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Sales Effectiveness Briefing
Delivering useful and insightful information |
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Table of Contents Chapter from the Sales & Marketing Excellence Challenge The Price is Too High - Oh, Really? Please Contact Us if you would like to determine the health of your own selling approach. We can facilitate a 1/2 day confidential workshop, using best practices to benchmark your own sales organization. For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future briefings? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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In Praise of Sales Management David
G. Laing |
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In "Praise of Sales Management" examines the role of sales managers today and, most importantly, what the role should be. David argues the case that, in many situations, organizations have allowed the role of the sales manager to become significantly compromised. For organizations where even some of these trends are evident, there is a tremendous opportunity to ensure that sales managers are engaged in value-added activities. |
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Chapter from The Sales & Marketing Excellence Challenge - Changing How the Game is Played Jim
Dickie and |
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In their publication from earlier this year, Jim Dickie and Barry Trailer share a number of powerful and personal interviews with sales leaders. We are featuring the interview with Mr. John Williams, previously the Senior Executive Vice President of World Wide Field Operations at StorageTek. In his own words... "Over a four-year period we took sales at StorageTek from $700 million to $2.2 billion, and we did this all through productivity gains - we did not add any additional sales people during that time. In retrospect, the main foundation of our success was that we concentrated on three things - Metrics, Process, and Tools".
Full
Article This chapter was originally published in "The Sales and Marketing Excellence Challenge - Changing How the Game is Played" by Jim Dickie and Barry Trailer and is reprinted in this briefing with permission. |
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The Price is Too High - Oh, Really? Martyn Lewis |
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Oh
the confusion, angst, and general hand-wringing with this simple statement! And, all too often followed with a knee-jerk rush to discount.
The prospect says the price is too high – but is it, really? From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. If you wish to be notified of publication date, please e-mail us. |
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Market-Partners tag
line is “Changing the Way You Sell” for one simple reason; that is what we
do. We start by developing a deep understanding of everything that impacts
upon your overall sales process. We then bring the methods and tools that
enable the transition to an optimal approach to selling. The results our
clients gain are swift, significant, and sustainable. Privacy Policy: This is an opt-in briefing. Market-Partners will not sell, rent or distribute your personal information. If you do not wish to receive future briefings, please unsubscribe and we will ensure you are removed from our list. Copyright ©2004 Market-Partners Inc. - Articles and other content from this briefing and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the briefing in its entirety.
Market-Partners Inc. |
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