, he'd have nothing on Dave Anderson. Anderson slings out sales management wisdom like so much parade candy. He's a Q&A subject who doesn't need the Q's...
Poor Dave's Almanac -- Bonus Web Edition
More insight from Dave Anderson in this web exclusive...
PUBLISHER'SNOTE
The Sales World’s ‘Chicken or Egg’ Dilemma! **
Wisdom and insight from our Publisher, Mike Murrell...
SCRATCHPAD
Whad’Ya Know? **
Keeping up with competitors often means keeping an eye on them...
Look In The Mirror **
If you’re digging for information on your competitors, chances are they’re doing the same...
Support The Local Library…And It Will Support You **
Newspapers are great sources of competitive information, especially the community newspaper in a town where a company has its headquarters...
Small Steps Can Improve E-Mail Efficiency **
Research indicates that nearly one-fourth of business-to-business e-mails are never received. Despite its low cost, when fully 25% of your prospects and customers aren’t receiving your electronic messages, overall campaign performance can be significantly impacted....
Attraction by Association **
Why shampoo sold only at salons matters to your marketing strategy...
Who’s Pushing the Price Button? **
Are your salespeople constantly being strong-armed by customers, or could some of the resistance be caused by their own fear of rejection?...
SALESU
Do you have customers that leave suddenly? You were doing an outstanding job for them - lavishing them with truckloads of service - and yet they disappeared without a word. The key common denominator: "without a word." The silent ones are always the most dangerous.
INCENTIVEPRODUCTS
Incentive Product Focus: The Great Outdoors (PDF document. Requires free Adobe Reader)
Because you know what they say about all work and no play...
Incentive Alley **
A collection of new ideas for motivating your sales team. Check out these incentives...
SYNERGIESFOCUS
With today’s brand-conscious consumers, sometimes you say more about your brand by not saying anything at all...
SYNERGIES Product Focus: Brand Conscious (PDF document. Requires free Adobe Reader)
Your business is known by the company it keeps...
COACHES'CORNER
Time’s A Wasting **
Solid sales skills and top-notch products may not be enough to overcome poor time management habits. Tune up your team’s efficiency with these tips...
SFXPADVERTISERS
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