Article Results (Showing 1 - 10 of 43) RSS Alert
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Get rid of your sales Parasites.
The career development of a sales professional can be categorized as passing through three basic stages. Each of these is a transitional period...
American Salesman, 12/01/08 by Chase, Landy · More from publication -
Still cold calling? You're doomed.
Most salespeople still seem to think that the only way to find new business is through that tried-but-true technique known as "cold calling." For...
American Salesman, 11/01/08 by Chase, Landy · More from publication -
Departmental relationships.
Most of you in sales relish your role as soldiers on the front lines of business. Certainly, if anyone can claim the title of "company warrior,"...
American Salesman, 02/01/05 by Chase, Landy · More from publication -
Building a professional sales organization.
This article is dedicated to those of you who tell me you want to hire "closers" when you are attempting to recruit salespeople for your company....
American Salesman, 01/01/05 by Chase, Landy · More from publication -
Developing new clients: I blew it, I knew it and what I gained from it.
I've been involved in selling for most of my adult life--as a salesperson, sales manager, corporate trainer, and now business owner. As the...
Official Board Markets, 09/18/04 by Chase, Landy · More from publication -
Loving what you do: dentists are intelligent, outgoing, and genuinely fun to be around. Are you that way in your job?(Foundation Of Success)
As if to prove the old adage, "everyone in business is in sales," I have recently found myself a number of times working with, of all things, the...
Official Board Markets, 08/21/04 by Chase, Landy · More from publication -
The art of hat-switching: how do you 'sell' top candidates on coming to work for you?(Change In Dynamics)
Those of us in management tend to expect interviews with job applicants to take on the tone of a sales presentation--with the selling role played...
Official Board Markets, 02/07/04 by Chase, Landy · More from publication -
When Salespeople Fail, Blame Management
Question for you business executives: Who's responsible for the behavior - and professionalism - of your salespeople in the marketplace? If they...
Agency Sales, 01/01/04 by Chase, Landy · More from publication -
So you want to be the sales manager? Making the transition: the corner office, the new compensation package, the prestige of being in management. Life is good--or so it appears.
One of the biggest misconceptions that sales people make with regard to their own career-pathing is that moving into sales management is the pot...
Official Board Markets, 11/29/03 by Chase, Landy · More from publication -
How to properly pay your sales people: if you structure your compensation plan properly, you can minimize your out-of-pocket expense: attracting the best.
When it comes to compensating sales people, most employers immediately think "commission." However the days of the straight-commission sales...
Official Board Markets, 11/08/03 by Chase, Landy · More from publication
