http://www.salesarchitects.net http://www.salesarchitects.net/images/SAlogo_sm.gif http://www.salesarchitects.nethttp://www.salesarchitects.net/articledet.php?aid=50http://www.salesarchitects.net/articledet.php?aid=50Wed, 20 Jan 2010 00:00Info@salesarchitects.netPrice has always been a main reason that keeps sales people from selling. At least, that's what sales people say. Here is some humorous evidence to the contrary.http://www.salesarchitects.net/articledet.php?aid=49http://www.salesarchitects.net/articledet.php?aid=49Sat, 05 Dec 2009 00:00Info@salesarchitects.netBefore promoting your top sales person into sales management, make sure you're making the right move for your company and the sales person.http://www.salesarchitects.net/articledet.php?aid=19http://www.salesarchitects.net/articledet.php?aid=19Mon, 30 Nov 2009 00:00Info@salesarchitects.netEvery employer fears unknowingly hiring a criminal. There are things that can be done to mitigate that risk if an effective criminal background screening program is put together. The operative word is "effective." This white paper will help you identify the important components to structure a criminal background check program for your salesforce.http://www.salesarchitects.net/articledet.php?aid=48http://www.salesarchitects.net/articledet.php?aid=48Sun, 01 Nov 2009 00:00Info@salesarchitects.netThere are many misconceptions about LinkedIn. It's not just for job searches or networking. It is a unique lead generation platform.http://www.salesarchitects.net/articledet.php?aid=17http://www.salesarchitects.net/articledet.php?aid=17Fri, 23 Oct 2009 00:00Info@salesarchitects.netRFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!http://www.salesarchitects.net/articledet.php?aid=22http://www.salesarchitects.net/articledet.php?aid=22Thu, 15 Oct 2009 00:00Info@salesarchitects.netThe vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.http://www.salesarchitects.net/articledet.php?aid=47http://www.salesarchitects.net/articledet.php?aid=47Fri, 25 Sep 2009 00:00Info@salesarchitects.netSales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level.http://www.salesarchitects.net/articledet.php?aid=46http://www.salesarchitects.net/articledet.php?aid=46Tue, 08 Sep 2009 00:00Info@salesarchitects.netEvery sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.http://www.salesarchitects.net/articledet.php?aid=45http://www.salesarchitects.net/articledet.php?aid=45Thu, 23 Jul 2009 00:00Info@salesarchitects.netYour needs analysis strategy is your key to successfully recruiting the right sales people.http://www.salesarchitects.net/articledet.php?aid=43http://www.salesarchitects.net/articledet.php?aid=43Thu, 16 Jul 2009 00:00Info@salesarchitects.netHiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.http://www.salesarchitects.net/articledet.php?aid=44http://www.salesarchitects.net/articledet.php?aid=44Wed, 15 Jul 2009 00:00Info@salesarchitects.netThe sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling. http://www.salesarchitects.net/articledet.php?aid=41http://www.salesarchitects.net/articledet.php?aid=41Tue, 03 Mar 2009 00:00Info@salesarchitects.netYour Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.http://www.salesarchitects.net/articledet.php?aid=40http://www.salesarchitects.net/articledet.php?aid=40Fri, 06 Feb 2009 00:00Info@salesarchitects.netSales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.http://www.salesarchitects.net/articledet.php?aid=39http://www.salesarchitects.net/articledet.php?aid=39Thu, 01 Jan 2009 00:00Info@salesarchitects.netSales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.http://www.salesarchitects.net/articledet.php?aid=38http://www.salesarchitects.net/articledet.php?aid=38Mon, 15 Dec 2008 00:00Info@salesarchitects.netEveryone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.http://www.salesarchitects.net/articledet.php?aid=37http://www.salesarchitects.net/articledet.php?aid=37Tue, 04 Nov 2008 00:00Info@salesarchitects.netMany business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.http://www.salesarchitects.net/articledet.php?aid=36http://www.salesarchitects.net/articledet.php?aid=36Mon, 06 Oct 2008 00:00Info@salesarchitects.netWhere a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.http://www.salesarchitects.net/articledet.php?aid=33http://www.salesarchitects.net/articledet.php?aid=33Sun, 14 Sep 2008 00:00Info@salesarchitects.netOne of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.http://www.salesarchitects.net/articledet.php?aid=34http://www.salesarchitects.net/articledet.php?aid=34Sun, 14 Sep 2008 00:00Info@salesarchitects.netThere is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that yohttp://www.salesarchitects.net/articledet.php?aid=35http://www.salesarchitects.net/articledet.php?aid=35Sun, 14 Sep 2008 00:00Info@salesarchitects.netThe offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.http://www.salesarchitects.net/articledet.php?aid=32http://www.salesarchitects.net/articledet.php?aid=32Tue, 05 Aug 2008 00:00Info@salesarchitects.netIf you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.http://www.salesarchitects.net/articledet.php?aid=31http://www.salesarchitects.net/articledet.php?aid=31Fri, 01 Aug 2008 00:00Info@salesarchitects.netMotivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?http://www.salesarchitects.net/articledet.php?aid=30http://www.salesarchitects.net/articledet.php?aid=30Thu, 17 Jul 2008 00:00Info@salesarchitects.netPeople