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sales force
Articles tagged with sales force
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THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...
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THE FOUR FACES OF PROFITABILITY: PART II by Diane Herbert and Pamela Millard The first part of this article focused on two faces of agency profitability: Pretax profit and Cash Flow from ...
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In spite of those who claim that “marketing costs too much,” John Graham provides four major reasons why just the opposite holds true.
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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 ...
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THE PRICE OF GROWTH: COMPENSATING NEW PRODUCERS by Lee Schexnayder When agency owners discuss hiring producers, the question...
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THE SEVEN DEADLY SINS OF MARKETING Craig Shields, president, Direct Marketing Agency, Inc., Irvine, CA, recently identified seven categories of basic mistakes that make marketing expensive, wasteful,...
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TRADE SHOWS CAN BE PROFITABLE TRADE SHOWS MORE PROFITABLE THAN AGENCIES MAY IMAGINE Many agency owners see trade shows as expensive and frivolous events that benefit the show's organizers more ...
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TRIED AND TRUE MARKETING PRINCIPLES by Jack Burke The Internet is changing the way we do business. Thats true. Unfortunately, the hoopla over the Internet has caused people to forget t...
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TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...
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WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...