Editorial

• The Business of Social Networking

Managers’ Forum

• Of Downturns and New Adoptions

Manage Your Team

• Organize Your Sales Effort
  SAP explains how building a sales process blueprint can keep a global firm on target

Selling Essentials

• Managers’ Corner
  Smarter Hiring
  How to approach the ongoing challenge of hiring great sales performers
• Selling Skills
  Before the Call
  How to be sure that you’re really prepped for your sales call
• Selling Tips
  Bad News Blues • Once Upon a Time • Chris Howard, CEO, Chris Howard Cos. • Networking Etiquette • Needs Analysis • Kruger National Park, South Africa • Use Balloons • Gratifying Gatekeepers • Are You a Successful Failure? • Customer Loyalty • David DiStefano, CEO, Richardson • Cash in on Complaints
• Psychology
  Dealing with Recession Jitters
  How to think and work your way out of a recession mindset
• Selling Skills
  Request or Runaround?
  How to meet an RFP without spinning your wheels

Train Your Sales Team

• Sales Cost Control
  Donal Daly explains how to reduce sales costs

Cover Story

• Social Networking 2.0
  Are you linked in or left out?
  It seems as if every five to ten years there’s a new “thing” that sweeps America and radiates out to the rest of the world. Some of these new “things” are pretty silly. Hula hoops anyone? Flower power? But some of them are downright revolutionary in their impact. TV, the Internet, email, to name a few. The current new “thing” has taken the country by storm, and while it has so far been used on sites such as Facebook, it’s now entering the business world, where salespeople are finding golden opportunities.

Features

• No Pain, Much Gain
  How Advanced Bionics developed a new sales strategy to launch a groundbreaking medical product
• What’s the Problem?
  How to diagnose and deal with the difficult sale
• Fast Track to the Top
  In Search of the Best
  Kristen Vose of Treeline

New Solutions For Managers

• Incentives Feature
  Maui, Again?
  How to motivate the best


Incentives • CRM • Fleet • Leads

Ideas That Pay

• Standardized Sales
  How one company saw a $30 million sales increase by improving its sales process

Departments

• Advertising Index
• Thoughts to Sell By