8 Tips for Establishing Successful Reseller Programs
So you're a small but growing company, thinking about establishing some reseller contracts to push your products. Maybe you've decided…
Part of the
network
network
Tag: B2B sales
Prospecting: Getting through Voice Mail
Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him…
Introducing Partner Relationship Management (PRM)
In this difficult economy, companies are looking for tools that can help them retain the loyalty -- and business --…
The Fallacy of Qualified Leads
"We don't get enough qualified leads!" How many times have you heard your VP of Sales make this statement? The…
A Framework for Sales and Marketing Collaboration
In this article, we'll try to add some detail and offer practical action items for sales and marketing when approaching…
6 Surefire Ways to Beat the Recession
Enough with the doom and gloom. So the economy is not as strong as we would like it to be.…
Is Your Value Proposition Strong Enough?
A few weeks ago I sent out a newsletter announcing my new web site, Selling to Big Companies. The next…
Qualifying: The Critical Skill
For many entrepreneurs and small business owners, selling is not usually one of our favorite tasks. We picture salespeople as…
How to Sell Even When the Price is Not Right
Do you ever wonder how you are going to make your product or service sell when you don't offer the…
4 Ways to Increase Your Sales Conversion Rates .. Dramatically
Some sales people think that because they're great at selling face-to-face, they don't need to put a lot of time…
