Most Active Articles 2009-11-24T06:56:33.055-05:00 Business Exchange Business_Exchange@businessweek.com urn:com:businessweek:bx:topic:most-active:sales-operation-management Synygy Inc vpatil155 urn:com:businessweek:bx:article:18429398424783954037-772ae2c039e29a144a687a5f24de792a 2009-11-07T02:40:45.208-05:00

A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s...

A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s... http://www.buyersteps.com/profiles/blogs/a-sales-success-story Lee Novak lnovak111 14 14 0 0 urn:com:businessweek:bx:article:4110228839355349720-93cc63e7e5da85dbd0915791dc6a13c2 2009-10-23T08:41:37.507-04:00

What I'm about to espouse will cause many an eyebrow to furrow and jaw to drop. I truly believe that the practice of sales as a business discipline has become at best ineffective, and in many cases flat out obsolete. You see, good business practices...

What I'm about to espouse will cause many an eyebrow to furrow and jaw to drop. I truly believe that the practice of sales as a business discipline has become at best ineffective, and in many cases flat out obsolete. You see, good business practices... http://www.business-strategy-innovation.com/2009/10/stop-selling-and-add-value.html Braden Kelley bkelley034 20 18 1 1 urn:com:businessweek:bx:article:16569727485689630269-28c420b4f83fa6c165032a0b6dab9eb9 2009-10-07T15:33:26.803-04:00

I’ve been very concerned for a while about two things going on in the sales blogging/social networking community. One is wrong information. The other is endorsements of products provided to bloggers for review—without disclosure by those bloggers.

I’ve been very concerned for a while about two things going on in the sales blogging/social networking community. One is wrong information. The other is endorsements of products provided to bloggers for review—without disclosure by those bloggers. http://davesteinsblog.esresearch.com/2009/10/06/sales-blog-readers-beware/ Dave Stein dstein194 12 12 0 0 urn:com:businessweek:bx:article:14100647888694561228-d7549a596b7eafe6c8c6e62e269f3d8f 2009-11-04T17:10:59.752-05:00

Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help.

Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help. http://davesteinsblog.esresearch.com/2009/11/04/inside-the-sales-training-industry-part-1/ Dave Stein dstein194 3 3 0 0 urn:com:businessweek:bx:article:16956794584673348152-0bf28d9cc88273cd811e83f574a9dbce 2009-10-23T14:57:57.771-04:00

I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as...

I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as... http://davesteinsblog.esresearch.com/2009/10/23/three-hiring-related-truths-about-sales-effectiveness/ Dave Stein dstein194 6 5 1 0 urn:com:businessweek:bx:article:7591558436587874453-742e78fa89146a9b6d030c7b8c9f2ebd 2009-10-14T14:06:59.492-04:00

Dear Lee, Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $13,347 per month (net after the expense of...

Dear Lee, Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $13,347 per month (net after the expense of... http://www.buyersteps.com/profiles/blogs/the-true-cost-of-not-making-a-1 John W Ryan jryan806 9 9 0 0 urn:com:businessweek:bx:article:11557759265478912291-5690a60042f212acccb1a9f0a54bed88 2009-10-30T08:27:56.926-04:00

As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling. Here are some points to...

As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling. Here are some points to... http://davesteinsblog.esresearch.com/2009/10/29/a-few-words-about-relationship-selling/ Dave Stein dstein194 1 1 0 0 urn:com:businessweek:bx:article:6525732031612318915-bbceb54a1d4cc2c729247f0f3e772454 2009-10-30T11:01:37.240-04:00

http://www.varicent.com/news_detail.php?id=115 Mark Smith msmith670 0 0 0 0 urn:com:businessweek:bx:article:8895990982904797763-4ab25de4504fa8b6fe0be21bf177fa5d 2009-10-15T12:24:30.888-04:00

ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando...

ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando... http://davesteinsblog.esresearch.com/2009/10/15/we-dont-need-no-stinkin-coaching/ Dave Stein dstein194 3 3 0 0 urn:com:businessweek:bx:article:14963196011439028604-60c02d5c71dfaa3437c10d9027a6d13e 2009-10-27T17:44:55.555-04:00

The time has finally arrived. After multiple delays stretching a year, the much-feared FACTA Red Flags Rules — new anti-fraud legislation that requires millions of credit-granting businesses (both large and small) to implement identify-theft...

The time has finally arrived. After multiple delays stretching a year, the much-feared FACTA Red Flags Rules — new anti-fraud legislation that requires millions of credit-granting businesses (both large and small) to implement identify-theft... http://blogs.business.com/whatworks/2009/facta-fright-ftc-halloween-red-flags-trick/ Daniel Kehrer dkehrer628 0 0 0 0 urn:com:businessweek:bx:article:5022682181698844270-fb6ad7b09b5ceb1c54556c4970182d64 2009-10-20T11:27:19.115-04:00

At SMT’s conference last week in Orlando, Laurie Weed, Western Region Sales Development Manager at Ricoh, presented her company’s approach to ride-alongs (at Ricoh they’re called field rides) with sales reps. We’ve seen different approaches to this critical reinforcement process at ESR. I really like Ricoh’s for several reasons. First is that they actually do it. Second is that they have a process. Third, it’s a good one.

