Sales
The Art of Choosing
What do customers really want? According to recent research, ways to reduce the burden of choosing. While alternatives may allow buyers to select exactly and only what suits them, the process can be so complex that...
Bitter and Sweet: Chocolate to China
In Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of China's Consumers, the author explores the efforts five firms make to...
The Price is Right
As the economy recovers, attention will increasingly be turning to pricing. The authors of this article recently appearing in Sloan Mgt. Review argue that companies should compete on ...
Getting to No
Nearly 30 years ago, a best-selling book on secrets to successful negotiation was published--Getting to Yes. But sometimes our hope of getting to yes stretches a pitch process in duration and ...
Are You Being Held Hostage?
Have you ever been confronted by an employee who makes monetary or promotion demands and threatens to take clients if the requirements aren't met? This scenario is encountered all too often, but it's a preventable circumstance, if you know how to...
Ouija Board for Revenue?
Predictable revenue is the holy grail for many a CEO. Sales productivity expert Aaron Ross shares wisdom on how to build and manage a lead-generation machine for maximum top-line visibility.
Seinfeld on Sales
A highly entertaining set of sales tips, viewed through the always-insightful lens of Seinfeld clips. Humor is an undervalued management asset, so enjoy and share liberally!
RTM Asia
Tactical Contacts
Tactical Contacts
Phone Works
