Apr 01,2013 7 comments
Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc.[click to read more]
Mar 30,2013 4 comments
Sales professionals have always had the opportunity to work with different tools, techniques and processes to help them become better, smarter sellers. Lattice Engines took a look at the major sales technologies that have left a mark on the sales pro - from salesforce.com to Marketo to Eloqua to Webex to social media to predictive analytics, Big Data and beyond.[click to read more]
Mar 29,2013 10 comments
Are you icky when you negotiate? When negotiating, the icky factor is not only a turnoff, but it can also be the death knell of the negotiation.[click to read more]
If you wish to avoid the perception of being icky in your negotiations, observe the following four insights.
Mar 28,2013 155 comments
I don’t know what’s wrong with inside sales reps today, but they seem to lack the basic communication skills needed to connect with people when prospecting over the phone. Maybe it’s because the younger people in the work force are brought up communicating in a different way...
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September 11,2012 by Alan Adler
September 10,2012 by Greg Williams