SEXUAL HARASSMENT: SOME PREVENTIVE MEASURES by Edward Piantek What can employers do to reduce the occurrence of potentially costly third-party liability lawsuits? Plenty. Keep in mind that court...

SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...

“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.

SMART PROMOTIONAL STRATEGIES TO SUPPORT YOUR BUSINESS by Richard Barry Your firm's promotional materials and e-commerce activities serve multiple purposes. They provide y...

SYNCHRONIZE MARKETING WITH SALES! by Jack McMahan Marketings job is to pull customers toward your company by delivering compelling messages to the customer who the company wa...

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

THE CLIENT-FOCUSED PRACTICE ITS ALL ABOUT PEOPLE by Michael Lovas During months of extensive research into what makes an advisor succeed, were discovering several si...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...