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Achieving Greater Account Penetration by Increasing Share of Wallet

Sales Management Plus -- SMP

Getting accurate figures requires reliable sales management and analytics; however even estimations can give insight into your business positioning relative to competitors. Companies calculate share of wallet in different ways, based on factors such as overall spend amount, product brand/category or geographical area.

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5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

If you only had 90 days to penetrate the market and produce sales, what would you do? Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months. Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months.

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Removing Risk from Your Next Sales Manager Promotion

SBI Growth

"I had no idea Dave was going to struggle so much as a Sales Manager. This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management.

Promotion 257
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Pump it Up for Sales Performance

Understanding the Sales Force

The rust on the big metal pump, which looked more like a small bomb, had penetrated through to the inside and formed a nice hole for the water to escape through. Initially, I thought it was a problem with my connections, but it was actually a hole in the pump itself. It was time to replace the pump.

Hiring 204
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How to Be a Good Sales Manager: 4 Tips for Success

LevelEleven

Many first-time sales managers were former top sales reps, and often the next step career-wise is to use that productivity and success in management. But management is an entirely different ballgame, and requires a much different skill set than selling alone. Develop your team by exposing them to new thinking.

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Digital Era of Sales Management

Pipeliner

The Digital Era of Sales Management. “If This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today. Sales management has been impacted by the onset of the digital era, but not always in the ways that people think. Big impact?

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Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Best New Sales Book of 2011 » October 04, 2011. Books For Heavy Hitters.