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Create and Maintain a Sales Culture to Drive Revenue

 

Innovative products, reasonably priced, are coveted commodities, but there is no guarantee they will sell. Virtually every product can be duplicated and improved upon by competitors. Products alone—regardless of quality—do not generate revenue. Likewise, services, operations, management, and administration are important aspects of business, but they do not generate revenue. Salespeople do. In fact, the most profitable companies are those that create and maintain a “sales culture.” What is meant by this term? In a broad sense, “culture” may be defined as a common set of beliefs, attitudes and behaviors. At the macro level, nations have dominant and distinctive cultures; at the micro level, so do business enterprises. Culture, at its best, is the glue that holds an organization together. Learn More.

 

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5 Ways to Leverage Your Opportunity with the Gatekeeper

 

Gatekeepers are not obstacles to overcome; rather, they are your potential allies. They are often the initial, make-or-break link in the sales process. Sales professionals who form alliances with gatekeepers often reap rewards for doing so, and the process is quick and painless. Here’s how: 1. Make a connection. Approach the gatekeeper with sincerity. What would be meaningful and relevant to this person? They’ve seen every approach—underhanded, manipulative, sticky-sweet, and everything in between. Too often, Gatekeepers get the message: “I’m a low person on the totem pole. I’m neither valuable nor relevant.” Conversely, the gatekeeper treated with dignity and respect feels appreciated, and becomes an invaluable asset. 2. Bring quality and substance to the table. Do not call with a Learn More.

 

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Sales Meeting Overhaul: Half as Long, Twice as Productive

 

Most of us, at the mere mention of a weekly sales meeting, stride briskly in the opposite direction, mumbling, perhaps, something about an emergency at home. And the impulse is understandable. After all, sales meetings are notoriously tedious, time-consuming, and pointless. If asked to choose, your team members might struggle to decide which is more dreadful: the weekly sales meeting, or a root canal. But this need not be the case. With proper planning and execution, your sales meetings can be transformed from monotonous and ineffective, to dynamic and informative. Imagine that: Your team members eagerly anticipating the weekly sales meeting! The transformation will take place upon the implementation of three simple steps: Clearly define your purpose: There is nothing Learn More.

 

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Greensboro business celebrates 10 years of prosperity

 

Greensboro, NC – October 4, 2012 Ten years ago Resolution Systems, Inc. (RSI) was founded in Greensboro, NC, by Barrett Riddleberger. In a time of nationwide economic uncertainty, RSI has continued to grow and advance, positioning itself as one of the premier sales transformation organizations nationwide. “Our company excels because of our talented staff of professional trainers, coaches, instructional designers and support personnel who take the time to learn each client’s needs and work with them to achieve their respective sales and business goals,” says owner and CEO, Barrett Riddleberger. According to a recent analysis by the consulting firm Dun & Bradstreet, it was determined that due to the shaky housing market, “wavering consumer confidence” and slow job growth across Learn More.

 

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Outsourcing And Sales: Determining If It’s Worth A Shot

 

There has been a negative stigma that has been attached to outsourcing in the corporate world due to the recent political battles about the practice.

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Creating New Sales Roles To Allow For Delegation, Increased Productivity

 

The expansion of a business often allows senior-level managers to allocate more responsibility to workers, bring on new employees and to promote experienced professionals to roles that require more of a managerial slant.

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Fostering a Positive Relationship Between HR and Sales

 

A sales management team needs to ensure that their department is on good terms with human resources professionals employed by the same company, as these two groups need to work together for the benefit of the entire business.

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Reinforcing Sales Training: Making Sure Representatives Retain Necessary Information

 

The idea of reinforcing any type of learning dates back thousands of years, and this practice is still around because it truly works.

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Fostering A Competitive Atmosphere: Incentivizing Performance Without Cutthroat Mentality

 

The idea of fostering a healthy competitive environment is difficult in a sales department, but the sales management team needs to establish a certain ideology that helps to generate both cohesion and the desire to increase performance.

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Networking and Sales: Securing Leads From Existing Customers

 

Though maintaining an existing relationship is often one of the more important considerations for people who are in sales jobs, there are ways that they can use their clients to generate more business and help them find new leads.

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