At SMT’s conference last week in Orlando, Laurie Weed, Western Region Sales Development Manager at Ricoh, presented her company’s approach to ride-alongs (at Ricoh they’re called field rides) with sales reps. We’ve seen different approaches to this critical reinforcement process at ESR. I really like Ricoh’s for several reasons. First is that they actually do it. Second is that they have a process. Third, it’s a good one. http://ow.ly/vs1a Dave Stein dstein194 3 3 0 0 urn:com:businessweek:bx:article:512538161583851386-11de93ca8fd022cbd66c749cff463d1d 2009-08-18T10:31:47.980-04:00

http://leenovak.ulitzer.com Lee Novak lnovak111 15 15 0 0 urn:com:businessweek:bx:article:13297777713924743272-11ed503734427b91f2148b0fda01cae3 2009-07-29T23:43:37.940-04:00

Recently, a former sales mentor of mine named John Tuohy passed away. Mr. Tuohy was an award winning field sales representative who seemed to have an endless array of tactics and sales strategies that he used to sell his products. I was fortunate to...

Recently, a former sales mentor of mine named John Tuohy passed away. Mr. Tuohy was an award winning field sales representative who seemed to have an endless array of tactics and sales strategies that he used to sell his products. I was fortunate to... http://www.buyersteps.com/profiles/blogs/eight-timeless-pearls-of-sales John W Ryan jryan806 13 11 1 1 urn:com:businessweek:bx:article:10178778027137780679-2706acbc4eccf7d81497bfff37abf0ec 2009-09-20T10:27:40.689-04:00

During a speaking engagement to a Fortune 500 company I told the story of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier.

During a speaking engagement to a Fortune 500 company I told the story of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier. http://www.buyersteps.com/profiles/blog/show?id=3401702%3ABlogPost%3A1467 John W Ryan jryan806 4 4 0 0 urn:com:businessweek:bx:article:810395577123885270-3f66a09b386d9158d8a321f92553633c 2009-09-06T17:50:44.335-04:00

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can...

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can... http://www.buyersteps.com/profiles/blogs/the-ten-attributes-of-the Lee Novak lnovak111 6 6 0 0 urn:com:businessweek:bx:article:13312760318190363483-8769f09c68f9ddd45d6619e9f53b2c9b 2009-09-29T13:56:31.153-04:00

Leads alone mean nothing. Leads don't equal revenue. By definition, leads are just prospective buyers who haven't yet bought a thing. Marketers get upset when their executives think of them, and their budgets, as a cost center. But those same...

Leads alone mean nothing. Leads don't equal revenue. By definition, leads are just prospective buyers who haven't yet bought a thing. Marketers get upset when their executives think of them, and their budgets, as a cost center. But those same... http://www.business-strategy-innovation.com/2009/09/are-you-turning-leads-into-sales.html Braden Kelley bkelley034 2 2 0 0 urn:com:businessweek:bx:article:7712557509266246939-4aa3aecb8ccf18afdf9027991566bfe3 2009-07-15T21:20:32.754-04:00

I have worked in sales for the past fourteen years and have seen fads come and go. The latest is CRM that, my company has forced upon me. Isn’t CRM just another way for my company to act like BIG BROTHER to watch and monitor my every move?

I have worked in sales for the past fourteen years and have seen fads come and go. The latest is CRM that, my company has forced upon me. Isn’t CRM just another way for my company to act like BIG BROTHER to watch and monitor my every move? http://www.buyersteps.com/profiles/blogs/top-ten-benefits-of-crm-sales John W Ryan jryan806 6 4 1 1 urn:com:businessweek:bx:article:17471531617604969712-400625cd8e10992294230339c1a08f9b 2009-09-24T07:29:31.809-04:00

It’s time for football in America and we all know that football is the most popular sport in the country. Research shows it’s far more popular than baseball, 43% say it’s their favorite sport vs. 12% for second place baseball. The NFL is a slick...

It’s time for football in America and we all know that football is the most popular sport in the country. Research shows it’s far more popular than baseball, 43% say it’s their favorite sport vs. 12% for second place baseball. The NFL is a slick... http://www.buyersteps.com/profiles/blogs/catch-the-joy-of-a-wilson John W Ryan jryan806 0 0 0 0 urn:com:businessweek:bx:article:11109564294656641151-a1126b97270dd7db63e93502d2f219f2 2009-03-12T13:48:22.793-04:00

Fiona Challis asks whether you are committing the seven deadly sins of sales management. So what exactly are the ‘seven sins’? They’re a set of beliefs which sales leaders may commonly hold but very often fail to recognise in themselves...

