Sales & Marketing Management - September/October 2008 - (Page 4)

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ART DEPARTMENT ART DIRECTOR > CHRONICLES OF A SALES LEADER: DECISIONS MOVE UP THE LADDER AS FORECASTS MOVE DOWN S&MM online columnist Bill Golder, EVP of sales at Miller Heiman, enlightens managers on what they can do to maintain growth when the fish in their client pool begin behaving—and “biting”—differently. www.salesandmarketingmanagement .com/ladder > THE SALES CLINIC: WHY DOES YOUR TEAM GET SO MANY OBJECTIONS? S&MM online columnist and leading sales trainer Andy Preston details the many objections salespeople face, explains why this happens, and outlines foolproof strategies your company’s own sales reps can follow to overcome rejection. www.salesandmarketingmanagement .com/objections WWW.SALESANDMARKETINGMANAGEMENT.COM ONLINE EDITOR ONLINE EDITORIAL INTERN STACY STRACZYNSKI KAREN YI CIRCULATION (646) 654-7341 AUDIENCE MARKETING COORDINATOR YEWANDE AWOPETU EDITORIAL ADVISORY BOARD BRIAN TRACY STEPHEN COVEY DAMIAN THOMAS SAM REESE KEVIN WARREN Author, Speaker, Consultant Brian Tracy International Author, Speaker, Consultant FranklinCovey General Manager, Corporate Sales Leader, General Electric Chief Executive Officer Miller Heiman Senior Vice President of Sales, Xerox The following were among the most popular and most e-mailed stories on the S&MM site last month: MOST POPULAR STORIES > 10 WAYS YOU CAN HELP YOUR EMPLOYEES “GET IT DONE” EVERY DAY SOUND OFF! Have your opinions on today’s current sales and marketing topics heard with your very own blog entry on S&MM SoundOff. E-mail blog submissions to stacy.straczynski@nielsen.com. Include your name, e-mail, location, company and position. Be sure to title your post. KURT OPPENHEIMER Worldwide Director of Technical Sales and Support, Intel Corporation ERICA RULIFFSON KEVIN MADDEN MARK DUGGAN TARA AGEN Vice President of Sales, Oracle Vice President of Global Sales, Honeywell Building Solutions President and CEO, Nike Bauer Hockey Chief of Staff, HP LaserJet Americas and SMB Printing > 15 PERSONAL SKILLS YOU NEED ON THE JOB > THE 7 TOUGHEST QUESTIONS (AND HOW TO HANDLE THEM) > THE 7 1/2 RULES OF E-MAIL MARKETING MOST E-MAILED STORIES > THE SALES DODO: INVESTIGATING WHY THE SALE DIDN'T HAPPEN BAPPA CHOUDHURY Vice President, Segment Management, Global Solutions, Siemens Medical MARY DONATO Associate Director, Institute for the Study of Business Markets, The Penn State Smeal College of Business Senior Vice President of Marketing (Ret.), Blue Cross Blue Shield > THE HOTTEST INDUSTRIES FOR SALES JOBS > 15 PERSONAL SKILLS YOU NEED ON THE JOB > THE PERSONAL TOUCH: FOUR WAYS TO ENHANCE YOUR LISTENING SKILLS HERE’S WHAT READERS ARE SAYING ON THE BLOG: BILL DIXON > I AGREE WITH YOUR recent article on business stress; working all the time is very stressful and it is important we take time out of our busy schedule and exercise and keep ourselves physically fit and healthy. 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Table of Contents Feed for the Digital Edition of Sales & Marketing Management - September/October 2008

Sales &�Marketing Management - September/October 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Low-Cost Sales Leader Why Sales Process Gets the Shaft Training Q&A Technology Making the Case for Travel (Part II) Travel/Meetings On the Road The Way I See It

Sales & Marketing Management - September/October 2008

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