|
1
|
|
Sales Recruiting - How to Hire More Top Sales Performers - Part 2
Poor sales performance often results from relying too heavily on
SUBJECTIVE information when hiring and managing salespeople. Adding
OBJECTIVE information (gathered by specialized sales assessment
tests) to these 'people decision' processes can dramatically
increase the proportion of top performers on your sales team
and improve the performance of existing sales team members.
Written by: Alan Rigg
Distributed: 2006-01-19
http://thePhantomWriters.com/free_content/d/r/8020-sales-performance-part2.shtml
|
|
|
2
|
|
Sales Recruiting - How to Hire More Top Sales Performers - Part 1
Business executives and sales managers frequently complain about
'80/20' performance on their sales teams, where approximately
80 percent of sales are produced by approximately 20 percent
of salespeople. What are the reasons behind these performance
disparities? What is it about top sales performers that enables
them to achieve superior results?
Written by: Alan Rigg
Distributed: 2006-01-19
http://thePhantomWriters.com/free_content/d/r/8020-sales-performance-part1.shtml
|
|
|
3
|
|
Sales Process - Maximize Sales by Minimizing "Windshield Time"
With the availability of e-mail, teleconferencing, and web
conferencing technologies, it is easier than ever to sell
effectively while minimizing 'windshield time'. Use the
approach described in this article to make the best
possible use of your only inventory - time!
Written by: Alan Rigg
Distributed: 2006-01-12
http://thePhantomWriters.com/free_content/d/r/minimize-windshield-time.shtml
|
|
|
4
|
|
Sales Leads - Three Things Every Website Should Do
Would you like your website to produce more online sales
and/or sales leads? This article explains how to accomplish
these goals.
Written by: Alan Rigg
Distributed: 2006-01-12
http://thePhantomWriters.com/free_content/d/r/what-websites-should-do.shtml
|
|
|
5
|
|
Strategic Selling - How to Sell Strategically
If you want to maximize your sales performance, take a strategic
approach to selling. After all, wouldn't you agree that 'the 80/20
rule' applies to customers, where approximately 20 percent of
customers produce approximately 80 percent of sales?
Written by: Alan Rigg
Distributed: 2006-01-06
http://thePhantomWriters.com/free_content/d/r/how-to-sell-strategically.shtml
|
|
|
6
|
|
Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results
Use the strategies described in this article to
maximize sales growth in your territory!
Written by: Alan Rigg
Distributed: 2006-01-04
http://thePhantomWriters.com/free_content/d/r/sales-territory-management.shtml
|
|
|
7
|
|
Residential Real Estate - How to Attract More New Clients
There are approximately 997,000 licensed real estate agents
in the United States. How can a new residential real estate
agent possibly achieve success when faced with this much
competition?
Written by: Alan Rigg
Distributed: 2005-12-28
http://thePhantomWriters.com/free_content/d/r/facing-real-estate-competitors.shtml
|
|
|
8
|
|
Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake
If you want to improve your prospecting effectiveness, stop leading
with SOLUTIONS in your sales prospecting calls and voice mail messages.
Instead, lead with the PROBLEMS that you help prospects solve. This
approach will attract the interest of a larger percentage of your
prospects, produce higher close rates, and generate more profitable
sales.
Written by: Alan Rigg
Distributed: 2005-12-28
http://thePhantomWriters.com/free_content/d/r/sales-prospecting-mistakes.shtml
|
|
|
9
|
|
Commodity Sales Prospecting – How to Stand Out From Your Competitors
The key challenge when prospecting for 'commodity' product or
service sales opportunities is capturing enough of your
prospect's
attention to convince them to meet with you. This article
provides
four strategies to help you win more of these elusive first
meetings.
