The results of a recent survey of business leaders reports that 66.2 percent of respondents identified sales development as the greatest need for their organization in 2011. This survey was conducted ...

DALLAS--(BUSINESS WIRE)--The quote in the second graph of the release should be attributed to Christopher B. Munday, Chairman and CEO, 20/20 Companies (sted Chris Munday, CEO, 20/20 Companies). The ...

How well do you manage sales? Many construction companies give the responsibility of sales to their estimating department but building sales demands collaboration across departments. Don't be tricked ...

If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area — either on paper or on your phone. I like to know the major roadways, ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process ...

Like its predecessor, sales force automation, sales enablement aims to improve the effectiveness and efficiency of sales organizations. Sales effectiveness focuses on the "what," or determining the ...

The sales process has died. It never should have been born. In a previous B2B sales role I was “taught” to follow a specific sales process. My manager and peers encouraged it because this was the way ...

Editor's Note: This is excerpted from Kick Your Own Ass: The Will, Skill, and Drill of Selling More Than You Ever Thought Possible, by Robert Early Johnson (John Wiley & Sons Inc.) Sales success doesn ...

On Tuesday, the Standards for Technology in Automotive Retail (STAR) announced the publication of what the organization believes is the first sales process standards API and multiple updates to the ...