Building a productive sales environment 10/31/17

By Cindy Durham, assistant executive director, SNPA

Newspaper companies can't take a passive approach in how they approach the hiring of salespeople. They must implement a proactive hearts-and-minds marketing campaign in order to build what Charity Huff, managing partner of Maroon Ventures, calls the A-Team.

During the SNPA-Inland Annual Meeting, Huff shared proven, successful strategies to build a productive sales environment, maintain a healthy pipeline of qualified sales professionals, and reach new customers with compelling marketing tactics.

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The ultimate outline for making cold calls 4/19/16

Do you feel like you've mastered cold calling? Or, do you find yourself still struggling to find comfort (and success) with this sales technique? Mastering cold calls is all about strategy, writes Ian Call in an article for Business2Community. He details a nine-step strategy that salespeople can follow to not only successfully execute a cold-call campaign but also boost their own comfort. Read more from SalesFuel.

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How can I get my sales team best positioned for success in 2014? 1/8/14

By Allan Barmak, consultant and author of "The Accidental Salesperson"

For a sales team, the best way to position the group for success is through specialization.

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How can I get my salespeople to work more efficiently? 8/15/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

Here's a three-step process that will ensure that your salespeople are always working toward maximum efficiency and effectiveness.

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