Written by: Alan Rigg
Distributed: 2005-12-22
http://thePhantomWriters.com/free_content/d/r/commodity-sales-prospecting.shtml
|
|
|
10
|
|
Sales Proposals - How to Write Proposals That Sell
Learning how to write effective sales proposals can be critical
to your success, especially if you sell a complex product or
one that involves the delivery of professional services. This
article examines different types of proposals and explains how
to maximize your return on proposal writing time and resource
investments.
Written by: Alan Rigg
Distributed: 2005-12-22
http://thePhantomWriters.com/free_content/d/r/effective-selling-proposals.shtml
|
|
|
11
|
|
Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers
If you want to improve the overall quality of your sales
candidate pool, shift your focus away from education and
experience and toward the performance-based measures that
are outlined in this article.
Written by: Alan Rigg
Distributed: 2005-12-16
http://thePhantomWriters.com/free_content/d/r/performance-based-recruiting.shtml
|
|
|
12
|
|
Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES
If you have been less successful than you want to be in
achieving your sales goals, try the alternative approach
described in this article.
Written by: Alan Rigg
Distributed: 2005-12-16
http://thePhantomWriters.com/free_content/d/r/goal-setting-4-sales.shtml
|
|
|
13
|
|
Sales Training - How to "Get Dangerous Quickly" With New Products and Services
If you want to produce rapid sales results, redesign your sales
training curriculums to help your salespeople 'get dangerous quickly'
with your ENTIRE PORTFOLIO of products and services.
Written by: Alan Rigg
Distributed: 2005-12-09
http://thePhantomWriters.com/free_content/d/r/get-dangerous-quickly.shtml
|
|
|
14
|
|
Sales Training - What's Your Goal - Exposure or Behavioral Change?
When your company invests in sales training, what is the
expected outcome? Is it a change in how your salespeople
perform their daily activities - in other words, a change
in BEHAVIOR? This article describes how to make lasting
changes in your salespeople’s behavior.
Written by: Alan Rigg
Distributed: 2005-12-09
http://thePhantomWriters.com/free_content/d/r/sales-training-goals.shtml
|
|
|
15
|
|
How to Define Your Company's Sales Job – Part 2
Here are seven additional factors to consider as you define the
parameters that produce success in YOUR company's sales job. If
you are a salesperson, you can also benefit from considering
these questions, as they can help you identify target prospects
and further refine your sales approach.
Written by: Alan Rigg
Distributed: 2005-11-29
http://thePhantomWriters.com/free_content/d/r/defining-sales-jobs-pt2.shtml
|
|
|
16
|
|
How to Define Your Company's Sales Job – Part 1
Would you agree that every sales job is unique in terms of
products and services sold, target markets, target geographies,
company cultures, lead sources, sales cycle lengths, and more?
This article explains how you can accurately define the
parameters that will produce success in YOUR company's
sales job.
Written by: Alan Rigg
Distributed: 2005-11-29
http://thePhantomWriters.com/free_content/d/r/defining-sales-jobs-pt1.shtml
|
|
|
17
|
|
How Effective is Your Elevator Pitch?
A properly designed elevator pitch will make you stand out from
other salespeople, break through your prospects' mental clutter,
and grab their attention! This article explains how to develop
a truly compelling elevator pitch.
Written by: Alan Rigg
Distributed: 2005-11-22
http://thePhantomWriters.com/free_content/d/r/develop-your-elevator-pitch.shtml
|
|
|
18
|
|
Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?
This article answers the following questions: How do most
companies look at return on investment (ROI) for their sales
compensation expense? What portion of sales compensation expense
do companies allocate to managing existing accounts versus
pursuing new accounts? Do most companies expect their
salespeople
to generate new, additional gross profit each year that is equal
to or greater than their compensation?
Written by: Alan Rigg
Distributed: 2005-11-11
http://thePhantomWriters.com/free_content/d/r/sales-compensation-investment.shtml
|
|
|
19
|
|
Sales Leads - How to Generate Quality Sales Leads Through Public Speaking
Delivering properly designed speeches, seminars, and webinars
(online seminars) is a terrific way to generate large quantities
of quality sales leads. If you follow the instructions provided
in this article, you should see a satisfying increase in the
number, size, and quality of leads in your sales opportunity
pipeline!
