A recent report from CSO Insights shows that the two main objectives for Sales Executives in 2013 are Capturing new accounts and Increasing sales effectiveness. This white paper shows the challenges related to these objectives and what Sales Exectives must do to reach them.
Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients. Familiar?
By Barry Hilton
Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity.
By Jaap Tersteeg
PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors.
By Alexej Nazarov
Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes or margin are at stake, or when there is a strategic client or product involved. In the current market situation, key opportunities must be managed properly.
Click on the .pdf file below and read this Mercuri International white paper to learn more about this.
“I can’t help it, it’s not my fault! They should do something about it!” We have all heard this and we may even have said it as some sort of justification for non performance. In this article we examine the excuses and reasons!