Sales Empowerment to Drive Sales Effectiveness



To optimize sales effectiveness you need relevant content, powerful solutions, expert insights, evaluation tools, and peer-inspired ideas to maximize performance.
Daily Digest
Tuesday
CRM Center
Is Your CRM Holding You Back »
Monday
Motivational
Healthy Work Snacking »
Weekend
Personal Growth
Public Speaking Tips »
Friday
True or False
Foreign Buyers »
Thursday
Tools & Templates
How to Keep Track of Your Work Expenses »
Wednesday
CLOSE-ipedia
The Correct Way to Spell “e-words” »

Daily Digest

News & Articles »

Irrelevant Communications Contributes To Customer Defection And Alienation
New Consumer Poll by CMO Council and InfoPrint Highlights Need for More Precise and Relevant Messaging to Drive Relationship and Response Read more »

Explaining Salesforce.com to the CEO: Top 5 Misconceptions
By David Taber, author of Salesforce.com Secrets of Success
The CEO's most dangerous misconceptions, which may be shared by sales and marketing, won't be about Salesforce.com itself but about how it should be deployed and used. Because an SFA or CRM system without relevant, up-to-date information is just an empty shell, the value of the system comes from the customer data it holds. Read more »

Resilience During the Recession: Focusing on the 3Rs
By Donovan Neale-May, Executive Director of the Chief Marketing Officer (CMO) Council and CLOSE
Now, more than ever, it is critical for marketing to do a better job of identifying and targeting predisposed prospects, delivering sales-ready opportunities into the pipeline, and optimizing the value and return on customer relationships. The sales force, in turn, must rely on marketing for more relevant messaging, content and campaigns that trigger buying and repeat purchase. Read more »



Books »

A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level

Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales. Available from Amazon »

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Available from Amazon »

 

Surveys »

Marketing Outlook 2010 Marketing Outlook 2010
Marketing Outlook 2010 Benchmark marketing performance and intentions amongst your global piers. Provide your input.
take survey »

 

Market Responsiveness Index Survey
From this survey we will be able to report your self-rated MRI performance and compare it with that of other CMOs globally.
take survey »

 


CLOSE eJournal »

Published montly, the CLOSE eJournal offers noteworthy articles, tips and news to add to your sales arsenal.

CLOSE eJournal December 2009: Are you managing and retaining your best talent in a recession?
• Editor's Cut: Help is on the way.
• Upgrading talent.
• Get that prospect off your list!
• The global war on sales talent - How to hire and retain Great Sales Talent

  Read the latest issue »

 

CMO Council Reports »

Leading Loyalty

Leading Loyalty
Feeling the Love From The Loyalty Clubs
download »

Collaborate to Innovate

Greater Innovation Through Closer Collaboration
Exploring the Impact of Business Collaboration on Innovation and Performance
download »

Losing Loyalty

Customer Experience Board:
Service Invention to Increase Retention
download »

Losing Loyalty

Losing Loyalty
The Consumer Defection Dilemma
download »

Protection from Brand Infection

Protection from Brand Infection
Marketing's Fight Against Frauds, Fakes and Infringements
download »

Customer Voice

Giving Customer Voice More Volume
How companies measure and optmize customer experience
download »


 

 

 
How Do You Rate Your Company's Market Sense-Ability?
Audit and Assess Organizational Sensitivity and Responsiveness to Customers, Competitors and Business Conditions. learn more »