Written by: Alan Rigg
Distributed: 2005-11-11
http://thePhantomWriters.com/free_content/d/r/sales-leads-public-speaking.shtml
|
|
|
20
|
|
Sales Process – How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Pay
Do you have blind faith that, if you can somehow convince
a prospect to engage in a sales cycle, you will eventually
make a sale? If you do, watch out! This belief can waste
your time, effort, and company resources.
Written by: Alan Rigg
Distributed: 2005-11-04
http://thePhantomWriters.com/free_content/d/r/main-bp-questions.shtml
|
|
|
21
|
|
Sales Process – The Secret to Closing More Sales
Most sales training programs that teach salespeople how to
sell specific products or services do not mention business
problems. This is an unfortunate oversight, as qualifying
and quantifying business problems is the secret to closing
more sales!
Written by: Alan Rigg
Distributed: 2005-11-04
http://thePhantomWriters.com/free_content/d/r/secret-to-closing.shtml
|
|
|
22
|
|
What's Your Sales Training Goal – Exposure or Behavioral Change?
When your company invests in sales training, what is the
expected outcome? Is it a change in how your salespeople
perform their daily activities – in other words, a change
in BEHAVIOR? This article describes how to make lasting
changes in your salespeople’s behavior.
Written by: Alan Rigg
Distributed: 2005-10-06
http://thePhantomWriters.com/free_content/d/r/exposure-or-behavioral-change.shtml
|
|
|
23
|
|
How to Build a Repeat Client Base in Automobile Sales
This article answers the question, How can a rookie
automobile salesperson out-perform experienced
salespeople?
Written by: Alan Rigg
Distributed: 2005-09-22
http://thePhantomWriters.com/free_content/d/r/build-repeat-automotive-sales.shtml
|
|
|
24
|
|
The Get Dangerous Quickly Approach to Product/Service Training
If you want to produce rapid sales results, redesign
your product/service training curriculums to help your
salespeople 'get dangerous quickly' with your entire
portfolio of products and services.
Written by: Alan Rigg
Distributed: 2005-07-01
http://thePhantomWriters.com/free_content/d/r/product-service-training-tips.shtml
|
|
|
25
|
|
How to Maximize Account Penetration and Jump-Start Sales
Do your company's salespeople consistently sell your
entire portfolio of products and services? Do they
gain traction quickly with newly introduced products
and services? This article describes a training
approach that will improve salesperson performance
in both of these areas.
Written by: Alan Rigg
Distributed: 2005-06-15
http://thePhantomWriters.com/free_content/d/r/maximize-account-penetration.shtml
|
|
|
26
|
|
How to Achieve Sales Goals by Focusing on Activities
If you have been less successful that you want to be in achieving
your sales goals, try the alternative approach described in this
article.
Written by: Alan Rigg
Distributed: 2005-06-03
http://thePhantomWriters.com/free_content/d/r/focus-on-activities.shtml
|
|
|
27
|
|
Effective Account Management
This article answers the questions:
1) What is Account Management?
2) What skills and talents are required to excel in Account
Management?
3) What activities must be performed to maximize Account
Management return on investment?
Written by: Alan Rigg
Distributed: 2005-05-26
http://thePhantomWriters.com/free_content/d/r/effective-account-management.shtml
|
|
BlinkBits
Blinklist
BlogMarks
Co.mments
Connotea
Delicious
Delirious
Digg it
Fark it
Furl This
Link A GoGo
Magnolia
Netvouz
Raw Sugar
Reddit
Scuttle
Seed This
Shadows
Simpy
Smarking
Spurl This
TailRank
Wists
Feed Me Links
Technorati Cosmos
YahooMyWeb