MAY/JUNE 2007

FEATURESTORY

A Woman's Place: Can you land – and keep – today’s top saleswomen?

Ensuring that your company is a good fit for women may not have been a priority when you hit this site, but that may change by the time you leave. If not, you risk losing – or never landing – the next Mariann Judge.

Executives and frontline managers must assess whether their work environment is welcoming to women. The saleswomen we spoke with for this article range from frontline sales reps to C-level management at Fortune 500 companies. To a woman, each stressed that they are not looking for special treatment in the workplace. To the contrary, they appreciate companies that provide equal opportunity for men and women, respect each individual’s knowledge and skill set, are mindful of how women want to be treated and aware that what motivates them frequently differs from what motivates their male counterparts...

EDITOR'SNOTE

No Sex Appeal Needed  **

Wisdom and insight from our Editor-in-Chief, Paul Nolan...

SCRATCHPAD

Keeping Score  **

In his new book Selling Results! (McGraw-Hill, 2007), consultant Bill Stinnett recommends using an opportunity scorecard to assess the quality of each prospective customer...

"And How Does That Make You Feel?  **

Effective sales calls require getting inside the client’s head. Too often, salespeople don’t dig enough to find out about a prospective customer’s real interests. Gaining a true understanding of client issues and priorities requires a conceptual approach to selling, one that aligns the way your team sells with the way your customers buy...

3 Sales Drivers  **

In a white paper entitled “Life Beyond the Product Pitch: Why Customers Really Buy,” Miller Heiman consultants Sam Reese and Damon Jones identify three sales drivers...

Sales Lagging? Hire A Hotelier  **

Are this year’s numbers looking worse than last year’s? Perhaps you should check into your local hotel. Not to run and hide, mind you, but to tap into the minds that are keeping those rooms filled.  Better yet, steal one away...
 

SALESU

Glub, Glub, Glub: The sales team is sinking in your guest speaker’s muck

"If you really want to inspire a sales team to evolve – to rise above the competition and drive extraordinary results – the first place that management should look is in the mirror," says Dirk Beveridge, sales consultant, author and speaker...
 

INCENTIVEPRODUCTS

Incentive Product Focus: Consumer Electronics   (834KB PDF document.  Requires free Adobe Reader)

Are you putting the most popular merchandise incentive category to use with your sales team? Here are some new product ideas to get you started...

Incentive Alley   (905KB PDF document.  Requires free Adobe Reader)

Stimulate summer sales with these non-cash incentives...
 

MEETINGS&INCENTIVETRAVEL

The Un-Vegas: It's time to take a chance on a different gaming destination

The Gulf Coast’s impressive rebound is partly the result of increased demand for gaming destinations, including the business world’s embracing gaming as a great means of combining business with fun. Meetings at gaming destinations are more popular than ever, in large part because of the additional destinations to choose from...
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COACHES'CORNER

STUMPED? Your sales team may be making negotiations harder than they have to be

What keeps any deal afloat or makes it sink isn’t pulling one perfect response out of an arsenal of a dozen, two dozen or 200 negotiation tactics. Whether you’re haggling over the price of a flea market watch or trying to win a global, multimillion dollar deal, every negotiation hinges on only two elements...
 

SFXPADVERTISERS

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