Research: A Critical Selling Process

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Research comes in two modes: customer and competitor. Depending on whom you sell to and who your competitors are, one may be more critical for winning than the other, but both are essential, nevertheless. Research isn’t an event—it’s a process. And that process can only be effective and efficient when it’s supported by a sales […]

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Hiring a Commission-Only Sales Rep? Caution is Advised.

100 percent commission

During the past two weeks I had the opportunity to consult with two CEO/entrepreneurs. They’re both in the tech space  just coming up to the point where they are looking for focused sales resources. These are start-up situations. Since they are very concerned about burning through cash, the idea of having commission-only salespeople selling for […]

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Slides: How to Run a Planning Session to Win a Critical Sales Opportunity

Back in March I delivered a webinar for Sales and Marketing Management magazine entitled, “How to Run a Planning Session to Win a Critical Sales Opportunity.” (Here are the slides.) Some background Before I started ESR I worked as a backstage coach helping companies win very competitive, big ticket sales opportunities.  So I know a lot about […]

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20 Must-Have Resources Every Sales Manager Needs

Last month I delivered a webinar where I took the audience through considerably more than 20 must-have resources that sales managers need to get their jobs done—deliver at or above their targets. I posted the slides on SlideShare. If you’d like to listen to the audio as well, you’ll find it here, on SMM Connect’s […]

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An Expert Talks About Fixing Sales Forecasting Problems

Funny thing.  In the past few months we’ve found an unusually high number of our clients seriously concerned with inaccurate sales forecasting. To put it bluntly, they are finding it impossible to get forecasting right at all. In situations like that, it doesn’t take ESR long to diagnose the cause: a sales process that isn’t […]

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Mike Kunkle on Driving Sales Training Results

I “discovered” Mike Kunkle a while back through his contributions to the sales effectiveness discussion groups, his tweets, and his comments on various sales experts’ blogs. Whatever he’s written has been to-the-point, clearly articulated, and has oozed experience and knowledge. ES Research worked with Mike on a special project for his last company, so we […]

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9 Big Mistakes Entrepreneurs Make About Selling

There was a very relevant announcement made recently: Enterprise Ireland Announces Record Exports of €15.2bn in 2011. This is big news in Ireland, especially with the situation that Ireland has been in.  The funding, support, and programs the Irish goverment has provided companies that export (read: sell outside Ireland) led to this significant achievement. (Read […]

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Warning: Sales Tips are Hazardous to Your Wealth

In the case of sales tips, a little knowledge is a dangerous thing How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the number of available resources out there offers any indication, a whole lot of them. What’s wrong with regularly skimming sales […]

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