How to Manage OSRs When They're Always Out of the Office
Travel with them so you can assess and coach their performance. And focus on the...
CRM Isn't Just a Database. It's Also a Way to Generate Dollars
Learn how to mine what you're keeping in your customer relationship management system
Why Sales Reps Should Make Credit Concerns Part of Their Job
Great sales leaders make credit part of the sales process, not an obstacle to...
This Clothier Can Make You a Better LBM Operation
Consultant Sandy Sawyer finds inspiration for LBM dealers in a book about a guy...
Avoid This Trap When You Start Talking with Customer Prospects
The urge to give away pricing info is strong, ProSales "Sell Sheet" columnist Rick...
Blaming the Market for Slow Sales? You’d Better Change Your Attitude
New beliefs about what you do and how you do them can lead to sales success
Don't Mistake Customer Relationship Management Software for Sales Management
And stop calling it CRM, ProSales columnist Rick Davis says, because too much of the system today reminds people of Big Brother. Instead, refer to the software as C/PRM, because that "P" can make the rest of CRM much easier to embrace.
Contractor Loyalty Programs Are an Underused Way to Boost Sales, Study Finds
Principia says manufacturers and dealers both can benefit if they structure the...
Don’t Succumb to ‘Death by Spreadsheet’
Know your numbers, but know your customer better
Why ‘No Questions Asked’ Leads to Lousy Service
Giving great service requires you ask lots of questions