Alec Schibanoff Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/366/Does-Your-Sales-Force-Need-Training.html http://www.evancarmichael.com/Sales/366/Does-Your-Sales-Force-Need-Training.html Does Your Sales Force Need Training? Sales training will never do any sales force any harm, but when is a sales force truly in need of immediate or specialized training? There are early indicators you need to watch out for. http://www.evancarmichael.com/Sales/366/Selling-Should-Be-Elegant-Never-Confrontational-or-Combative.html http://www.evancarmichael.com/Sales/366/Selling-Should-Be-Elegant-Never-Confrontational-or-Combative.html Selling Should Be Elegant Never Confrontational or Combative Far too many sales managers see selling as a win/lose. We get the sale, so we win, and the customer makes a purchase, so he loses. Elegant Selling is a win/win process in which both parties walk away satisfied with the outcome. It’s really the only way to truly grow your business! http://www.evancarmichael.com/Sales/366/InHouse-versus-OutSourced-Sales-Force-Which-Is-Best-for-Your-Business.html http://www.evancarmichael.com/Sales/366/InHouse-versus-OutSourced-Sales-Force-Which-Is-Best-for-Your-Business.html InHouse versus OutSourced Sales Force Which Is Best for Your Business In building a sales force for your business, you have a critical choice: Hire a traditional sales force of employee-salespeople or out-source your sales to a network of manufacturers’ representatives. Which option will produce the best results for your business? http://www.evancarmichael.com/Sales/366/Lock-Your-Customers-into-Buying-Exclusively-from-You.html http://www.evancarmichael.com/Sales/366/Lock-Your-Customers-into-Buying-Exclusively-from-You.html Lock Your Customers into Buying Exclusively from You Every business owner dreams of customers that can only buy from them, totally shutting out the competition. It is being done everyday with Strategic Supplier and Integrated Supplier Programs that lock customers into buying exclusively from you, rendering the competition impotent. http://www.evancarmichael.com/Sales/366/Dont-Send-in-Your-Infantry-without-Air-Cover.html http://www.evancarmichael.com/Sales/366/Dont-Send-in-Your-Infantry-without-Air-Cover.html Dont Send in Your Infantry without Air Cover No military commander would order the infantry to advance without sufficient air cover. And no business should have its sales force making sales calls without the support of a comprehensive, lead-generating marketing program.