Using your voice as a sales tool, the telephone, and per-
haps some related technology, you can cost effectively launch
a telemarketing effort that will allow your company to increase
its sales, reach more qualified prospects faster, and more easily
reach its sales goals. At the same time you’re working to ex-
pand your customer base, the telephone can be used to en-
hance and strengthen the relationships you have with existing
customers and help you generate more repeat business.
To have great sales effectiveness, you have to have a great sales team. Within all teams, whether they are NBA players, the neighborhood little league or the company softball team, there is always opportunity for conflict. The same goes for sales teams. And for independent, results-driven sales people, keeping the team in mind may not be their number one priority. So it’s important that sales leaders know how to effectively manage team conflict.
The last 30 years have been tough on the image of telemarketing. Even though most companies are reputable, most
callers are honest and most products and services offer good value, more often than not prospects have very bad
things to say about being contacted by phone.
I think this is good news. For those of us willing to use fresh approaches, the road is very clear. It’s pretty easy to
set ourselves above “stereotypical telemarketers.
Over the years, I have worked within large call centers;
developed telemarketing campaigns for large, medium, and small
businesses; and I have done consulting for a wide range of
companies. Using the telephone as my primary sales tool, I
have discovered strategies and secrets that have allowed me
to sell more than $10 million worth of products and services to
individuals and businesses, almost always without leaving my
Chapter 6, training, motivating, compensating, and leading the salesforce. After studying this chapter you will be able: To understand sales training process; to learn importance, theories, and tools of motivation; to know objectives and designing of sales compensation plan; to understand views, styles, and skills of sales leadership; to know the methods used to supervise salespeople.
Suppose you are a rising star at work and the boss has given you your first assignment to head up
a project. Depending on the nature of the project and what kind of work you do, you might have to
engage in a variety of tasks that you haven't tackled before, such as assembling a team to
complete the project on time and on budget, mapping out a plan and monitoring your progress at
key steps along the way, using appropriate planning tools such as project management software
or wall charts, and keeping your team motivated and on target....
“A valuable tool to enhance our writing and sales effectiveness skills.
This book should be in every school and business.”
—Howard Putnam, author of The Winds of Turbulence
and former CEO of Southwest Airlines
“Sue Hershkowitz-Coore’s latest book, Power Sales Writing, is a
basic, down-to-earth, easy read that will help anyone improve their
writing and communication skills. Sue’s delightful personality is
evident in this valuable reference tool.”
In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the
Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable
Microsoft Access 2003 is a powerful database application that allows you to build standalone and client-server database applications. Access applications are used in many enterprises for storing inventory and maintaining customer records, sales data, or nearly any other type of data that needs tracking. Access has powerful wizards and tools that make it relatively easy for users to build a database application. However, such databases must often be expanded to include additional features not supported by the simple design provided by the wizard...
Lecture Marketing management will address the following questions: What is the new economy like?What is the new economy like? What are the tasks of marketing?What are the tasks of marketing? What are the tasks of marketing? What are the tasks of marketing? What are the major concepts and tools ofWhat are the major concepts and tools of marketing? Marketing? What orientations do companies exhibit in the What orientations do companies exhibit in the marketplace?marketplace? How are companies and marketers responding toHow are companies and marketers responding to the new challenges? The new c...
What would you pay for a book that could help you tap into the mindsets
of your Web site visitors, show you where you’re missing golden
sales opportunities, and save you big bucks on online advertising initiatives?
How about less than $30? (It’s quite the bargain for a wealth of knowledge,
Due to a variety of factors, more and more companies are
being forced to continuously cut costs, boost productivity, and
struggle for success. Although their mandate might be to im-
prove sales, the resources available to do this are being cut.
For companies in this situation, the telephone can become a
For individuals, a career as a telemarketer can be long-
lasting and highly lucrative, especially once you perfect your
skills, gain experience, and develop a track record.
As the editor of this book, I would like to give you some tips on how to make the best use
of the information you will find here. Because you are considering a career change,
you already understand the concept of managing your career for maximum enjoyment
and self-fulfillment. The purpose of this book is to provide expert tools and advice so
that you can manage your career. Inside these pages you will find resumes and cover
letters that will help you find not just a job but the type of work you want to do....
In an ideal world, marketing and sales create a shared
go-to-market strategy that focuses on customers, not
products. In this world, marketing creates demand with
the right kinds of (profitable) prospects as well as promoting
the brand, and sales has the insight and selling
tools it needs to close those sales. This foundation of
joint ownership and continuous information sharing is
enabled by accessible and flexible technology.
I’m always amazed where I find ideas and support for book projects,
invariably in the oddest of places. Who’d have thought that
the very earnest young man I interviewed for The 80% Minority
five years ago from Mountain Equipment Co-Op would become
a crucial member of my company’s team, let alone become my
talented co-author. Sean’s retail expertise, but more importantly,
his innate understanding of women consumers never ceases to
amaze me. He teaches me every day.
Most salespeople would agree that the bottom line in sales is closing the deal. If
everything goes great and you do everything perfectly, yet you do not close the sale, you
were unsuccessful. Nothing was really accomplished, and no money was made. On the
other hand, if you do everything wrong, yet you close every sale, then from a financial and
business standpoint, you are successful. That is why people who are closers are held in
such high regard in the club business.
Compare this to the quarterback who comes in and throws the...
In the past five (or so) years, especially, the desktop landscape has changed,
severely. Desktops have traditionally been dominated by Windows, but
alternatives are making their way into both the office and home.
Apple’s hit operating systems in the OS X series, and other chic products
(like the iPod) have not only fueled the sales of Macintosh computers, but
have opened consumers’ minds to the reality that there are alternatives to Windows.
One factor that discourages the use of new organizational techniques is the dependence of email clients,
legacy file systems, and other applications on their own independent hierarchical structures. We agree with
Boardman [Boardman02] that folder structures should be integrated – in our case, also integrated with our
more flexible collection structure.
Reporting tools with appropriate visualization are another class of very useful apps. A simple query based
tool can be remarkably insightful and useful from “how I spend my time” to “count and space used” by