Issue 08: Mar/Apr 2012
In This Issue:
MAIN FEATURE
The Four Dimensions of High Impact Selling
Sales people can be divided into five categories – of these the most successful are the Challengers. To understand what sets this special group of sales reps apart, the Sales Executive Council launched a global study of sales executive productivity three years ago involving more than 6 000 reps across nearly 100 companies in multiple industries.
We share their findings with you.
STRATEGY
- Leadership: If you think like a customer, retailing is simple to execute. So says Eduardo Castro-Wright, vice chairman of Wal-Mart Stores.
- Strategy: Realigning Push to Pull in the Selling Organisation
- Alignment: Lead Response Time Impacts Sales
TALENT
- Managing: Six Reasons Why Sales Managers Fail
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Developing:
Different Questions, Different Results
TECHNIQUE
- Persuading: Doing Business or Doing Business NOW!
- Needs Analysis: Developing Diagnostic Tools
- Winning: FAB Selling is Dead
- Closing: Closing Sales That Are Over the Budget
SHOWCASE
Special Advertising Feature: Driving Sales Through Workforce Mobility
