Posted by Guest Blogger on Friday, June 24, 2011
By Scott Cullen
Ken Copeland has been in the copier business for 25 years, 21 at the helm of ASI Business Solutions, a Dallas/Fort Worth dealership. He knows how to sell copiers. He also knows he can’t continue to approach the copier business the way he did for most of those 25 years if he wants to remain profitable and stay in business.
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Posted by Ed Carroll on Sunday, June 19, 2011
The methods for evaluating sales performance can take many different forms. You can look at performance on a company basis and compare it to the previous year (hopefully your revenue is growing). You can look at sales performance on segment basis and compare it to a plan. If you are looking at resource performance you can look at the sales team performance to quota. And you can drill down to an individual level to measure how individuals are doing compared to quota.
All of the methods mentioned will allow you to measure sales performance. And depe
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Posted by Kelli Jones on Monday, June 13, 2011
Be sure to check out the topics for sd|webEd, our monthly free educational webinar series:
Gain insight into the CFO decision-making process regarding managed services and managed print services. According to Gartner Inc, CFOs are playing a bigger role in IT decisions than in the past.
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Posted by on Friday, May 27, 2011
I teach a sales workshop (don’t worry people this isn’t an infomercial) that focuses on teaching business fundamentals to sales professionals in the imaging industry. Every time I teach this workshop, inevitably there will be a rep that starts complaining about how the material is for big companies and not “rural” market smaller companies like theirs or there will be another rep that states their market is different because of their geography.
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Posted by on Wednesday, May 25, 2011
Web-Based or Onsite Training for Sales Professionals in the Imaging Industry
Strategy Development is launching its next series of Sell With Success. This course is available as a ten-week webinar series, with the next series starting Tuesday, June 7th, 2011, or as an on-site, two-day workshop.
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Posted by on Wednesday, May 11, 2011
I love to travel and I love to read. Thus, I read travel magazines and I have subscriptions to many different travel publications. One of which is Conde Nast Traveler. On March 31st the new April edition showed up in my mailbox and I came across an interesting article that I was excited to read.
The 15 Best Places to See Right Now – here is how it opens.
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Posted by Tom Callinan on Tuesday, May 10, 2011
From May 10 – 12, Strategy Development is hosting a client symposium in Las Vegas. May 10 kicks off with a full-day seminar on building dynamic teams facilitated by Dr. Rod Napier. Dr Napier is an instructor at The University of Pennsylvania in their Masters of Organizational Dynamics program and has instructed at the Wharton School, including leading the popular Executive Team Dynamics course. Dr.
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Posted by on Friday, May 6, 2011
In planning for an upcoming event where I am speaking to a group of owners, I have been engaging in several discussions with CIOs, IT decision makers (Professional IT Buyers) and doing a lot of research on their likes and dislikes about Sales and Marketing approaches. I was overwhelmed with some rants and stories, but also with some practical solutions and things for sales professionals to think about. We have some work to do, as the “what doesn’t work” list was 20x larger than the “what works” list.
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Posted by Tom Callinan on Monday, May 2, 2011
Many of you want to speak to the “C” level so you had better know what they think about. In a recent issue of CFO Magazine (yes, I read that too…..holdover from my time in CFO role) poll results detailed the top five concerns of CFOs. There are actually eight due to ties. Who ever said CFOs could count!
#1 Ability to maintain margins
#2 Ability to forecast results
Cost of healthcare
&
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Selling Services to the CFO
