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What To Do On a Branch Visit

SBI Growth

Last week, the Wall Street Journal ran several articles on this phenomenon. Customers: Ask For: The recent churn report showing new and lost business with reasons. A report showing each customer by potential (not current) spend. The sales manager to walk you through how he uses the CRM tool (on his computer!).

Airlines 297
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Texting While Walking—Not Worth the Risk

No More Cold Calling

The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. Associations Enterprise Sales Management Salespeople Small Business' Apple wants to make it safer to walk while texting. I have a better idea.

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Responding to the Digital Sales Shift

Sales and Marketing Management

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel.

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Need Some DIY Sales Management Training? Use Our 5 Checklists

criteria for success

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too. Review weekly reports.

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Performance Platforms

Sales and Marketing Management

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point?

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The Importance Of Follow Up

Partners in Excellence

Not long ago, I was speaking with a group of sales managers. One thing that struck me, is that rather than giving a status report on the account, their people had identified opportunities to grow the relationship. They were struggling with the performance of their people. We were talking about their account planning process.

Follow-up 148
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PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

Pointclear

She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. The next PowerViews will be with Bob Kelly of The Sales Management Association. I’m really very excited about it.”. Responding To vs. Shaping vs. Creating Demand.

Video 174