Fiona Challis asks whether you are committing the seven deadly sins of sales management. So what exactly are the ‘seven sins’? They’re a set of beliefs which sales leaders may commonly hold but very often fail to recognise in themselves... http://www.modernselling.com/sales-management-training/seven-sins-of-sales-management.aspx Neil Warren nwarren749 24 24 0 0 urn:com:businessweek:bx:article:6313317514595412896-f53ff2e5848a9c2ae3ffe5302d1b9b53 2009-08-07T09:08:28.633-04:00

A Martial Arts Lesson that can be applied to Business and Life – the Foundation Posted by John Ryan on August 7, 2009 at 8:30am View John Ryan's blog Hapkido is a form of martial arts that is practiced heavily in Korea and is similar to jujutsu...

A Martial Arts Lesson that can be applied to Business and Life – the Foundation Posted by John Ryan on August 7, 2009 at 8:30am View John Ryan's blog Hapkido is a form of martial arts that is practiced heavily in Korea and is similar to jujutsu... http://www.buyersteps.com/profiles/blogs/a-martial-arts-lesson-that-can John W Ryan jryan806 4 4 0 0 urn:com:businessweek:bx:article:7936473301279535941-0aa202c78ed6b2a81204646fdb1573bf 2009-09-01T12:26:57.992-04:00

For a profession that prides itself on being proactive and go-getting, it’s amazing how stuck in the mud the world of selling actually is. And because selling in all its guises is by far the UK’s largest profession, this is actually very worrying...

For a profession that prides itself on being proactive and go-getting, it’s amazing how stuck in the mud the world of selling actually is. And because selling in all its guises is by far the UK’s largest profession, this is actually very worrying... http://www.modernselling.com/sales-editorial-comment/future-of-uk-sales-profession-20093365.aspx Neil Warren nwarren749 4 4 0 0 urn:com:businessweek:bx:article:15592057878551238718-549358b77e1bd0447ec2da4f257e4b40 2009-08-14T07:29:01.775-04:00

This is Lesson No. 4 of a Continuing Series on How Martial Arts Skills can be Applied to Business A million lessons everyday – Everyone you meet, everything that happens to you is a lesson. In Hapkido, every class brings either someone who knows...

This is Lesson No. 4 of a Continuing Series on How Martial Arts Skills can be Applied to Business A million lessons everyday – Everyone you meet, everything that happens to you is a lesson. In Hapkido, every class brings either someone who knows... http://www.buyersteps.com/profiles/blogs/business-martial-arts-lesson-3 John W Ryan jryan806 2 2 0 0 urn:com:businessweek:bx:article:15592057878582210444-30d42c9583e9c516c5c52bb3596ac559 2009-08-28T07:37:05.508-04:00

Business Martial Arts Lesson – It will take you twenty times to learn this move Posted by John Ryan on August 28, 2009 at 7:00am View John Ryan's blog This is Lesson No. 6 of a Continuing Series on How Martial Arts Skills can be Applied to Business...

Business Martial Arts Lesson – It will take you twenty times to learn this move Posted by John Ryan on August 28, 2009 at 7:00am View John Ryan's blog This is Lesson No. 6 of a Continuing Series on How Martial Arts Skills can be Applied to Business... http://www.buyersteps.com/profiles/blogs/business-martial-arts-lesson-5 John W Ryan jryan806 1 1 0 0 urn:com:businessweek:bx:article:7898718730427589852-150e7101fe7a9e61b79cfd41a6c7cbdf 2009-08-19T11:16:04.231-04:00

A lot of managers believe that in sales, you can't be completely honest and still be successful. Are they right? I'll try to give you a completely honest answer. But first, consider how this pervasive belief has colored corporate activity for...

A lot of managers believe that in sales, you can't be completely honest and still be successful. Are they right? I'll try to give you a completely honest answer. But first, consider how this pervasive belief has colored corporate activity for... http://blogs.harvardbusiness.org/hbr/hbr-now/2009/08/can-you-sell-without-lying.html?cm_mmc=npv-_-WEEKLY_HOTLIST-_-AUG_2009-_-HOTLIST0817 Maria Breza mbreza054 3 3 0 0 urn:com:businessweek:bx:article:17501314808659555330-a18e77f1d1c4700ca7667e4f8d65ff15 2009-04-08T13:05:35.007-04:00

Jeffrey Bean asks whether trying to clone our top sales performers is possible, or even desirable.

Jeffrey Bean asks whether trying to clone our top sales performers is possible, or even desirable. http://www.modernselling.com/sales-jobs-cv-career-information/can-you-really-clone-top-sales-performers.aspx Neil Warren nwarren749 16 15 0 1