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30 November 2012
Sales Technology – Metrics for the Growth Imperative

Sales Technology – Metrics for the Growth Imperative


By Ben Turner @ 08:54 :: 7441 Views :: 8 Comments :: Article Rating :: Featured Articles

Across the Globe, senior corporate executives (including boards of directors) are pretty obsessed with one thing: growth. It’s the business imperative that consistently trumps every other goal. Fergus Gloster, Managing Director EMEA for Marketo analyses the journey from analyses to automation.

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16 November 2012
From Sharp Practices to Sharp Talent

From Sharp Practices to Sharp Talent


By Ben Turner @ 09:44 :: 3754 Views :: 6 Comments :: Article Rating :: Featured Articles

Over the last few years the phrase ‘Sales Professional’ has become more and more familiar within sales. As a profession we have not been unaware of the problems we have faced in terms of reputation, perception and ability, but until now a strategic and ‘consented’ approach to the solution has never really been agreed.

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01 November 2012
Aligning Finance & Sales for Compensation Management

Aligning Finance & Sales for Compensation Management


By Ben Turner @ 11:43 :: 4510 Views :: 4 Comments :: Article Rating :: Featured Articles

Sales compensation has become both more complex yet more critical to a company’s growth and success. While most finance departments struggle to manage the process, many run the risk of possible non-compliance or damaged good will and relationships due to errors resulting from conventional systems.

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19 October 2012
Successful Selling 2012 wins rave reviews

Successful Selling 2012 wins rave reviews


By TomNash @ 05:37 :: 4805 Views :: 28 Comments :: Article Rating :: Featured Articles

Hundreds of ISMM members and guests packed into Coventry’s Ricoh Arena for Successful Selling 2012, held on 12 October. It was an action-packed day, and has received superb feedback from delegates:

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20 September 2012
Understanding your clients for an International Sales Strategy

Understanding your clients for an International Sales Strategy


By Ben Turner @ 05:44 :: 5848 Views :: 52 Comments :: Article Rating :: Featured Articles

International sales directors spend up to 80% of their time focusing on sales prospects and clients that fail to live up to their full potential. Understanding why some territories underperform while others meet or exceed targets is never a straight forward process, yet still, many businesses lack that detailed knowledge of who their best customers already are, even though these businesses drive their profitability.

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06 September 2012
How to use Social Media to Sell more

How to use Social Media to Sell more


By Ben Turner @ 11:16 :: 4147 Views :: 1 Comments :: Article Rating :: Featured Articles

The wealth of information online about companies and the people that work there - on websites, blogs and social networking sites - is making a marked impact on the sales process. In the last study into global effectiveness by CSO Insights, nearly two thirds of sales professionals said that the internet had a significant impact on account research and a quarter said it has had a noticeable impact.

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23 August 2012
Is Sales an Art or Science – How can we predict Performance Improvement?

Is Sales an Art or Science – How can we predict Performance Improvement?


By Ben Turner @ 05:06 :: 2978 Views :: 15 Comments :: Article Rating :: Featured Articles
I sense real change about to occur in the way sales leadership invest in resources to solve performance challenges or opportunities. The change may take months if not years to take place, but it will. I sense change by virtue and interpretation of a number of measures, overall decline in revenues from traditional training companies and what I am picking up in the media-sphere.
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10 August 2012
"Don't say we lack ethics" say today’s Sales Professionals

"Don't say we lack ethics" say today’s Sales Professionals


By Ben Turner @ 12:07 :: 2452 Views :: 9 Comments :: Article Rating :: Featured Articles

Despite their often negative depiction in popular press and recent stories about mis-selling, the UK’s salespeople are concerned about principles, ethics and accountability – according to a YouGov survey commissioned by on-demand sales compensation and sales performance management provider Xactly.

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27 July 2012
When less is more for Sales leads

When less is more for Sales leads


By Ben Turner @ 10:24 :: 9547 Views :: 61 Comments :: Article Rating :: Featured Articles

Everyone in Europe is challenged with today’s economic climate. Companies that have looked to reduce costs over the past few years need to focus more on the top line. But how can you grow revenue without spending more? It’s like a paradox, writes Fergus Gloster, European Managing Director, Marketo.

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13 July 2012
Steve Backley OBE on Motivation, Leadership and Teamwork

Steve Backley OBE on Motivation, Leadership and Teamwork


By Ben Turner @ 13:34 :: 3158 Views :: 0 Comments :: Article Rating :: Featured Articles

This year at the ISMM’s annual conference Successful Selling, Olympian Steve Backley will be delivering his thoughts and experiences about motivation and performance in business. He will also share some ideas around how he achieved 7 Gold Medals, 3 World Records, two Olympic Silver Medals and one Bronze.

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