Posted on: 27 July, 2006
Author: Jatin Chawla
A copying machine supply fraud begins with a solicited call to a companys employee asking him to buy a discounted copying machine supplies. What they offer are sub-standard products at high price or may be higher than the bargained amount. - Check out for this lame excuse where he says your company placed an order but the invoice was never sent or the delivery was made to the wrong address and then offers discounts for his mistake. - If he is hesitant to give his companys detail or if he completely refuses to produce any information about his company. -...
Posted on: 27 July, 2006
Author: Jatin Chawla
Photocopying is a phenomenon which creates copies of paper documents or other graphic images in a very quick time and at a low cost. The first of its kind was introduced by Xerox in 1960s. Lets look at the working of a photocopier step by step: 1.First and foremost, the surface of a drum is supplied with an electro-static charge produced by a high-voltage wire called a corona wire. A semiconductor material named selenium or germanium is used to coat the drum. 2.Secondly, a light (thin strips format) is beamed onto the image, which is only reflected by the white...
Posted on: 10 July, 2006
Author: Jonathan Farrington
For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent. Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative. But I believe we need to go beyond we need to be inspired, motivated,...
Posted on: 03 July, 2006
Author: Jeff Hardesty
In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales pe... In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are: Next we, listed (4) steps to find...
Posted on: 03 July, 2006
Author: Jeff Hardesty
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales ski... Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits. But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of No speak English. Lets first categorize Sales performance issues. There are (4) distinct sales performance silos that...
Posted on: 25 June, 2006
Author: Mac McIntosh
When searching for prospects to buy your products or services, you want to find those companies who have a problem for which you have the solution. The methods you use in finding and contacting those companies will determine if your business-to-business lead generation efforts will be a success or a failure. When searching for prospects to buy your products or services, you want to find those companies who have a problem for which you have the solution. The methods you use in finding and contacting those companies will determine if your business-to-business lead generation efforts will be a success or...
Posted on: 22 June, 2006
Author: Jim Meisenheimer
Here are some "Telephone Tips" from Art Sobczak, a guy who knows more about the telephone than anyone else I know. Avoid saying, "Hi, I'm just calling to check in with you." Parolees out on pro... Here are some "Telephone Tips" from Art Sobczak, a guy who knows more about the telephone than anyone else I know. Avoid saying, "Hi, I'm just calling to check in with you." Parolees out on probation need to do that. Art says, "Have a reason for calling. Have something of interest. Search your notes from previous calls and make that the reason for this...
Posted on: 15 June, 2006
Author: Jeff Hardesty
Why is Setting Sales Appointments a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time? In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you wont meet your revenue objectives. And we discussed these (3) realities: So logically, sales organizations should be willing to develop and provide Best Practice support systems to their sales teams for Measurable performance results...
Posted on: 04 June, 2006
Author: Jeff Hardesty
Whats your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the traini... Whats your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the training objective is successfully met? Or do you rely on field feedback not associated with actual performance numbers and related ROI to decide where to put your training dollars? Heres a simple blueprint to gain...
Posted on: 08 May, 2006
Author: Maitiu MacCabe
After a week in which I "straw polled" six sellers to describe their new product to me, to depressingly discover that the word "fantastic" was used by four of them within the first sentence -two of th... Anyway, I wanted to have a rant at sellers who simply do not realise that words and language are the tools of our trade. Unfortunately there are too many of us who believe it's a game of "Outsmart them before they outsmart us". Precise, dynamic, descriptive, vivid language and communication is what distinguishes professional sellers from the "Del Boys" of this world. Every...