Recently added articles from Agency Sales:
EFFECTIVE SALES MEETINGS: In an Ever-Changing World
Aug 01, 2009; ... Recalling lots of sales meetings in my 22 years as a rep, plus speaking at national sales meetings over the course of the last three years, I have seen some lavish venues - Las Vegas, Mexico, Maui - and many have really been fun. (One of the best was the annual Epson Components national sales ...
Reinventing Your Rep Training Program: Be Sure to Keep it Engaging and Up-to-Date
Aug 01, 2009; ... Instead of believing what he was hearing from many of his reps as the reason why they couldn't or wouldn't attend any of his regularly scheduled training sessions, the manufacturer decided to turn a critical eye on what he was offering. And in so doing, he realized the inherent value in keeping ...
tips+tools
Aug 01, 2009; ... + building relationships Before launching a bidding war for an account, consider how relationship-building and prospecting can make the runnerup position a better place to be. Most salespeople, being competitive, regard second place as merely the first loser. But being the "next ...
Relationship 'Farming' Tools: Tending to the Task of Business Building
Aug 01, 2009; ... Relationship marketing is much like keeping a water bucket filled. The bucket has holes in it, and it is your job to keep the water at the "full" mark. That requires three kinds of activities: 1 - putting water in the bucket; 2 - keeping the holes patched; and 3 - preventing new holes from ...
into the light: making our way through the economic tunnel
Aug 01, 2009; ... We are facing challenges in our economy the likes of which have not been experienced in most of our lifetimes. News stories seem to bounce from bad to worse, from hope to despair, leaving relatively rare moments of optimism and huge holes of uncertainty. The primary result of this combined ...