Feb
20
After studying the sales practices of leading organizations, Tafaro & Associates found the following practices to be extremely important in combating the challenge of sales force productivity: Develop a symbiotic relationship between sales and marketing aligned with the way your prospects chose to buy. Implement demand generation and social media marketing using a problem-based approach. …
Feb
13
For most companies, especially small organizations, sales force restructuring is viewed as a daunting task. In this hectic business climate, the revenue and profit pressures of the month tend to take over, leaving sales management with little time to revamp old selling styles, and so the cycle continues. We listen to managers complaining that there …
Feb
06
The evolution of communication and information access has dramatically changed the way in which products are bought and sold. Years ago, customers had limited access to information without seeing a salesperson. Not anymore. Today, buyers experience information overload and face a myriad of product offerings from vendors coming at them through multiple media. Every day …