are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.http://www.salesarchitects.net/articledet.php?aid=29http://www.salesarchitects.net/articledet.php?aid=29Tue, 08 Jul 2008 00:00Info@salesarchitects.netEvery sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!http://www.salesarchitects.net/articledet.php?aid=28http://www.salesarchitects.net/articledet.php?aid=28Tue, 01 Jul 2008 00:00Info@salesarchitects.netChanneling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.http://www.salesarchitects.net/articledet.php?aid=27http://www.salesarchitects.net/articledet.php?aid=27Tue, 24 Jun 2008 00:00Info@salesarchitects.netSales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™. http://www.salesarchitects.net/articledet.php?aid=26http://www.salesarchitects.net/articledet.php?aid=26Sat, 29 Mar 2008 00:00Info@salesarchitects.netCompanies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.http://www.salesarchitects.net/articledet.php?aid=25http://www.salesarchitects.net/articledet.php?aid=25Mon, 17 Mar 2008 00:00Info@salesarchitects.netCompanies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.http://www.salesarchitects.net/articledet.php?aid=24http://www.salesarchitects.net/articledet.php?aid=24Wed, 20 Feb 2008 00:00Info@salesarchitects.netCompanies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be donehttp://www.salesarchitects.net/articledet.php?aid=23http://www.salesarchitects.net/articledet.php?aid=23Mon, 18 Feb 2008 00:00Info@salesarchitects.netMany confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.http://www.salesarchitects.net/articledet.php?aid=21http://www.salesarchitects.net/articledet.php?aid=21Tue, 29 Jan 2008 00:00Info@salesarchitects.netIn the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.http://www.salesarchitects.net/articledet.php?aid=20http://www.salesarchitects.net/articledet.php?aid=20Tue, 15 Jan 2008 00:00Info@salesarchitects.netEnticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed? http://www.salesarchitects.net/articledet.php?aid=18http://www.salesarchitects.net/articledet.php?aid=18Tue, 18 Dec 2007 00:00Info@salesarchitects.netCompanies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn't need to be this way.http://www.salesarchitects.net/articledet.php?aid=16http://www.salesarchitects.net/articledet.php?aid=16Wed, 05 Dec 2007 00:00Info@salesarchitects.netThere is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.http://www.salesarchitects.net/articledet.php?aid=15http://www.salesarchitects.net/articledet.php?aid=15Tue, 27 Nov 2007 00:00Info@salesarchitects.netIn a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.http://www.salesarchitects.net/articledet.php?aid=13http://www.salesarchitects.net/articledet.php?aid=13Thu, 15 Nov 2007 00:00Info@salesarchitects.netA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.http://www.salesarchitects.net/articledet.php?aid=14http://www.salesarchitects.net/articledet.php?aid=14Thu, 15 Nov 2007 00:00Info@salesarchitects.netHiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.http://www.salesarchitects.net/articledet.php?aid=12http://www.salesarchitects.net/articledet.php?aid=12Wed, 07 Nov 2007 00:00Info@salesarchitects.netIf you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.http://www.salesarchitects.net/articledet.php?aid=11http://www.salesarchitects.net/articledet.php?aid=11Mon, 29 Oct 2007 00:00Info@salesarchitects.netSales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.http://www.salesarchitects.net/articledet.php?aid=10http://www.salesarchitects.net/articledet.php?aid=10Mon, 22 Oct 2007 00:00Info@salesarchitects.netThe falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.http://www.salesarchitects.net/articledet.php?aid=9http://www.salesarchitects.net/articledet.php?aid=9Wed, 17 Oct 2007 00:00Info@salesarchitects.netThere are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.http://www.salesarchitects.net/articledet.php?aid=8http://www.salesarchitects.net/articledet.php?aid=8Mon, 15 Oct 2007 00:00Info@salesarchitects.netThere are a million excuses why your sales people can't sell today. Here's an entire calendar of funny (yet, not so funny) sales roadblocks.http://www.salesarchitects.net/articledet.php?aid=7http://www.salesarchitects.net/articledet.php?aid=7Wed, 10 Oct 2007 00:00Info@salesarchitects.netYou have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.http://www.salesarchitects.net/articledet.php?aid=4http://www.salesarchitects.net/articledet.php?aid=4Tue, 09 Oct 2007 00:00Info@salesarchitects.netThere is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.http://www.salesarchitects.net/articledet.php?aid=5http://www.salesarchitects.net/articledet.php?aid=5Tue, 09 Oct 2007 00:00Info@salesarchitects.netWant to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.http://www.salesarchitects.net/articledet.php?aid=6http://www.salesarchitects.net/articledet.php?aid=6Tue, 09 Oct 2007 00:00Info@salesarchitects.netNot sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.http://www.salesarchitects.net/articledet.php?aid=2http://www.salesarchitects.net/articledet.php?aid=2Mon, 08 Oct 2007 00:00Info@salesarchitects.netIf you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.http://www.salesarchitects.net/articledet.php?aid=3http://www.salesarchitects.net/articledet.php?aid=3Mon, 08 Oct 2007 00:00Info@salesarchitects.netSales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.http://www.salesarchitects.net/articledet.php?aid=1http://www.salesarchitects.net/articledet.php?aid=1Fri, 14 Sep 2007 00:00Info@salesarchitects.netAre you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.