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  1. Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results
    How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch. If you manage a territory that has existing customers, your first priority should be to introduce ...
    Author: Alan Rigg
    Category: business-finance

  2. Account Management - How to Manage Accounts to Maximize Sales
    Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking y ...
    Author: Alan Rigg
    Category: business-finance

  3. Sales Leads - How to Generate Quality Sales Leads Through Public Speaking
    Delivering speeches, seminars, and webinars (online seminars) is a terrific way to generate large quantities of quality sales leads. Why is public speaking such an effective lead-generating vehicle? Here are a few reasons: * Speaking allows you to deliver your message to MULTIPLE POTENTIAL PROSPEC ...
    Author: Alan Rigg
    Category: business

  4. Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?
    This article answers the following questions: * How do most companies look at return on investment (ROI) for their sales compensation expense? * What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts? * Do most companies expe ...
    Author: Alan Rigg
    Category: car-loan

  5. Sales Prospecting – How to Develop an Effective Elevator Pitch
    Do you truly believe that your company’s products and services will help your prospects? Have you ever thought, “I KNOW I could find ways to help (company name) if I could just get (prospect name) to talk to me for 20 minutes!” Why is it so difficult to convince prospects to schedule time to talk w ...
    Author: Alan Rigg
    Category: marketing

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